Podcast

Episode #209: Virtual Selling - Closing The Deal

Closing the deal is almost a non-existent art in Japan. Salespeople here are particularly terrified of reje...

Episode #53: Negotiating Is A Skill With A Simple Process Behind it

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

Episode #152: Be Careful of Client White Noise

Sales people are always under pressure to meet their targets. In high pressure situations, this creates cer...

Episode #17: Richard Dyck, President of TGK Japan

Richard Dyck, President of TGK-Japan, a semiconductor testing company as well as many other companies, origi...

Episode #208: Virtual Selling - Handling Objections

Most buyers are hurting at the moment, as entire industries are under assault and many of the remainder are ...

Episode #52: Confident Organizations

The confidence of the people sitting in your office is up against the confidence of your competitor’s people...

Episode #151: Don’t Be Dull And Dusty

Sometimes you see a confident presenter really bomb. It doesn’t happen all that often, but when it does, th...

Episode #16: Jeremy Sampson, Managing Director of Robert Walters Japan

Jeremy Sampson, Managing Director of Robert Walters Japan, originally started his career at Hilton Hotel in ...

Episode #207: Virtual Selling - Virtual Story Telling

We all know that buyers remember stories more easily than facts and data points. In fact, the ratio is twen...

Episode #51: Acting Like A Winner

The hush has now swept across the room. All eyes are fixed on the MC, breaths are being held, awaiting the ...

Episode #206: Virtual Selling - How To Present Virtual Solutions With Impact

We receive permission first, then we proceed to ask questions of the buyer. We want to gain a sense of whet...

Episode #150: More Power To The Positive

We can control 100% of our attitude. Yes, but often we don’t. There are few things we can be 100% in contr...

Episode #15: Laurent Depus, CEO of Natixis Japan Securities

Laurent Depus, President of Natixis Japan Securities, the Japanese branch of French bank corporation Natixis...

Episode #205: Virtual Selling: Engaging Decision Making Teams

In a virtual call, what is the maximum number of people who should be joining on the buyer side, to make the...

Episode #50: Best Negotiator Attributes

We can’t control the issues which arise during a negotiation or the attitude of the buyer, but we can contro...

Episode #49: Super Important Soft Skills

Dale Carnegie Training conducted a global survey to examine what are the key people issues organisations are...

Episode #149: Self Delusion Has No Place In The Sales World

Sales is one of the few things in business you can measure accurately and immediately. Are you getting grea...

Episode #204: Virtual Selling - We Need A New Questioning Approach (Part Three)

One of the sad things about salespeople is they mostly have no idea what they are doing. So we transfer tha...

Episode #48: Stop Being Scared To Death When Presenting

Hands and legs quivering, knees knocking together, face turning red, pulse racing, mind whiting out – this i...

Episode #14: Vijay Deol, CEO of en world

Vijay Deol originally came to Japan to teach English in rural Kyoto before starting at en world, a global re...