Podcast

Episode #248: Selling As A Team

When we think of team selling, we imagine a room with the buyers on one side of the table and we are lined u...

Episode #247: Four Client Focus Areas For Salespeople

I was studying an online learning programme from Professor Scott Galloway, where he talked about Appealing T...

Episode #246: How To Sell From The Stage

Group crowdsourcing has been around since cave dweller days. Gathering a crowd of prospects and getting the...

Episode #245: That Sounds Pricey

Japanese salespeople should love to hear “that sounds pricey” from buyers. Why? Because they know that thi...

Episode #244: The Craziness Of Sales In Japan

Japan’s image as a sophisticated country with a solid, unique traditional culture is well placed. For examp...

Episode #243: We Need More Formality On Line When Selling To Japanese Buyers

Selling to a buyer in-person and selling to the same Japanese buyer online are worlds apart. Yet how many sa...

Episode #242: I Like It, It Sounds Really Good, But I Am Not Going To Buy It

You manage to get the appointment, which at the moment is seriously job well done. Trying to get hold of cl...

Episode #241: Bringing More Marketing Into Sales Calls

Salespeople have sales tools which often are not thoroughly thought through enough. These can be flyers, ca...

Episode #240: Nemawashi Is Gold When Selling In Japan

I hear some people say translating terms like “nemawashi” into English is difficult. Really? I always thou...

Episode #239: The Three Barbers Of Minato

Minato-ku or the “Port Area” is a central part of Tokyo, which used to be harbourside for goods being delive...

Episode #238: Create Reference Points For Clients

There is no doubt that the pandemic has made it very fraught to find new clients in Japan. The new variants...

Episode #237: Do You Have Enough Grey Hairs In The Sales Team In Japan

Japan is a very hierarchical society. I am getting older, so I appreciate the respect for age and stage we ...

Episode #236: The Big Myth of the Sales A Players

When we read commentary about how we should be recruiting A Players to boost our firm’s performance, this is...

Episode #235: Dealing with Bad News

If we try to hide the bad news for the buyer will that work? How long with it work for? Bernie Madoff died...

Episode #234: Why Selling To Japanese Buyers Is So Hard And What To Do About It

The buyer is King. This is a very common concept in modern Western economies. We construct our service app...

Episode #233: Confidence And Truth In Selling

Confidence sells. We all know this instinctively. If we meet a salesperson who seems doubtful about their ...

Episode #232: We Buy From People We Like And Trust

Buying from people we like and trust makes a lot of sense. Sometimes we have no choice and will hold our no...

Episode #231: Selling Through Telling Micro Stories

Is selling telling or is it asking questions? Actually, it is both. The point though is to know what stori...

Episode #230: The Care Factor In Sales In Japan

Japanese salespeople really care about their clients. This is good, except when it isn’t and that is usuall...

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 ...