Podcast

Episode #87: Formality In Doing Business In Japan

Formality in Japan is linked very closely to what is perceived as being polite. European countries may feel...

Episode #85: Networking When Doing Business In Japan

There are two varieties of networks here for me - the Japanese speaking and the English speaking. With regar...

Episode #84: Gaining Buyer Trust When Doing Business In Japan

Trust is a big issue in Japan. The people we deal with in companies are salaried employees, who have probabl...

Episode #86: Nemawashi Or Groundwork In Business In Japan

Nemawashi is a very important word in Japanese. It is made up of two words “ne” which means root and “mawas...

Episode #83: Customer Service When Doing Business In Japan

Japan is probably the leading country in the world for customer service. These are seriously picky, picky c...

Episode #82: Networks For Doing Business in Japan

In business the ability to develop a strong network is critical. There is nothing better than getting to kn...

Episode #81: Getting Paid In Business In Japan

Nothing happens in commerce without a sale being made. Great to know that, but what about being paid for the...

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...