Podcast

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...

Episode #361: Dealing With Pushback from Buyers

Nobody in sales likes it when buyers pushback and don’t make a purchase decision. There are varying degrees...

Episode #360: Don't Drown The Buyer In Detail When Selling

If we have done a professional job in selling we will have understood what the buyer is attempting to achiev...

Episode #359: Developing A Personal Following In Sales

For most places in the world, and Japan in particular, when you find a good salesperson, you tend to stick w...

Episode #358: How Detailed Should Our Sales Proposals Be?

In Japan, we meet the client, build the rapport, seek permission to ask questions, ask the questions and the...

Episode #357: Will My Content Marketing Be Swamped By ChatGPT?

Content marketing has been around for many years now and is an accepted way of appealing to clients. Though...

Episode #356: Dealing With Multiple Buyers

Usually in Japan, we meet more than one buyer. In Western meetings, it is more likely to be a one-on-one sit...

Episode #355: Selling When the Client Doesn't Follow Our Script

Every professional salesperson has a set script of how the sales call will run. Amateur salespeople just tu...

Episode #354: Recognising Non-Clients

Salespeople are always desperate to make a sale. There are targets, quotas, KPIs aplenty and the pressure i...

Episode #353: Selling Yourself Is The First Sale You Need To Make

Buyers don’t know us at first, so all they have to go on is the brand and our personality. If the brand is ...

Episode #352: The Arrogance Of The Sales Amateur

Recently, I was asked to do a hands-on session regarding post-Covid sales for a group of CEOs. What was int...

Episode #351 Make The Buyer The Hero When Selling

When we meet the buyer in Japan, it will be extremely rare that they are the final decision-maker. Usually, ...