All Episodes
The Sales Japan Series — 512 episodes
Boosting Our Champions In The Sale
What About The Deals We Lost
Trust Is Everything In Sales
The Japanese Business Glass Permanently Half-Empty
The Final Five Of Your Sales Call
Clients Forget The Price
Why Does Everything Take So Long In Business In Japan?
Should We Worry About Our Competitors?
Controlling Your Public Image As a Salesperson
You Have Three Seconds For An Effective First Impression
When Is Too Much, Too Much In Sales
Wasting Salespeople
How Good Are Your Supporting Documents To Drive The Sale
Silence Is Golden In Business In Japan
Be Bullet Proof Against Criticism Of Your Follow Up
Your Agenda Or The Buyer's When Selling
Work On Your Sales Not In Your Sales
Blocking, Tracking and Grinding In Sales
The Piranha Client
Can You Stimulate The Buyer Greed Gland In Japan?
Bait Your Hook In Sales
A Different Value Based Selling
Package Up The Value In The Sales
The Big Sales Audio Landgrab
Handling Post Purchase Mistakes
Closing
Painting a Word Picture of Why They Should Buy Now
Four Powerful Japanese Mindsets For Sales
The Salesperson's Time, Treasure and Talent
Become A Master Of Handling Objections
Listening Skills
Our Solution Provision
The Sales Questioning Model
Shoshin: The Beginner's Mind
The Buyer's Gap
The Client Needs Analysis Process
Dealing With Misperceptions in Sales
Designing Qualifying Questions and Our Agenda Statement
Building Our Credibility Statement
Our Pre-Approach in Sales
Our Personal Sales KPIs
Sales Attitude, Image and Credibility
Don't Sell The Prez
Honing Our Unique Selling Proposition
ASIA AIM Podcast Interview with Dr. Greg Story — President, Dale Carnegie Tokyo Training
How To Get Better Results
How To Build Strong Relationships With Our Buyers (Part Three)
How To Build Strong Relationships With Buyers (Part Two)
How to Build a Strong Relationship with Our Buyers
Why You Need a Sales Cycle
Japan Doesn't Change in Sales
Building Customer Loyalty
How to Own the Sales Transition Zone
Don't Say "No" For The Client
Unlocking Value For Clients
Selling As A Team
Four Client Focus Areas For Salespeople
How To Sell from The Stage
"That Sounds Pricey"
The Craziness Of Sales In Japan
We Need More Formality On Line When Selling To Japanese Buyers
I Like It, It Sounds Really Good, But I Am Not Going To Buy It
Bringing More Marketing Into Sales Calls
Nemawashi Is Gold When Selling In Japan
The Three Barbers Of Minato
Create Reference Points For Clients
Do You Have Enough Grey Hairs In The Sales Team?
The Big Myth Of The Sales A Player
Dealing With Bad News
Dealing With Bad News
Why Selling To Japanese Buyers Is So Hard And What To Do About It
Confidence And Truth In Selling
We Buy From People We Like And Trust
Selling Through Micro Stories
The Care Factor In Sales In Japan
The Seven Lucky Stars Of Selling
Gamification Makes Sales Role Play Fun
Selling Year In, Year Out (Part Two)
Selling Year In, Year Out (Part One)
The Seven Bridges Of Sales
How To Deal with Major Misperceptions Buyers Have About Your Company
How To Deal With Major Misperceptions Buyers Have About Your Company
Do You Have An End To End Sales Process
Fantasies, Folly, Mirages and Other Illusions of Salespeople
Sell With Passion In Japan
Sales Service Debacles Are The Boss's Fault
Group Selling Is Not For The Faint Hearted
Revising Our Unique Selling Proposition
Sell With Passion
How To Handle "We Are Happy With Our Current Supplier" Pushback
416 Mastering Referrals. How to Ask Without Feeling Pushy
415 Micro Stories Unlock Trust In Sales Meetings In Japan
414 Thrill, Skill, and Follow-Through: Mastering Sales Account Management In Japan
413 Networking Done Very Badly. A Real-Life Lesson From Tokyo
412 Turning Rejections into Resilience: Dealing with 'Dear John' Letters from Japanese Buyers
411 The Limits of Opportunity Cost in Japan: A Sales Guide to Winning Reluctant Buyers
410 Why Sending Your Sales Proposal in Japan Is the Worst Mistake You Can Make
409 Caring For Your Sales Orphans In Japan
408 Balancing Questions With Suggestions In Sales In Japan
407 In Japan, How To Tell If The Deal Is Real?
406 Victor Antonio You Are Wrong About Weasel Words In Japan
404 Salespeople Hate Organisational Changes In Japan
405 The Required Mindset For Selling In Japan
403 Rationalising Failure In Sales In Japan
402 What To Look For When Hiring A Salesperson In Japan
401 Don't Get Emotional In Sales In Japan
400 Elements Of Outstanding Customer Service In Japan (Part Three)
399 Elements Of Outstanding Customer Service In Japan (Part Two)
398 Elements Of Outstanding Customer Service In Japan (Part One)
397 Joe Biden Couldn't Sell His Message And What About You?
396 No Zen Needed In Sales In Japan
395 The Thrill Of The Hunt In Sales In Japan
394 The Sales Success Code For Post Covid Japan
393 Missing The Real Needs When Selling In Japan
392 Preparing RFPs in Japan
391 Stress Free Closing The Sale In Japan
390 Sales Can Be Depressing In Japan
389 AI And The Death Of Content Marketing
388 Confirming Your Understanding Of The Client Needs In Japan
387 How To Present Your Sales Materials To The Japanese Buyer
386 Controlling Our Hour For The Sales Meeting In Japan
384 Sardonic Humour, Sarcasm and Irony When Selling in Japan
383 Being Convincing In Front Of The Buyer In Japan
382 Selling To Sceptics On The Small Screen In Japan
381 The Two-Step Process When Selling In Japan
Sell With Passion In Japan
380 Dress For Success When Selling In Japan
379 Selling Yourself From Stage In Japan
378 How We Lose Clients In Sales In Japan
377 Using Demonstrations and Trial Lessons To Sell In Japan
376 The Buyer Is Never On Your Schedule In Japan
375 Content Marketing Is Great For Japan Sales But Can Be Fraught
374 Japan Small Businesses Must Pick Up The Dregs Of Sales
373 In Sales, How To Break Through The Buyer Brain Logjam
372 In Sales, How To Be Liked By Different Types Of Buyers In Japan
371 The Real Know, Like and Trust In Sales: Part Three – TRUST
370 The Real Know, Like and Trust In Sales In Japan: Part Two - LIKE
369 The Real Know, Like and Trust In Sales In Japan: Part One - KNOW
368 AI Created Content Is Average So Add Your Storytelling
Let's Go For The Sale's Bulls-Eye
Selling Ain't Telling
Principled Salespeople Win
Credibility Counts For Everything In Sales
Sales Certainty
How To Be Likeable and Trustworthy In Sales
Salespeople Need To Care
367 Dealing with Organisational Distractions When Selling
366 How To Pitch For Business In The Worst Case Scenario
365 How Do We Sell To Idiot Buyers?
364 Do We Really Understand Client's Needs In Sales?
363 Self-Belief In Sales
362 Sell The Reaction To Your Client
361 Dealing With Pushback From Buyers
360 Don't Drown The Buyer In Detail When Selling
359 Developing A Personal Following In Sales
358 How Detailed Should Our Sale's Proposal Be?
357 Will My Content Marketing Be Swamped By ChatGPT?
356 Dealing With Multiple Buyers
355 Selling When The Client Doesn't Follow Our Script
354 Recognising Non-Clients
353 Selling Yourself Is The First Sale You Need To Make
352 The Arrogance Of The Sales Amateur
351 Make The Buyer The Hero When Selling
350 Buyers Have Many Woes And We Need Those In Sales
349 The Post-Covid World Of Sales In Japan
348 How To Become An Angel They Know In Sales In Japan
347 Has Covid Changed The Way We Sell In Japan?
346 Keep Following Up Buyers
345 What Do You Do When Nothing Is Working In Sales?
344 Questioning Skills In Sales
343 Reducing Buying Friction In Japan
342 Don't Be In Awe Of The Buyer When Selling
341 Haggling Over The Sales Price In Japan
340 How To Do Sales Role Play Practice
339 Prediction Ability In The Sales Call
338 Not Doing Sales Training Is Stupid
337 What To Do About Losing Track Of Buyers
336 The Four "Excellents" For Salespeople
335 How Can The Player/Coach Sales Leader Manage The Twixt and Tween Problem?
334 Don't Do This In Sales
333 How Do We Tell The Buyer They Are Wrong?
332 Are Your Sales Proposals Working Effectively?
331 Be Very Careful With Your Chitchat When Selling
330 SPIN Selling's Implication Genius
329 Can ChatGPT Deliver the Perfect Sales Script?
328 We All Need Our Evidence Bit In Sales
327 Do You Need To Speak Japanese To Sell In Japan?
326: Asking For The Business In Sales
325 Regret At Leisure If You Tolerate Riffraff Salespeople
324: How To Hit The Sale's Target In Japan
323: Selling Is All About The Basics
322: No Cushion, No Sale In Japan
321: Understanding Features and Benefits
320: Over-Servicing Japanese Buyers
319: Steve Jobs And The Death Of The Salesperson
318: The Ideal Client Profile
317: The Japanese Concept Of Shu-Ha-Ri For Sales
316: Are Your Buyer Questioning Skills Good Enough?
315: Four Strategies for Building Confidence In Sales
314: Don't Argue With The Client
313: Secrets Of The Japanese Sales Call
312: Hope Is Not A Strategy In Sales
311: Reducing Friction In The Sale In Japan
310: Are We Ready For The End Of Covid
309: Pitching Preferred In The Japanese Sales Call
308: Boosting Our Champions In The Sale
307: What About The Deals We Lost
306: Trust In Sales Is Everything
305: The Japanese Business Glass Permanently Half-Empty
304: Preparing For Selling During A Recession
303: The Final Five Of Your Sales Call
302: Clients Forget The Price
301: Why Does Everything Take So Long In Business In Japan?
300: Should We Worry About Our Competitors
299: Controlling Your Public Image As A Salesperson
298: Networking In A Time Of Covid
297: You Have Three Seconds For An Effective First impression
296: When Is Too Much, Too Much In Sales
295: Wasting Salespeople
294: How Good Are Your Supporting Documents To Drive The Sale
293: Silence Is Golden In Business In Japan
292: Be Bullet Proof Against Criticism Of Your Follow-up
291: Your Agenda Or The Buyer's When Selling
290: Work On Your Sales Not In Your Sales
289: Blocking, Tackling And Grinding In Sales
288: The Piranha Client
287: Can You Stimulate The Buyer Greed Gland In Japan?
286: Bait Your Hook In Sales
285: A Different Value Based Selling
284: Mentally Preparing For The Coming Economic Recession
283: Package Up The Value In The Sale
282: The Big Sales Audio Landgrab
281: Handling Post Purchase Mistakes
280: Closing
279: Painting a Word Picture Of Why They Should Buy Now
278: Four Powerful Japanese Mindsets For Sales
277: The Salesperson's Time, Treasure and Talent
276: Becoming a Master of Handling Objections
275: Listening Skills
274: Our Solution Provision
273: The Sales Questioning Model
272: Shoshin - The Beginner's Mind
271: The Smart Salesperson's Secret New Year's Resolution
270: The Buyer's Gap
269: The Client's Needs Analysis Process
268: Dealing with Misperceptions
267: Designing Qualifying Questions and Our Agenda Statement
266: Building Our Credibility Statement
265: Our Pre-Approach in Sales
264: Our Personal Sales KPIs
263: Sales Attitude, Image and Credibility
262: Don't Sell The Prez
261: Honing Our Unique Selling Proposition
260: How To Get Better Results
259: How To Build Strong Relationships With Our Buyers - Part Three
258: How To Build Strong Relationships With Our Buyers (Part Two)
257: How To Build Strong Relationships With Our Buyers
256: Revising Our Unique Selling Proposition
255: Why You Need A Salescycle
254: Building Customer Loyalty
253: Japan Doesn't Change In Sales
252: How To Own The Sales Transition Zone
251: Getting New Clients During Covid's Long Tail
250: Don't Say "No" For The Client
249: Unlocking Value For Clients
248: Selling As A Team
247: Four Client Focus Areas For Salespeople
246: How To Sell From The Stage
245: That Sounds Pricey!!
244: The Craziness Of Sales In Japan
243: We Need More Formality On Line When Selling To Japanese Buyers
242: I Like It, It Sounds Really Good, But I Am Not Going To Buy It
241: Bringing More Marketing Into Sales Calls
240: Nemawashi Is Gold When Selling In Japan
239: The Three Barbers Of Minato
238: Create Reference Points For Clients
237: Do You Have Enough Grey Hairs In The Sales Team In Japan
236: The Big Myth of the Sales A Players
235: Dealing with Bad News
234: Why Selling To Japanese Buyers Is So Hard And What To Do About It
233: Confidence And Truth In Selling
232: We Buy From People We Like And Trust
231: Selling Through Telling Micro Stories
230: The Care Factor In Sales In Japan
229: The Seven Lucky Stars Of Selling
228: How To Sell On Clubhouse For The Japan Market
227: Selling Online Forever
226: Handling Client Objections When OnLIne
225: Buyers Remember Our Stories When We Are Selling
224: Gamification Makes Sales Role Play Fun
223: Cold Call Questioning Necessities
222: Selling Before Meeting The Buyer
220: Selling Year In Year Out (Part One)
219: Is That Light At The End Of The Sales Funnel I Can See
218: The Seven Bridges Of Sales
217: How To Deal With Major Misperceptions Buyers Have About Your Company
216: Do You Have An End To End Sales Process
215: Fantasies, Folly, Mirages, And Other Illusions of Salespeople
214: Group Selling is Not for the Faint Hearted
213: Sell With Passion
212: Japanese Companies Employ Kunoichi Ninja To Answer Incoming Phone Calls
211: Outbound Calls To New Clients During COVID-19
210: Sales Service Debacles Are The Boss's Fault
209: Virtual Selling - Closing The Deal
208: Virtual Selling - Handling Objections
207: Virtual Selling - Virtual Story Telling
206: Virtual Selling - How To Present Virtual Solutions With Impact
205: Virtual Selling: Engaging Decision Making Teams
204: Virtual Selling - We Need A New Questioning Approach (Part Three)
203: Virtual Selling - We Need A New Questioning Approach (Part Two)
202: Virtual Selling - We Need A New Questioning Approach (Part One)
201: Virtual Selling - How To Master The First Impression Online
200: Virtual Selling - How To Communicate Trust To The Buyer When Online
199: Virtual Selling: How To Prepare For Online Meetings
198: Virtual Selling - How To Gain Customer Trust
197: Dealing With The Deal Sugar Hit
196: The Cold Calling On Zoom Salesperson - Part Six
195: The Cold Calling On Zoom Salesperson - Part Five
194: The Cold Calling On Zoom Salesperson - Part Four
193: The Cold Calling On Zoom Salesperson - Part Three
192: The Cold Calling On Zoom Salesperson- Part Two
191: The Cold Calling Zoom Salesperson- Part One
190: The Ubiquitous Meishi Exchange And Event Networking - Are They Now Dead?
189: Presenting Your Sales Materials Remotely
188: Covid-19 Triggers Tougher Negotiations Part 2
187: Covid-19 Triggers Tougher Negotiations Part One
186: Salespeople Should Start Preparing For V-J Day
185: Covid-19 Or Not, You Still Have To Master Client Objections
184: Covid-19 Makes Sale's Listening Skills More Critical
183: COVID-19 Sales University
182: Managing Client Expectations In Lockdown
181: Presenting Your Solution On line In Japan
180: What Can You Do In A Crisis When You Can't Sell
179: Managing A Sales Team In Covid-19 Lockdown
178: Selling From Your Home Office
177: Selling To Clients In These Covid-19 Times
176: Covid-19 Is Truncating Your Sales Activities, Therefore...
175: Unprofessional Professional Salespeople
174 Selling Through Others In Japan
173: Dealing With Buyers Who Won't Reveal Their Problems
172: Expectations Of Newly Hired Salespeople
171: Just In Time Is Bad In Sales
170: Selling Beyond The Sale
169: Dealing With Really Tough And Mean Questions From Clients
168: How Good Are Your Touchpoints In Sales
167: Happy Holidays! How To Massacre Your Brand Promise
166: 2020 Ushers In New Deals - Are We Ready To Get Our Share
165: Reflecting On Your Learnings In Sales
164: Leading An Intentional Sales Professional Life In 2020
163: Why "Okay, Send Me Your Proposal" Is A Bad Idea In Japan
162 Selling Yourself Before You Meet The Client
161: How To Sell To A Buying Team
160: Nine Major Mistakes By Japanese Salespeople
159: My Clients Never Call Me Back
158: The One Minute Pitch
157: Add Some BANTER To Your Next Sales Call
156: Success Negotiating - Part Two
155: Success Negotiating Part One
154: How To Present To A Diverse Buying Team
153: The 80-20 Rule Of Selling
152: How To Disagree But Still Keep Your Customer
151: Survival Tips For Stressed Out Salespeople
150: In Sales We Need To Create Super Re-Order Customers
149: Sales Bad News Travels In Threes
148: Why No Omotenshi From Some Chinese Retail Service In Tokyo
147: Why We Mess Up Customer Service
146: Typical Japanese Salespeople's Objection Handling Issues
145: Generating Your Own Leads In Sales
144: Stop Slamming The Square Peg Into The Round Hole When Selling
143: Really Understand Your Expectations Of Your Sale's Team
142: Presenting Manufactured Products
141: How To Use Sales Progression Bridges With Clients
140: The Mental Game Of Sales
139: Keep Selling After The Sale
138: Be Careful Of Friendly Fire When Selling
137: Storytelling In Sales For Fun and Profit
136: Customer Service - Problems and Solutions
135: Why Everyone Hates Salespeople
134: Why Japanese Salespeople Won't Question The Buyer
133: What Do You Do When You Screw Up The Delivery
132: Attribute Selling For Salespeople
131: Emotional Selling
130: Product Knowledge In Sales
129: Taking A Hit On The Price
128: Helpful Selling
127: Breaking Into The Mind Of The Buyer
126: Saying "No" To Buyers
125: Three Keys For Sales Success
124: How To Deal With The Dog Days Of Sales
123: Your Price Is Too High - Your Reply Is?
122: What To Say When You Get A "No" In Sales
121 When Is The Best Time To Call A Prospect In Japan
120: Get Your Sales Call Roadmap
119: Technical Salespeople Must Be Good Presenters Too
118: No Value, No Sale
117: How To Handle We Are Happy With Our Current Supplier
116: Selling In the Coming 5 G World
115: Selling Yourself First
114: Lying Salespeople
113: Client Need Clarity
112: Never Forget A Customer; Never Let A Customer Forget You
111: Join The Conversation Going On In Your Prospect's Mind
110: The Successful Salesman and Saleswoman Has A Plan
109: Forensic Sales Questioning Skills
108: Sales Essentials
107: Read The Air When Selling
106: Building Expert Authority With Buyers
105: Sales Poor Performers
104: We Give Added Value. No You Don't!
103: "We Don't Have Any Budget". Yes you do!
102: Regional Differences When Selling In Japan
101: What Is Kokorogamae And Why Does It Matter In Sales In Japan
100: What Is Different About Selling In Japan
99: Send It To Me - Uh Oh!
98: Busy Bosses You Need To Go With Your Salespeople To See Clients
97: No Pain, No Gain In Sales Baby
96: Pitch Request Recovery
95: Follow Up In Business In Japan
94: The 7 Fail Points in Sales In Japan
93: Closing Sales In Business In Japan
92: Handling Buyer Objections In Business In Japan
91: Explaining The Application Of The Benefits To Buyers In Business In Japan
90: Buyer Personality Styles in Business In Japan
89: Asking Buyers Questions When Doing Business In Japan
88: Respect In Business In Japan
87: Formality In Doing Business In Japan
86: Nemawashi Or Groundwork In Business In Japan
85: Networking When Doing Business In Japan
84: Gaining Buyer Trust When Doing Business In Japan
83: Customer Service When Doing Business In Japan
82: Networks For Doing Business in Japan
81: Getting Paid In Business In Japan
80: Salespeople, Money and Motivation In Japan
79: Educate Yourself In Sales
78: Where You Sit Determines How You Buy In Japan
77: Selling To Buying Teams
76: No Sale's Questions Please, We Are Japanese
75: Totally Ineffective Sales
74: Do Your Homework When Selling
73: Sell The Sizzle Not The Steak
72: Business Contracts In Japan Aren't Worth The Paper They Are Written On
71: The Most Difficult Part Of Business? People!
70: Handling Sales Meltdowns
69: How We Sell Dale Carnegie Training In Japan
68: Growing Existing Account Sales
67 Extracting The Truth From Buyers
66: In Sales Don't Soldier On Sick
65: Sale's Case Studies
64: Story San, We'll Think About It
63: Admitting Wrong In Customer Service
62: Don't Blow The Solution Presentation To The Buyer
61: Widen That Buyer Gap Or Else
60: Handling Buyer Objections
59: Buyers Please Object
58: Stop Cutting Corners
57: How To End The Year Strong
56: Brand Killing Customer Service
55 Back To Basics Baby
54: Sales Is Easy, So Why Do We Make It So Hard
53: Clueless Cold Calling In Japan
52: Dealing With Buyer Push Back
51: Excuse Time Is Over Baby
50: "I'm Listening". No Your Not!
49: SalespeopleNeed Better Self-Awareness
48: Showmanship In Sales
47: To Push Or Not to Push
46: Real World Negotiations
45: Boozing Your Way To Sales Success In Japan
44: Jealousy, Envy and Spite In Sales
43 Rejection
42: Fast And Slow In Sales
41: Sales Stories
40: In The Mood For Sales?
39: Prospecting For Golden Clients
38: Hard Sell Stupidity
37: How To Properly Prepare for Client Meetings
36: The Importance Of Consistency In Sales
35: What To say When You Cold Call
34: Woeful Contributions From Salespeople
33: In Sales When To Start Selling
32: Winner Sales Follow Through
31: Create Your Own Philosophy Of Sales
30: Sales Rocks, But It Is All Uphill
29: The 106 Centimeter Cold Caller
28: Japan New Client Sale's Agonies
27: Designing Your Sales Conversation
26: Designing Your Sales Conversation Part Two
25: Designing Your Sales Conversation Part One
24: Keep Your Shtick To Yourself Buddy
23: Sales Understanding
22: Negotiation Fails
21: The Sales Success Environment
20: Pricing
19: Lawyers Can'T Sell, But Need To
18: Toxic Sales
17: Presenting Our Sales Materials
16: Creating Consistently Great Customer Service
15: You Don't Want Sales
14: Stop Sales Suicide
13: The Negotiation Process
12: What Successful Negotiators Do
11: Omotenashi - Real Japanese Customer Service
10: Nasty Buyers
9: The Sales Valley Of Death
8: Let's Go for The Sale's Bulls-eye
7: Selling Ain't Telling
6: Principled Salespeople Win
5: Credibility Counts for Everything In Sales
4: Sales Certainty
3: You Can't Cold Call In Japan. Really?
2: How To Be Likeable And Trustworthy In Sales
1: Salespeople Need To Care