TV Show

Episode #263: Selling Into Each Region Is Different In Japan

Japan is a big small place. It is about the same size as the UK, but is covered in mountains, the latter ma...

Episode #262: How To Present As A Team When Selling

In business, we are asked to present as a team. We may be pitching for new business and the presentation re...

Episode #261: Nature's Attack Of Productivity Is Real

Brace yourself for everything to take a big hit twice a year. Speed, attention to detail, output, results a...

Episode #260: Don't Send To The Client

How I hate those four words – “send it to me”. I get that heavy feeling in my stomach and around my shoulde...

Episode #259: Quieting The Crowd

When a presentation event unintentionally turns into comedic relief, you know you have a major credibility p...

Episode #258: Productivity Lapses In Japan

Brace yourself for taking some big hits in Japan. Speed, attention to detail, output, results will fall off...

Episode #257: You Need Pain In Sales

When you contemplate this title you are probably thinking about heroic sales efforts, massive privations, sa...

Episode #256: Where Are You In Your Presentation

When we are presenting, we can be mentally separating out personal selves from the content of the talk. The...

Episode #255: Performance Assessments

Performance evaluation is not popular anywhere, but especially so in Japan. Teamwork and so team performanc...

Episode #254: Don't Pitch

Stony motherless silence unleavened by a stony face. That was the reaction to my questions from this first ...

Episode #253: Presenters, Lose the Vice Like Grip on The Rostrum

Good posture never goes out of fashion. Standing up straight shows confidence, allows good breath control a...

Episode #252: The Persuasive Leader

A friend of mine was lamenting that he had not taken the time to complete our High Impact Presentations Cour...

Episode #251: Close That Sale

You would think that asking for the order would be the simplest thing in a sales job. Not the case here in ...

Episode #250: Two Dimensions Needed When Presenting

When you hear an excellent presentation, it is easy to be well satisfied. When you are giving such a presen...

Episode #249: Stickability Needed

Japanese language has lots of insightful sayings and “mikka bozu” or only lasting as a priest for three days...

Episode #248: Ask Don't Tell

In the West, we have all been trained in consultative selling for many decades. The buyers are used to sales...

Episode #247: Develop Persuasion Power

Being persuasive is not down to luck or accident, it is the result of good planning and execution. This is ...

Episode #246: Where are We Going

New Financial Years, new calendar years, new starts or not? We religiously muscle up and set our resolution...

Episode #245: We Buy Benefits Not Features

Japan loves data and detail. All good, but it can be a trap when you are here trying to make sales in Japan...

Episode #244: You Don't Need To sell From Stage

The organisers of public presentations are usually not very happy for the presenter to start flogging their ...