Podcast

Episode #321: Understanding Features And Benefits In Sales

Most salespeople are very good on the detail of their solutions. The more technical the solution, in order ...

Episode #320: Over-Servicing Japanese Buyers

A very common complaint from foreign bosses here in Japan is that their sales staff are over-servicing the J...

Episode #319: Steve Jobs And The Death Of The Salesperson

Proprietary research findings, industry experience, thick product catalogues, detailed flyers were the curre...

Episode #318: The Ideal Client Profile

Knowing where to find potential clients is one of the core skills of salespeople. Yes, marketing drives acti...

Episode #317: The Japanese Concept of Shu-Ha-Ri for Sales

The Japanese idea of Shu-Ha-Ri is a combination of three characters – 守破離. Shu is to protect the traditiona...

Episode #316: Are Your Buyer Questioning Skills Good Enough?

Many salespeople contemplating this title would be flummoxed. They don’t have really good questions for the...

Episode #315: Four Strategies For Building Confidence In Sales

Buyers can smell fear and desperation on salespeople. When the sales funnel is sad and prospects are few, w...

Episode #314: Don’t Argue With The Client

The client is always right. No they aren’t. We usually have more information about our offering than the bu...

Episode #313: Secrets Of The Japanese Sales Call

In modern economies, asking the buyer questions to understand their needs would be considered the most basic...

Episode #312: Hope Is Not A Strategy In Sales

When you are told that “hope is not a strategy” you get the point. You also know that actually there is a f...

Episode #310: Are We Ready For The End Of Covid

Depending on your industry, times have been tough in sales. We see the Japanese Government trying to resusc...

Episode #309: Pitching Preferred In The Japanese Sales Call

In modern economies, asking the buyer questions to understand their needs would be considered the most basic...

Episode #308: Boosting Our Champions In The Sale

Usually, we meet our contact in the company through a cold call, a referral or networking and we sit down an...

Episode #307: What About The Deals We Lost

I am a big fan of Victor Antonio who is a sales coach in America. He has an excellent show called the Sales ...

Episode #306: Trust In Sales Is Everything

I had been busy, so setting this appointment had been difficult. Eventually, we found the day and time to m...

Episode #305: The Japanese business Glass Permanently Half-Empty

Many years ago, my job was to help Australian companies crack the Japanese market. One of the elements of t...

Episode #304: Preparing For Selling During A Recession

“Out of the frying pan into the fire”, seems to be an appropriate descriptor for where we are now. We have ...

Episode #303: The Final Five Of Your Sales Call

A miraculous thing often happens when I am meeting clients for the first time. We have had our meeting, I a...

Episode #302: Clients Forget The Price

Have you ever paid for something that you found was very good and which you used for many years. You will h...

Episode #301: Why Does Everything Take So Long In Business In Japan?

“In our business, at our size, we have to be the speedboat, we cannot be the oil tanker”, is a key mantra fo...