Cover image of The Sales Japan Series

The Sales Japan Series

The vast majority of salespeople are just pitching the features of their solutions and doing it the hard way. They are throwing mud up against the wall and hoping it will stick. Hope by the way is n... Read more

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352 The Arrogance Of The Sales Amateur

352 The Arrogance Of The Sales Amateur

Recently, I was asked to do a hands-on session regarding post-Covid sales for a group of CEOs.  What was interesting to ... Read more

25 Jul 2023

10mins

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351 Make The Buyer The Hero When Selling

351 Make The Buyer The Hero When Selling

When we meet the buyer in Japan, it will be extremely rare that they are the final decision-maker. Usually, there are ot... Read more

18 Jul 2023

10mins

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350 Buyers Have Many Woes And We Need Those In Sales

350 Buyers Have Many Woes And We Need Those In Sales

There is nothing worse than meeting a buyer with no problems.  Theoretically, we shouldn’t be meeting them at all becaus... Read more

11 Jul 2023

11mins

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349 The Post-Covid World Of Sales In Japan

349 The Post-Covid World Of Sales In Japan

4 Jul 2023

12mins

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348 How To Become An Angel They Know In Sales In Japan

348 How To Become An Angel They Know In Sales In Japan

27 Jun 2023

12mins

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347 Has Covid Changed The Way We Sell In Japan?

347 Has Covid Changed The Way We Sell In Japan?

If you are in the consulting or selling fields, then telling buyers that what went before is now irrelevant is an attrac... Read more

20 Jun 2023

11mins

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346 Keep Following Up Buyers

346 Keep Following Up Buyers

There is a certain well known Japanese recruitment focused company, who keeps calling me at regular intervals.  Maybe th... Read more

13 Jun 2023

12mins

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345 What Do You Do When Nothing Is Working In Sales?

345 What Do You Do When Nothing Is Working In Sales?

We hit hard times often and quickly in sales.  Deals have been done and the solutions delivered and then nothing.  The i... Read more

6 Jun 2023

12mins

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344 Questioning Skills In Sales

344 Questioning Skills In Sales

This was very frustrating.  It became obvious from the client’s email response that there was a sizeable gap between wha... Read more

30 May 2023

11mins

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343 Reducing Buying Friction In Japan

343 Reducing Buying Friction In Japan

Victor Antonio is one of my favourite podcasters on sales and he recently had an episode on reducing friction in the sal... Read more

23 May 2023

12mins

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