Wasting Salespeople
Many companies complain that their salespeople cannot sell, but the real problem is often poor sales management, weak onboarding, unrealisti...
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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...
THE Sales Japan Series by Dale Carnegie Training Japan Podcast Guide
Listen to THE Sales Japan Series by Dale Carnegie Training Japan, a Education podcast by Greg Story. Stream 502 episodes in English, follow new audio stories, and play episodes online on Radio and Podcast.
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20 of 502 episodesHow 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...
Bait Your Hook In Sales
Salespeople lose deals when they drown buyers in features and forget to make the benefits feel urgent, relevant, and irresistible. That mist...
A Different Value Based Selling
"Value-based selling" gets talked about as if it is some shiny new commercial breakthrough. Usually, it is not. In many cases, it is simply...
Package Up The Value In The Sales
Price-only conversations are usually a trap. When buyers push you to "just send the price", they are often turning your offer into a commodi...
The Big Sales Audio Landgrab
If you are in sales today and you are not actively building your visibility through audio, video, and social media, you are making it harder...
Handling Post Purchase Mistakes
Even the best laid plans go astray. The deal is done, the money is paid, and then something goes wrong in delivery—minor or catastrophic. Th...
Closing
"Closing" can sound like you're ending something, when the reality is you're starting the partner relationship with the buyer. In modern sel...
Painting a Word Picture of Why They Should Buy Now
Most salespeople think the sale is won or lost in the solution. It isn't. By the time you get to "Would you like to go ahead?", the buyer is...
Four Powerful Japanese Mindsets For Sales
Sales can feel like a battle, but most of the fighting isn't with the buyer—it's inside your own head: imposter syndrome, negative self-talk...
The Salesperson's Time, Treasure and Talent
Sales is a rollercoaster: one month you're flying, the next you hit a wall because a client changes their mind, a supply chain hiccup wipes...
Become A Master Of Handling Objections
Objections are not the enemy — they're signals. In complex B2B and high-ticket selling, an objection often means the buyer is still engaged,...
Listening Skills
Listening is the most underrated sales skill because it's the one that actually tells you what the buyer is thinking, not what you wish they...