Podcast

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...

Episode #140: The Mental Game Of Sales

There are two players in this mental game of sales. The buyer and the seller and they are playing with enti...

Episode #139: Keep Selling After The Sale

The sales agreement is followed by the delivery of the product or service. In some cases they are immediate...

Episode #138: Be Careful Of Friendly Fire When Selling

Sales is usually a solitary life. You head off to meet customers all day. Your occasional return to the of...

Episode #137: Storytelling In Sales For Fun and Profit

Salespeople are brilliant on telling the client the detail of the product or service. When you think about h...

Episode #136: Customer Service - Problems and Solutions

Things go wrong. Deliveries don’t turn up or are incorrect. Dates and deadlines are missed. The quality p...

Episode #135: Why Everyone Hates Salespeople

We don’t deserve it, well most of us don’t deserve it, but there is a very strong negative perception of sal...

Episode #134: Why Japanese Salespeople Won't Question The Buyer

Consultative selling, value selling, insight selling, etc., all rely on one crucial factor to be successful....

Episode #133: What Do You Do When You Screw Up The Delivery

Sales is the front of house part of business but often the delivery of the product or service is done by som...

Episode #132: Attribute Selling For Salespeople

We all know that selling ourselves is the first key sale we have to make in order for the client to buy our ...

Episode #131: Emotional Selling

“We buy based on emotion and justify with logic”. We have probably all heard that before, but when we are s...

Episode #130: Product Knowledge In Sales

It is an obvious thing that we need good knowledge of our product to instill confidence in the buyer, underl...