Podcast

Episode #120: Get Your Sales Call Roadmap

Because the vast majority of people in sales have no idea what they are doing, they are making it up as they...

Episode #119: Technical Salespeople Must Be Good Presenters Too

Knowledge of the specifications, functionality, inner workings are all fine and dandy but not enough anymore...

Episode #118: No Value, No Sale

We believe in our product and we are very knowledgeable about the facts, details, specs, etc. We launch str...

Episode #117: How To Handle We Are Happy With Our Current Supplier

Japan loves the Devil they know over the Angel they don’t know. Change here is hard to achieve in any field...

Episode #116: Selling In the Coming 5G World

The release of 5G or fifth generation mobile networks is only a few short years away, probably around 2020. ...

Episode #115: Selling Yourself First

Selling yourself first can have two dimensions. One is selling yourself on the product or service, so that ...

Episode #114: Lying Salespeople

Riffraff inhabit all corners of the business world, but the sales profession suffers more than many others. ...

Episode #113: Client Need Clarity

Do we have a clear understanding of what the client’s needs are? These can vary beyond the obvious of incre...

Episode #111: Join The Conversation Going On In Your Prospect's Mind

We have all had the experience of talking at cross purposes with someone. We are both having a conversation...

Episode #112: Never Forget A Customer; Never Let A Customer Forget You

This is an old saying in sales and one we forget at our cost. We might have made the sale and then we keep ...

Episode #109: Forensic Sales Questioning Skills

The idea of asking questions of buyers during sales calls is actually ancient. For at least eighty years, w...

Episode #110: The Successful Salesman and Saleswoman Has A Plan

“We don’t plan to fail, we fail to plan”, is an old saw that is still true today. Despite an avalanche of t...

Episode #108: Sales Essentials

Episode #107: Read The Air When Selling

There is a saying in Japan, Kuki wo Yomu, which means read the air or be aware of the atmosphere or subtexts...

Episode #106: Building Expert Authority With Buyers

“You are who Google says you are” is a quote from Timbo Reid, the host of the “Small Business Big Marketing”...

Episode #105: Sales Poor Performers

Are you failing in sales or do you have sales staff who are not making their numbers? Sales is a brutal, me...

Episode #104: We Give Added Value. No You Don’t!

The chocolate on the pillow, the fruit bowl or the wine bottle and glasses in your hotel room are often cite...

Episode #103: "We Don't Have Any Budget". Yes you do!

In the profession of sales, this is one of the most widespread pushbacks on our sterling offer. It also a fa...

Episode #102: Regional Differences When Selling In Japan

Japan is a big small place. It is about the same size as the UK, but is covered in mountains, the latter mak...

Episode #101: What Is Kokorogamae And Why Does It Matter In Sales In Japan

Intention in life is key. Are we living an intentional life or are we a buffeted bystander of what is happen...