Podcast

Episode #80: Salespeople, Money and Motivation In Japan

Salespeople are motivated by money and the more money they can make the more motivated they become. Except i...

Episode #79: Educate Yourself In Sales

There are almost no sales courses at Universities. Maybe, in the USA somewhere, a University is offering so...

Episode #78: Where You Sit Determines How You Buy In Japan

Every role in a company has its own priorities, perspectives and functions. When we are selling to individua...

Episode #77: Selling To Buying Teams

In Japan it is rare to be selling to one person. Even if we only meet one person, there will be others who ...

Episode #76: No Sale's Questions Please, We Are Japanese

I was visiting the office of one of my multinational corporate clients and we were talking about the issues ...

Episode #75: Totally Ineffective Sales

The phone rings and a magazine wants to interview me for a series where they feature companies located in su...

Episode #74: Do Your Homework When Selling

I take the phone call and I noted they were asking for me in particular, rather than to speak to the boss. T...

Episode #73: Sell The Sizzle Not The Steak

I recently saw a documentary sponsored by Salesforce called The Story of Sales. There were 8 chapters in thi...

Episode #72: Business Contracts In Japan Aren't Worth The Paper They Are Written On

A friend of my mine has started his own consulting business recently and does Facebook Live updates to his g...

Episode #71: The Most Difficult Part Of Business? People!

Cash flow, market movements, competitor pricing, buyer budgets, seasonality, etc., there are many things whi...

Episode #70: Handling Sales Meltdowns

Sales is a tough gig. Sometimes the whole sale's meeting turns out to be a disaster. I had one of those toda...

Episode #69: How We Sell Dale Carnegie Training In Japan

Episode #68: Growing Existing Account Sales

You call on your client at their downtown office and you are ushered into one of those typical Japanese meet...

Episode #67 Extracting The Truth From Buyers

Sales as a profession requires the skills of the sleuth. There is no information, false information, incompl...

Episode #66: In Sales Don't Soldier On Sick

We are experiencing the highest outbreak of influenza in Japan this year. The winter daytime temperatures ha...

Episode #65: Sale's Case Studies

Getting client cooperation to create sale’s case studies in Japan is tough. Japanese companies are very care...

Episode #64: Story San, We'll Think About It

In Japan, this “We’ll think about it” response is often the result at the second meeting with the client. In...

Episode #63: Admitting Wrong In Customer Service

Sometimes things go wrong. Mistakes are made, errors pop up, best laid plans are laid low. Stuff happens. Ho...

Episode #62: Don't Blow The Solution Presentation To The Buyer

Finding clients is an art and so is building trust and credibility that you can help them solve their busine...

Episode #61: Widen That Buyer Gap Or Else

Having a buying need and doing something about it can often be quite disparate ideas. There are many things ...