Podcast

Episode #401: Don’t Get Emotional In Sales In Japan

I have been coaching a founder client here for quite a while now and his emotional reaction to his clients n...

Episode #400: Elements Of Outstanding Customer Service In Japan - Part Three

This is Part Three and is the conclusion of our series on how to provide superior customer service. 1. Go t...

Episode #399: Elements Of Outstanding Customer Service In Japan - Part Two

In Part One, we looked at some of the elements we need to be working on in providing excellent customer serv...

Episode #398: Elements Of Outstanding Customer Service In Japan - Part One

Customer service in Japan is pretty good by comparison with most other countries. To me, it is polite yet i...

Episode #397: Joe Biden Couldn’t Sell His Message And What About You?

Watching Joe Biden destroy himself during the debate with Donald Trump was painful. He was appealing to the...

Episode #396: No Zen Needed In Sales In Japan

I belong to Dan Slater’s Delphi Network and every week his newsletter contains unattributed quotes from CEO ...

Episode #395: The Thrill Of The Hunt In Sales In Japan

There are farmers and hunters in sales and both are needed in organisations. The hunters are energised by l...

Episode #394: The Sales Success Code for Post Covid Japan

The Sales Success Code for Post Covid Japan

Episode #393: Missing The Real Needs When Selling In Japan

I had a meeting with a client I have been chasing for business for the last ten years. They have had the sa...

Episode #392: Preparing RFPs in Japan

I don’t like doing RFPs in Japan. We are translating concepts and intangibles into text in a document, whic...

Episode #391 Stress Free Closing The Sale In Japan

Recently, we had a negotiation with an existing buyer. They had severely cut back their purchasing quantiti...

Episode #390: Sales Can Be Depressing In Japan

I am having a bad run in sales at the moment and it is depressing. I am a constant networker attending even...

Episode #389: AI And The Death Of Content Marketing

I started my first podcast “The Japan Leadership Series” on August 2nd, 2013. Shortly after that, I discove...

Episode #388: Confirming Your Understanding Of The Client Needs In Japan

Have you ever had this experience? You cannot get on the same wavelength as the client. I remember an HR Di...

Episode #387: How To Present Your Sales Materials To The Japanese Buyer

Japan loves detail. A lot more detail than we expect in the West. I remember a lecture I attended at an aca...

Episode #386: Controlling Our Hour For The Sales Meeting In Japan

Usually in Japan, we are granted an audience with the buyer for an hour for the meeting. Sometimes with Wes...

Episode #385: Body Language In Sales In Japan

Body language is just that, a silent language, which communicates meaning. We can get verbal communication ...

Episode #384: Sardonic Humour, Sarcasm and Irony When Selling in Japan

Aussies are a casual people. They prefer informality and being chilled, to stiff interactions in business o...

Episode #383: Being Convincing In Front Of The Buyer In Japan

Blarney, snake oil, silver tongued – the list goes on to describe salespeople convincing buyers to buy. Now...

Episode #382: Selling To Sceptics On The Small Screen In Japan

We are slowly emerging from Covid, yet a few leftovers are still hanging around, making our sales life compl...