Boosting Our Champions In The Sale
Getting a buyer interested in our solution is only the beginning of a B2B sale. In many organisations — and particularly in Japan — the pers...
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THE Sales Japan Series by Dale Carnegie Training Japan
THE Sales Japan Series is powered by with great content from the accumulated wisdom of 100 plus years of Dale Carnegie Training. The show is hosted in Tokyo by Dr. Greg Story, President of D...
Episodes
20 of 513 episodesWhat About The Deals We Lost
Salespeople spend enormous amounts of time thinking about the deals they won and the deals they lost to competitors. But there is another, p...
Trust Is Everything In Sales
Trust is not one element of a successful sale. Trust is the foundation supporting every other part of the sales process. A customer may like...
The Japanese Business Glass Permanently Half-Empty
Japanese companies are often described as slow, conservative or resistant to change. That description misses the deeper point. In many Japan...
The Final Five Of Your Sales Call
A miraculous thing often happens just as I am preparing to leave a client meeting. The formal discussion is over. I have closed my organiser...
Clients Forget The Price
Clients may forget exactly how much they paid, but they rarely forget whether the quality was excellent or disappointing. This is one of the...
Why Does Everything Take So Long In Business In Japan?
Japan is internationally famous for efficiency. The Shinkansen runs with extraordinary punctuality, public services are dependable and compl...
Should We Worry About Our Competitors?
Competitors can damage your margins, poach your best people, outspend you, undercut your prices and introduce technology that makes your cur...
Controlling Your Public Image As a Salesperson
Once upon a time, salespeople could live several different lives. There was the polished professional who met clients during the day. Then t...
You Have Three Seconds For An Effective First Impression
People form an initial impression of you remarkably quickly. Whether the precise time is three seconds, seven seconds or slightly longer, th...
When Is Too Much, Too Much In Sales
Salespeople in Japan often face a delicate balancing act. Push too little and they become passive farmers who protect the client but fail to...
Wasting Salespeople
Many companies complain that their salespeople cannot sell, but the real problem is often poor sales management, weak onboarding, unrealisti...
How Good Are Your Supporting Documents To Drive The Sale
Japanese buyers love data, detail, statistics, proof, and supporting documents. That does not mean salespeople should dump every catalogue,...
Silence Is Golden In Business In Japan
Doing business in Japan often confuses Western executives because silence, patience, and slow decision-making can look like hesitation. In r...
Be Bullet Proof Against Criticism Of Your Follow Up
Being ghosted in sales feels modern, but the problem is ancient. You meet someone at a networking event, have a positive conversation, follo...
Your Agenda Or The Buyer's When Selling
In a sales call, the person who controls the agenda usually controls the outcome. Buyers are busy, cautious and often defensive because they...
Work On Your Sales Not In Your Sales
Business owners often hear the advice, "Work on your business, not in your business." The same principle applies to sales. If the founder, p...
Blocking, Tracking and Grinding In Sales
Sales success rarely comes from one brilliant play, one miracle client, or one giant deal. It comes from doing the basics repeatedly: prospe...
The Piranha Client
Some clients do not attack your deal in one dramatic bite. They take tiny pieces—one discount request, one scope change, one extra demand, o...
Can You Stimulate The Buyer Greed Gland In Japan?
Selling in Japan is not about pushing personal gain in a loud, Western-style way. It is about uncovering what success means to the buyer, th...