Podcast

Episode #377: Using Demonstrations And Trial Lessons To Sell In Japan

Salespeople are good talkers. In fact, they are often so good, they decide to do all the talking. They try...

Episode #376: The Buyer Is Never On Your Schedule In Japan

I am very active networking here in Tokyo, scouring high and low for likely buyers of our training solutions...

Episode #375: Content Marketing Is Great For Japan Sales But Can Be Fraught

Access to social media has really democratised salespeople’s ability to sell themselves to a broader audienc...

Episode #374: Japan Small Businesses Must Pick Up The Dregs Of Sales

Japan is facing a serious shortage of staff in many industries. The job-to-applicant ratio rose to 1.28, th...

Episode #372: In Sales How To Be Liked By Different Types Of Buyers In Japan

Our circle of friends will usually be people with whom we share a lot of commonalities. Our viewpoints merg...

Episode #373: In Sales How To Break Through The Buyer Brain Logjam

Sales people are in massive competition today, with all the distractions that are out there for the client’s...

Episode #371: The Real Know, Like And Trust In Sales In Japan - Part Three - TRUST

In the first two parts of this three part series we have gone deep on how to become known and liked by buyer...

Episode #370: The Real Know, Like And Trust In Sales In Japan - Part Two -LIKE

In Part One, we went deep on the KNOW Factor in sales and today we turn to why we need to be likeable. Actu...

Episode #369: The Real Know, Like And Trust In Sales In Japan - Part One -KNOW

We have all heard this bromide about Know, Like and Trust in sales, but have we really deeply explored what ...

Episode #368: AI Created Content Is Average So Add Your Storytelling

AI Created Content Is Average So Add Your Storytelling AI has opened the floodgates to allow any idiot to c...

Let's Go For The Sale's Bulls-Eye

Sale’s solutions are what make the business world thrive. The client has a problem and we fix it, our goods ...

Selling Ain't Telling

He slid effortlessly into the chair and before I knew it, he had popped open the oyster shell of his laptop ...

Principled Salespeople Win

In 1936 an unknown author, despite many frustrating years of writing drafts and receiving publisher rejectio...

Credibility Counts For Everything In Sales

Salespeople are carrying around a lot of baggage with them when they visit clients. The smooth talking, dodg...

Episode #367: Dealing With Organisational Distractions When Selling

We have all seen it – the pendulum swings of organisational change. You can basically break out your stopwa...

Episode #366: How To Pitch For Business In The Worst Case Scenario

Pitching for the business is quite different to selling to a client representative we may be meeting in a me...

Episode #365: How Do We Sell To Idiot Buyers?

Selling to idiot buyers sounds a bit harsh doesn’t it, but I am sure we have all had a version of this exper...

Episode #364: Do We Really Understand Client's Needs In Sales?

Understanding client’s needs presumes we care about what they want. For many salespeople this isn’t even a ...

Episode #363 Self-Belief In Sales

Imposter syndrome is a fact of this sale’s life. If we try to avoid that and strive for safety by staying i...

Episode #362: Sell The Reaction To Your Client

We have products and services to sell and there are key details about their features which we need to explai...