Podcast

Episode #229: The Seven Lucky Stars Of Selling

Luck is the nexus of hard work and persistence. Salespeople need some luck, even if they have to create it ...

Episode #228: How To Sell On Clubhouse For The Japan Market

Japan is a complex market. Brash plugging of your wonder widget won’t work here. American style sales tech...

Episode #227: Selling Online Forever

What are the biggest problems for salespeople in the online sales world today? Cold calling would be number...

Episode #226: Handling Client Objections When Online

Client hesitation or objections to buying from us are indicators we have failed in some keys areas in our pr...

Episode #225: Buyers Remember Our Stories When We Are Selling

We do a great job on building trust with the client. We get permission to ask questions and away we go on t...

Episode #224: Gamification Makes Sales Role Play Fun

An ideal work week for salespeople would start everyday with sales role play with colleagues. When we do se...

Episode #223: Cold Call Questioning Necessities

Suddenly my phone rang and the number was clearly from overseas, because of the country code. It was not a n...

Episode #222: Selling Before Meeting The Buyer

We all understand the importance of a brand. Brands are a short form description of long term reliability a...

Episode #221: Selling Year In, Year Out (Part Two)

In Part One, we talked about Jan Carlzon’s insights into the importance of consistent service being provide...

Episode #220: Selling Year In Year Out (Part One)

Journeymen salespeople are starting another year of selling. Maybe their financial year is a calendar year ...

Episode #219: Is That Light At The End Of The Sales Funnel I Can See

Millions of people are being vaccinated for Covid-19. Japan, being Japan, isn’t going to accept any old tes...

Episode #218: The Seven Bridges Of Sales

There is a process to sales. Amazingly, most salespeople don’t know what it is. They are either ignorant, ...

Episode #217: How To Deal With Major Misperceptions Buyers Have About Your Company

A stranger contacts you out of the blue or you meet them fleetingly at an event and they call you afterwards...

Episode #216: Do You Have An End To End Sales Process

“I like talking with people, so I want to be in sales” is a terrifying conversation to have with one of your...

Episode #215: Fantasies, Folly, Mirages, And Other Illusions of Salespeople

“I like talking with people, so I want to be in sales” is a terrifying conversation to have with one of your...

Episode #214: Group Selling is Not for the Faint Hearted

Most of the time in Japan, I attend client meetings alone. This is not how the Japanese do it. The Preside...

Episode #213: Sell With Passion

We often hear that people buy on emotion and justify with logic. The strange thing is where is this emotion...

Episode #212: Japanese Companies Employ Kunoichi Ninja To Answer Incoming Phone Calls

Ninja are masters of illusion, invisibility and subterfuge. All of these traits have pretty much died out i...

Episode #211: Outbound Calls To New Clients During COVID-19

Sales is always a tough job, but not being able to get any new clients during Covid-19 just takes the degree...

Episode #210: Sales Service Debacles Are The Boss’s Fault

Generally speaking, we mainly have failures of follow up in B2B sales. The conduct of the sale’s meeting is...