Podcast

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 ...

Episode #60: Handling Buyer Objections

None of us like to hear “no”. We are raised with this word from our parents and we didn’t like getting it th...

Episode #59: Buyers Please Object

Buyers should buy and not quibble, hesitate or question. That at least is what salespeople hope for. That ma...

Episode #58: Stop Cutting Corners

Life is full of various rhythms and flows. We have a set piece most mornings. Arise, eat, get ready for work...

Episode #57: How To End The Year Strong

Salespeople work to certain rhythms. One of the negative rhythms is to ease off as we get close to the end o...

Episode #56: Brand Killing Customer Service

You really appreciate the importance of brand, when you see it being trashed. Companies spend millions over ...

Episode #55 Back To Basics Baby

We get lazy. We start cutting corners. We get off our game. We chill, cruise and take the foot off the pedal...

Episode #54: Sales Is Easy, So Why Do We Make It So Hard

The object of a sale is to exchange a good or a service for money. The degree to which that money can exceed...

Episode #53: Clueless Cold Calling In Japan

Cold calling always creates a debate amongst the sales community. Some say it has seen it’s day, others defe...

Episode #52: Dealing With Buyer Push Back

Pricing is usually set by the boss and salespeople are just there to get out and sell at that designation. T...

Episode #51: Excuse Time Is Over Baby

“I would be able to sell a lot more except for all the extraneous, external factors over which I have zero c...

Episode #50: "I'm Listening". No You're Not!

Sales people are always under pressure to meet their targets. In high pressure situations, this creates cert...