Podcast

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...

Do You Have An End To End Sales Process

“I like talking with people, so I want to be in sales” is a terrifying conversation to have with one of your...

Fantasies, Folly, Mirages and Other Illusions of Salespeople

“I like talking with people, so I want to be in sales” is a terrifying conversation to have with one of your...

Sell With Passion In Japan

We often hear that people buy on emotion and justify with logic. The strange thing is where is this emotion...

Sales Service Debacles Are The Boss’s Fault

Generally speaking, we mainly have failures of follow up in B2B sales. The conduct of the sale’s meeting is...

Group Selling Is Not For The Faint Hearted

Most of the time in Japan, I attend client meetings alone. This is not how the Japanese do it. The Preside...

Where Do Presentations Go Off The Rails?

You see it. The presenter publicly self-immolates. They might butcher the start, get lost in the weeds of t...

Sell with Passion

We often hear that people buy on emotion and justify with logic. The strange thing is where is this emotion...

Joe Hart, Global President Dale Carnegie & Associates

Previously Joe was President Asset Health, President at Info Ally, Development Director Taubman, and as a la...

Selling Year In, Year Out (Part One)

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

Episode #415: Micro Stories Unlock Trust In Sales Meetings In Japan

Storytelling is usually associated with novels of hundreds of pages, movies lasting two to three hours, tele...

Episode #414: Thrill, Skill, and Follow-Through: Mastering Sales Account Management In Japan

Bosses love hunters. They beat the bushes and find new clients for the business. Usually, they love the thr...

Episode #413: Networking Done Very Badly. A Real-Life Lesson From Tokyo

I received this note following my attendance at a networking event run by one of the foreign Chambers of Com...

Episode #412: Turning Rejections into Resilience: Dealing with ‘Dear John’ Letters from Japanese Buyers

“Thank you for submitting your proposal for our capability development project. We appreciate the time and ...

Episode #411: The Limits of Opportunity Cost in Japan: A Sales Guide to Winning Reluctant Buyers

In the West, we often emphasise that inaction doesn’t necessarily mean safety for the buyer, and there is a ...

Episode #410: Why Sending Your Sales Proposal in Japan Is the Worst Mistake You Can Make

One of the worst combos in sales is a virtual meeting online and the buyer says, “send me your proposal” or ...

Episode #409: Caring For Your Sales Orphans In Japan

Hunting for new clients is difficult and expensive. Marketing tries to drive people who are seeking our sol...

Episode #408: Balancing Questions With Suggestions In Sales In Japan

We know that there are a lot of salespeople who are totally untrained. They have cobbled together bits and ...

Episode #407: In Japan, How To Tell If The Deal Is Real?

Basically, we know that a third of the potential buyers we meet will never buy from us, another third will b...

Episode #406: Victor Antonio You Are Wrong About Weasel Words In Japan

I am a great fan of Victor Antonio, who writes books, gives lectures and training on sales. I listen to his...