Podcast

Episode #129: Taking A Hit On The Price

We all hate having to take a hit on pricing. We establish a price based on the value we provide. Clients h...

Episode #128: Helpful Selling

As salespeople, we can become very focused and tunnel vision like, when it cones to dealing with our clients...

Episode #126: Saying "No" To Buyers

Normally, as the seller, we are getting told “no” in sales, rather than the other way around. When salespeo...

Episode #127: Breaking Into The Mind Of The Buyer

Life is busy, busy today. Communications has sped up business to an extent unthinkable even ten years ago. ...

Episode #125: Three Keys For Sales Success

Know, like and trust are critical components for success in business. The “know” bit hopefully is being ta...

Episode #123: Your Price Is Too High - Your Reply Is?

When your client hits you with 'your price is too high" what do you say? Are you flustered, wondering how to...

Episode #124: How To Deal With The Dog Days Of Sales

Nothing goes in a straight line in sales, does it. That order we received gets canceled, suddenly, inexplic...

Episode #122: What To Say When You Get A “No” In Sales

What are the chances of getting a “no” to your offer in sales? Probably around 70% of the time, this is wha...

Episode #121 When Is The Best Time To Call A Prospect In Japan

Japan is merciless with salespeople. When you call the client’s company everyone is doing their absolute be...

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...