Podcast

Episode #129: Switching Your Mindset About Putting Things Off

We know we should do that project or piece of work but we resist. We may even be bold and get it into our T...

Episode #182: Managing Client Expectations In Lockdown

Working from home is new and difficult for many of us. Sales, in particular, as a profession is such a huma...

Episode #26: Four Steps to Understanding Buyer Needs

Powerpoint slide after powerpoint slide bombarded me with detailed data, specs, diagrams and text informatio...

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...