TV Show

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...

Superstar Pressure In Japan

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

Best Practice Using Sales Materials In Japan

If we are presenting a brochure, flyer, price list, hard copy slide deck or any other typical collateral ite...

Business Seems Logical But Is Rife With Emotions

https://dale-carnegie.wistia.com/medias/8hvk9gw44 We are all pretty average on recalling events, people’s nam...

Seven Ways To Speak To The Rabble

The Master of Ceremony (MC) goes to the microphone to get the programme underway but the audience are simply...