Podcast

I Like It, It Sounds Really Good, But I Am Not Going To Buy It

You manage to get the appointment, which at the moment is seriously job well done. Trying to get hold of cl...

Bringing More Marketing Into Sales Calls

Salespeople have sales tools which often are not thoroughly thought through enough. These can be flyers, ca...

Nemawashi Is Gold When Selling In Japan

Shareholders put up their future security in the hope of increasing their returns and adding further to thei...

The Three Barbers Of Minato

Minato-ku or the “Port Area” is a central part of Tokyo, which used to be harbourside for goods being delive...

Create Reference Points For Clients

There is no doubt that the pandemic has made it very fraught to find new clients in Japan. The new variants...

Do You Have Enough Grey Hairs In The Sales Team?

Japan is a very hierarchical society. I am getting older, so I appreciate the respect for age and stage we ...

The Big Myth Of The Sales A Player

When we read commentary about how we should be recruiting A Players to boost our firm’s performance, this is...

Dealing With Bad News

If we try to hide the bad news for the buyer will that work? How long with it work for? Bernie Madoff died...

Why Selling To Japanese Buyers Is So Hard And What To Do About It

The buyer is King. This is a very common concept in modern Western economies. We construct our service app...

Confidence And Truth In Selling

Confidence sells. We all know this instinctively. If we meet a salesperson who seems doubtful about their ...

We Buy From People We Like And Trust

Buying from people we like and trust makes a lot of sense. Sometimes we have no choice and will hold our no...

Selling Through Micro Stories

Is selling telling or is it asking questions? Actually, it is both. The point though is to know what stori...

The Care Factor In Sales In Japan

Japanese salespeople really care about their clients. This is good, except when it isn’t and that is usuall...

The Seven Lucky Stars Of Selling

Luck is the nexus of hard work and persistence. Salespeople need some luck, even if they have to create it ...

Selling Year In, Year Out (Part One)

Journeymen salespeople are starting another year of selling. Maybe their financial year is a calendar year ...

Gamification Makes Sales Role Play Fun

An ideal work week for salespeople would start everyday with sales role play with colleagues. When we do se...

Selling Year In, Year Out (Part Two)

In Part One, we talked about Jan Carlzon’s insights into the importance of consistent service being provide...

The Seven Bridges Of Sales

There is a process to sales. Amazingly, most salespeople don’t know what it is. They are either ignorant, ...

How To Deal with Major Misperceptions Buyers Have About Your Company

A stranger contacts you out of the blue or you meet them fleetingly at an event and they call you afterwards...

How To Deal With Major Misperceptions Buyers Have About Your Company

A stranger contacts you out of the blue or you meet them fleetingly at an event and they call you afterwards...