Podcast

Episode #29: The 106 Centimeter Cold Caller

Salespeople are world class whiners. They are the most creative group amongst all professions for coming up ...

Episode #28: Japan New Client Sale's Agonies

Japan is a huge market. This is a wealthy, sophisticated society, with a design sense second to none. People...

Episode #26: Designing Your Sales Conversation Part Two

Having built rapport, leveraged our credibility statement to receive permission to ask questions and having ...

Episode #27: Designing Your Sales Conversation Part Three

With all of this preparation in hand (and it takes about a nanosecond to complete this, once you understand ...

Episode #25: Designing Your Sales Conversation Part One

Salespeople who don’t have a framework for their sales conversation with their client, will wind up on the b...

Episode #24: Keep Your Shtick To Yourself Buddy

Smoothly memorised shtick, elaborate glossy materials, sharp suits, large expensive watches, bleached teeth,...

Episode #23: Sales Understanding

Price is always a big issue. We salespeople are very happy to drop the price, because we see this as the eas...

Episode #22: Negotiation Fails

Former American President John F. Kennedy left us with a great quote: “Let’s never negotiate out of fear. Bu...

Episode #21: The Sales Success Environment

What are today’s revenue results, how much is in the pipeline, when will we get paid by the client, what is ...

Episode #20: Pricing

Salespeople don't set the price of what they sell. This is usually an obscure outcome decided by someone el...

Episode #19: Lawyers Can't Sell, But Need To

Lawyers have spent a lot of time studying to pass their bar exams. When they graduate, they are the white co...

Episode #18: Toxic Sales

Bullying, humiliation, ridiculous targets, rubbish goods, stress, shame – a toxic cocktail often suffered in...

Episode #17: Presenting Our Sales Materials

If we are presenting a brochure, flyer, price list, hard copy slide deck or any other typical collateral ite...

Episode #16: Creating Consistently Great Customer Service

Jan Carlzon many years ago published a tremendous guide to customer service. He had the job of turning aroun...

Episode #15: You Don't Want Sales

Clever, shallow, smooth as silk, glib, “rat with a gold tooth” salespeople are the scourge of the earth. The...

Episode #14: Stop Sales Suicide

What we say and how we say it matters. It matters in life, in families and in business- especially in sales....

Episode #13: The Negotiation Process

“Winning is not a sometime thing. You don’t do things right once in a while…you do them right all of the tim...

Episode #12: What Successful Negotiators Do

Every sale is a negotiation. It might be centered around price but it could also be around delivery times, q...

Episode #11: Omotenashi - Real Japanese Customer Service

I am sure you have you seen notices explaining that this store location is going to close while the building...

Episode #10: Nasty Buyers

The customer is Kamisama (God) in sales in Japan. We hear this a lot here across all industries and sectors....