Podcast

Episode #128: Defending Your Price

Salespeople don't set the price of what they sell. This is usually an obscure outcome decided by someone el...

Episode #127: How To Work The Room When Presenting

Getting up in front of people is confronting for a lot of speakers. Beady eyes are boring into you, a sea o...

Episode #25: Five Steps To Retaining Your Stars

In the war for talent, high potential employees are one of any organisation's most valuable resources. They ...

Episode #181: Presenting Your Solution On line In Japan

When we sit down with a client for a face to face meeting there are a number of phases to the time together....

Episode #126: Setting Your Team Up For Success

Beginnings are important in business. It might be the start of a new calendar year, a new financial year or...

Episode #24: Six Ways Leaders Can Find Their Voice

Why are so few business leaders good communicators, given all the education they have received, starting at ...

Episode #180: What Can You Do In A Crisis When You Can't Sell

Getting hold of clients has become very strained. Normally, we have their work number and their email, but ...

Episode #125: Really Sad Questions From Salespeople

Three woeful contributions from salespeople include "we have this widget", "you should have it?" and "we can...

Episode #23: Key Steps To Building Trust In Sales

It has always been astonishing to me how hopeless salespeople are in Japan. Over the last 20 years, I have ...

Episode #179: Managing A Sales Team In Covid-19 Lockdown

Farmers and hunters in your sales team represent a type of harmony in peacetime. But Covid-19 has us all on...

Episode #124: The Professional's Guide To Presentation Rehearsal

Every performance is better when practiced beforehand and presenting is no different. We don’t do it for a ...

Episode #22: Five Steps To Get Agreement

It's inevitable - at some point disagreements are going to come up in the workplace. Power struggles, politi...

Episode #178: Selling From Your Home Office

Normally we lob up to meet the buyer in their office meeting room. With the buyer and ourselves now working...

Episode #123: The Details Can Derail You

“The Devil Is In The Detail” saying, reflects ancient wisdom about taking careful notice of small things. T...

Episode #21: Seven Key Things At The Start Of Your Presentation

Question: how long does it take you on average to form a first impression of someone? My presentation train...

Episode #177: Selling To Clients In These Covid-19 Times

Covid-19 might actually be good for sales. It might short circuit some of the dumb things salespeople do, w...

Episode #122: How To Cold Call

Cold calling is an unheralded intervention into someone's already packed schedule. They are distracted by t...

Episode #20: What To Do And Not Do In Sales

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

Episode #176: Covid-19 Is Truncating Your Sales Activities, Therefore...

First the agreed purchases were postponed. Then the events were cancelled. Next the sales calls were canne...

Episode #121: The Hard And Soft Of Presenting

It is so easy to become “Johnny One Note” when presenting. We get locked into a modality of voice and body ...