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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...
"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...
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...
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...
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" can sound like you're ending something, when the reality is you're starting the partner relationship with the buyer. In modern sel...
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...
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...
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...
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 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...
The Five-Phase Sales Solution Cadence: Facts, Benefits, Applications, Evidence, Trial Close When you've done proper discovery—asked loads of...
Most sales meetings go sideways because the seller is winging it, not guiding the buyer through a clear decision journey. In a competitive m...
Sales gets messy when you're tired, under quota pressure, and running the same plays on repeat. Shoshin—Japanese for "beginner's mind"—is th...
Clients don't need to do anything — and that's the brutal truth every salesperson meets early. If a buyer can stick with the same supplier,...
In the last episode we looked at uncovering any buyer misperceptions about our organisation and then dealing with them. How did that go? Tod...
Business is brutal and sometimes clients receive incorrect information about your company from competitors, rumours, or the media—and it can...
Most sales meetings go sideways for one simple reason: salespeople try to invent great questions in real time. You'll always do better with...
Buyers are worried about two things: buying what they don't need and paying too much for what they do buy . Under the surface, there's often...
Most salespeople don't lose deals in the meeting—they lose them before the meeting, by turning up under-prepared, under-informed, and aimed...
When sales feels chaotic, it's usually because we're "doing things" without a scoreboard. KPIs (Key Performance Indicators) fix that by turn...
Sales has always been a mindset game, but as of 2025 , credibility is audited in seconds: first by your attitude, then by your image, and fi...
Why "top-down" selling backfires in Japan's big companies — and what to do instead. Is meeting the President in Japan a guaranteed win? No —...
If your buyer can swap you out without pain, you don't have a USP — you have a pricing problem. In crowded markets (including post-pandemic)...
"Relationships come before proposals; kokoro-gamae signals intent long before a contract". "Nemawashi wins unseen battles by equipping an in...
We've all had those weeks where the pipeline, the budget, and the inbox gang up on us. Here's a quick, visual method to cut through noise, r...
Trust isn't a "soft" metric—it's the conversion engine. Buyers don't buy products first; they buy us , then the solution arrives as part of...
The 3 Everyday Habits That Win Trust Sales rises or falls on trust. As of 2025—post-pandemic, hybrid, and time-poor—buyers have less patienc...
Why trust, empathy, and human relations remain the foundation of sales success in Japan Hunting for new clients is hard work. Farming existi...
How a structured roadmap transforms sales performance in Japan At the centre of every sale is the customer relationship. Surrounding that re...
Why trust is the ultimate driver of long-term sales success in Japan Salespeople everywhere know that trust is essential for winning deals,...
Why Western sales revolutions haven't reshaped Japanese selling practices Sales gurus often argue that "sales has changed." They introduce n...
Why mastering client conversations in Japan defines long-term sales success When salespeople meet new clients, the first few minutes set the...
At the age of sixteen, I was wandering around the streets of a lower working class area in the suburbs of Brisbane, working my first job, tr...
It is seriously sad to be dumb. Nothing annoys me more than when I finally realise something that was so obvious and yet I didn't see what w...
When we think of team selling, we imagine a room with the buyers on one side of the table and we are lined up on the other. There is another...
was studying an online learning programme from Professor Scott Galloway, where he talked about Appealing To Human Instincts. His take was fr...
Group crowdsourcing has been around since cave dweller days. Gathering a crowd of prospects and getting them to buy your stuff is a standard...
Japanese salespeople should love to hear "that sounds pricey" from buyers. Why? Because they know that this statement is the most common obj...
Japan's image as a sophisticated country with a solid, unique traditional culture is well placed. For example, every year around 130,000 Shi...
Selling to a buyer in-person and selling to the same Japanese buyer online are worlds apart. Yet how many salespeople are succeeding in maki...
You manage to get the appointment, which at the moment is seriously job well done. Trying to get hold of clients, when everyone is working f...
Salespeople have sales tools which often are not thoroughly thought through enough. These can be flyers, catalogues, slide decks, etc. They...
I hear some people say translating terms like "nemawashi" into English is difficult. Really? I always thought it was one of the easier ones....
Minato-ku or the "Port Area" is a central part of Tokyo, which used to be harbourside for goods being delivered to the capital in ancient ti...
There is no doubt that the pandemic has made it very fraught to find new clients in Japan. The new variants of the virus are much more conta...
Japan is a very hierarchical society. I am getting older, so I appreciate the respect for age and stage we can enjoy here. Back in my native...
When we read commentary about how we should be recruiting A Players to boost our firm's performance, this is a mirage for most of us running...
If we try to hide the bad news for the buyer will that work? How long with it work for? Bernie Madoff died in prison, his wife left in a per...
If we try to hide the bad news for the buyer will that work? How long with it work for? Bernie Madoff died in prison, his wife left in a per...
The buyer is King. This is a very common concept in modern Western economies. We construct our service approach around this idea and try to...