Podcast

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...

Episode #49: Salespeople Need Better Self-Awareness

Sales is one of the few things in business you can measure accurately and immediately. Are you getting great...

Episode #48: Showmanship In Sales

Tricky area in sales, showmanship. The word has a certain odor about it that reeks of fake, duplicity, con g...

Episode #47: To Push Or Not to Push

Pushy salespeople are very, very annoying. They try to bug you into buying and we really don’t like it. We m...

Episode #46: Real World Negotiations

We have many images of negotiation thanks to the media. It could be movie scenes of tough negotiations or re...

Episode #45: Boozing Your Way To Sales Success In Japan

A LinkedIn post I read recorded how an American sales guy got off the booze and the client entertainment rat...

Episode #44: Jealousy, Envy and Spite In Sales

Sales is a tough enough job without having additional complications. Clients can be very demanding, often we...

Episode #43 Rejection

Everyone hates to be rejected, but not many people have this as a fundamental aspect of their work. We ask c...

Episode #42: Fast And Slow In Sales

Time is of the essence. Patience is a virtue. Worthy aims but sometimes we mix these aspirations up in sales...

Episode #41: Sales Stories

Storytelling in sales is our ability to express ourselves in a way which is engaging and persuasive. We cap...