Podcast

Episode #160: Nine Major Mistakes By Japanese Salespeople

We see Japan as a modern, high tech country very advanced in so many sectors. Sales is not one of them. Co...

Episode #159: My Clients Never Call Me Back

Today in business, reaching anyone by telephone is nothing less than a miracle. Japan is particularly good ...

Episode #158: The One Minute Pitch

If you have been following me for a while, you know how down I am on pitching. This is the standard modus o...

Episode #157: Add Some BANTER To Your Next Sales Call

I am a permanent student of sales. I study the books and tapes from the greats – J. Douglas Edwards, Charli...

Episode #156: Success Negotiating - Part Two

In Part One we covered the four steps involved in negotiating: Analysis, Presentation, Bargaining and Agreem...

Episode #155: Success Negotiating Part One

Our image of negotiating tends to be highly influenced by the winner takes all model. This is the transacti...

Episode #154: How To Present To A Diverse Buying Team

This is very tricky in Japan. Because of the convoluted decision making process here, there will be many vo...

Episode #153: The 80-20 Rule Of Selling

We are all familiar with the 80/20 Pareto Principle, where 20% of buyers account for 80% of the sales and 20...

Episode #152: How To Disagree But Still Keep Your Customer

The Customer is King. How do you say “no” to the King? In ancient times, if you said “no” to the King, you...

Episode #151: Survival Tips For Stressed Out Salespeople

When we are under stress our concentration and productivity levels are much lower than normal. Sales has to...

Episode #150: In Sales We Need To Create Super Re-Order Customers

Here is an important mantra: We don’t want a sale, we want the re-orders. That task however is getting hard...

Episode #149: Sales Bad News Travels In Threes

Our financial year ends in August and we are up over 20% on last year’s revenue results. I should be ebullie...

Episode #148: Why No Omotenshi From Some Chinese Retail Service In Tokyo

This is a controversial piece today, because I am singling out one race, one group in isolation. It is also...

Episode #147: Why We Mess Up Customer Service

Poor customer service really irritates us. When we bump into it, we feel betrayed by the fIrm. We have pai...

Episode #146: Typical Japanese Salespeople's Objection Handling Issues

Getting pushback, rejection, disinterest when you present your solution to the client’s problems is the natu...

Episode #145: Generating Your Own Leads In Sales

Marketing plays a key role in generating leads. They are trying to maximise the accuracy of the segmentatio...

Episode #144: Stop Slamming The Square Peg Into The Round Hole When Selling

One of the most dangerous people on the planet is the salesperson who doesn't listen well enough to the clie...

Episode #143: Really Understand Your Expectations Of Your Sale's Team

We hire people and they don’t perform as we expected. The time passes and the numbers are not rolling in. ...

Episode #142: Presenting Manufactured Products

Industrial products are rarely sexy. They tend to be very technical, specification heavy and chunky. They ...

Episode #141: How To Use Sales Progression Bridges With Clients

We have a defined sales cycle in our interactions with our clients. We build the trust, ask the key questio...