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Episode #221: Leading With R.E.A.L.

We love acronyms! Our workplaces are thriving with them such that we can hold extended conversations compos...

Real Listening Skills In Japan

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

No Robots For Our Leaders

Basically your job is toast. There is a machine or there will soon be a machine that can do it faster, bett...

The Brand Won't Save You

My eyes are closing. I am struggling to stay awake. There is something about this presentation that is not...

Dealing With Price Resistance

Pricing is usually set by the boss and salespeople are just there to get out and sell at that designation. T...

Don't Tell It Like It Is In Japan

You have to tell people how it is or you will lose power and authority. If you swallow what you want to say...

Capturing Your Audience

We can speak to a group and then there is another level, where we try to captivate our audience. What makes...

Episode #220: Close The Gap With Your Audience In Japan

Lawyers in Japan are an elite group. I attended a legal symposium, involving these super elite Japanese law...

Superior Customer Service In Japan

Jan Carlzon many years ago published a tremendous guide to customer service. He had the job of turning arou...

Episode #219: Be A Showman When Selling In Japan

Tricky area in sales, showmanship. The word has a certain odor about it that reeks of fake, duplicity, con ...

Episode #218: Unleash Your Own Insights When Presenting In Japan

In our lives, we have harvested a lot of experiences, which we can use in our presentations. If we were bet...

Episode #217: Sales Is Simple In Japan

Imagine my surprise, as an expert in sales training, when I meet salespeople who have not spent even one sec...

Episode #216: Future Staff Requirements In Japan

Japan loves rote learning and parents will pay cram schools to get their kids fully tuned up and on to the e...

Episode #215: Add Dialogue When Presenting In Japan

Normally when we give presentations, they tend to be pretty dry affairs. We marshal the facts, relate what ...

Episode #214: No Excuses In Sales In Japan

“I would be able to sell a lot more except for all the external factors over which I have zero control”. Ac...

When Do We Hit Our Limit As The Presenter?

Sometimes you see a confident leader really bomb their presentation. It doesn’t happen all that often, but ...

What I Learnt About Leadership In The Dojo

I have often thought there are so many lessons from the martial arts for our businesses. Here are my musing...

Don't Be A Wimp On Pricing

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

Credibility Sells

The hardest sales job in the world is selling something you don’t believe in yourself. The acid test is wou...

What Do I Do With My Hands When Presenting

One of our problem areas is what to do with our hands when we speak. Judging by most of the presentations I...