Podcast

Episode #180: What Can You Do In A Crisis When You Can't Sell

Getting hold of clients has become very strained. Normally, we have their work number and their email, but ...

Episode #179: Managing A Sales Team In Covid-19 Lockdown

Farmers and hunters in your sales team represent a type of harmony in peacetime. But Covid-19 has us all on...

Episode #178: Selling From Your Home Office

Normally we lob up to meet the buyer in their office meeting room. With the buyer and ourselves now working...

Episode #177: Selling To Clients In These Covid-19 Times

Covid-19 might actually be good for sales. It might short circuit some of the dumb things salespeople do, w...

Episode #176: Covid-19 Is Truncating Your Sales Activities, Therefore...

First the agreed purchases were postponed. Then the events were cancelled. Next the sales calls were canne...

Episode #175: Unprofessional Professional Salespeople

Salespeople in their forties, who have been selling their whole careers are professional salespeople. They ...

Episode #174: Selling Through Others In Japan

We may think we are selling directly to the buyer in japan but often we are not actually dong that. Selling...

Episode #173: Dealing With Buyers Who Won't Reveal Their Problems

The basics of professional selling requires good questioning skills on the part of the salesperson. We unde...

Episode #172: Expectations Of Newly Hired Salespeople

e they people new to sales or new to that company, there is always a delay in new salespeople producing resu...

Episode #171: Just In Time Is Bad In Sales

Toyota is famous for its JIT or Just In Time system of logistics when building cars. Parts arrive exactly w...

Episode #170: Selling Beyond The Sale

The main goal is always to get the sale agreed. To get the buyer to say “yes” and specify when delivery wil...

Episode #169: Dealing With Really Tough And Mean Questions From Clients

When we give our presentation to the client we are in full control of the situation. We know what we are go...

Episode #168: How Good Are Your Touchpoints In Sales

Jan Carlzon’s book “Moments Of Truth” should be standard reading for everyone in business and particularly t...

Episode #167: Happy Holidays! How To Massacre Your Brand Promise

The end of year holiday season is a time of great retail commercial activity around the world. Brands work ...

Episode #166: 2020 Ushers In New Deals - Are We Ready To Get Our Share

Greek myths don’t have too many happy endings or uplifting messages. Mostly they are cautionary tales about...

Episode #165: Reflecting On Your Learnings In Sales

You are as only as good as your last sale is harsh but true as a synopsis of our sales life. Bosses are not...

Episode #164: Leading An Intentional Sales Professional Life In 2020

The targets for the year are already set or will be set shortly, no matter when your financial year begins. ...

Episode #163: Why "Okay, Send Me Your Proposal" Is A Bad Idea In Japan

Getting to the request for a proposal stage is usually thought of as significant progress in Japan. This me...

Episode #162 Selling Yourself Before You Meet The Client

I have been recruiting new staff over these last few months. One of the younger candidates breezily told me...

Episode #161: How To Sell To A Buying Team

Selling to companies in Japan usually means sitting in a meeting room with a single buyer or perhaps two peo...