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

Ranked #1

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131: Emotional Selling

131: Emotional Selling

Emotional Selling “We buy based on emotion and justify with logic”.  We have probably all heard that before, but when ... Read more

30 Apr 2019

15mins

Ranked #2

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136: Customer Service - Problems and Solutions

136: Customer Service - Problems and Solutions

Customer Service: Problems and Solutions Things go wrong.  Deliveries don’t turn up or are incorrect.  Dates and deadl... Read more

4 Jun 2019

19mins

Ranked #3

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179: Managing A Sales Team In Covid-19 Lockdown

179: Managing A Sales Team In Covid-19 Lockdown

Managing A Sales Team In Covid-19 Lockdown Farmers and hunters in your sales team represent a type of harmony in peace... Read more

31 Mar 2020

12mins

Ranked #4

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123: Your Price Is Too High - Your Reply Is?

123: Your Price Is Too High - Your Reply Is?

"Your Price Is Too High" - Your Reply Is? When your client hits you with 'your price is too high" what do you say? Are... Read more

5 Mar 2019

12mins

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Ranked #5

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153: The 80-20 Rule Of Selling

153: The 80-20 Rule Of Selling

The 80/20 Rule Of Selling We are all familiar with the 80/20 Pareto Principle, where 20% of buyers account for 80% of ... Read more

2 Oct 2019

13mins

Ranked #6

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75: Totally Ineffective Sales

75: Totally Ineffective Sales

Totally Ineffective Sales The phone rings and a magazine wants to interview me for a series where they feature compani... Read more

3 Apr 2018

14mins

Ranked #7

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121 When Is The Best Time To Call A Prospect In Japan

121 When Is The Best Time To Call A Prospect In Japan

When Is The Best Time To Call A Prospect In Japan? Japan is merciless with salespeople.  When you call the client’s co... Read more

19 Feb 2019

11mins

Ranked #8

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152: How To Disagree But Still Keep Your Customer

152: How To Disagree But Still Keep Your Customer

How To Disagree But Still Keep Your Customer The Customer is King.  How do you say “no” to the King?  In ancient tim... Read more

24 Sep 2019

12mins

Ranked #9

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147: Why We Mess Up Customer Service

147: Why We Mess Up Customer Service

Why We Mess Up Customer Service Poor customer service really irritates us.  When we bump into it, we feel betrayed by ... Read more

20 Aug 2019

13mins

Ranked #10

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173: Dealing With Buyers Who Won't Reveal Their Problems

173: Dealing With Buyers Who Won't Reveal Their Problems

Dealing With Buyers Who Won’t Reveal Their Problem The basics of professional selling requires good questioning skills... Read more

18 Feb 2020

13mins

Ranked #11

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9: The Sales Valley Of Death

9: The Sales Valley Of Death

The Sales Valley of Death Sales cannot run like a manufacturing production line. We are not making industrial cheese h... Read more

27 Dec 2016

10mins

Ranked #12

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117: How To Handle We Are Happy With Our Current Supplier

117: How To Handle We Are Happy With Our Current Supplier

How To Handle “We Are Happy With Our Current Supplier” Pushback Japan loves the Devil they know over the Angel they do... Read more

22 Jan 2019

17mins

Ranked #13

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140: The Mental Game Of Sales

140: The Mental Game Of Sales

The Mental Game Of Sales There are two players in this mental game of sales.  The buyer and the seller and they are pl... Read more

6 Jul 2019

13mins

Ranked #14

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68: Growing Existing Account Sales

68: Growing Existing Account Sales

Growing Existing Account Sales You call on your client at their downtown office and you are ushered into one of those ... Read more

13 Feb 2018

13mins

Ranked #15

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178: Selling From Your Home Office

178: Selling From Your Home Office

Selling From Your Home Office Normally we lob up to meet the buyer in their office meeting room.  With the buyer and o... Read more

24 Mar 2020

12mins

Ranked #16

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61: Widen That Buyer Gap Or Else

61: Widen That Buyer Gap Or Else

Widen That Buyer Gap Or Else Having a buying need and doing something about it can often be quite disparate ideas. The... Read more

26 Dec 2017

11mins

Ranked #17

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70: Handling Sales Meltdowns

70: Handling Sales Meltdowns

Handling Sale's Meltdowns Sales is a tough gig. Sometimes the whole sale's meeting turns out to be a disaster. I had o... Read more

27 Feb 2018

12mins

Ranked #18

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168: How Good Are Your Touchpoints In Sales

168: How Good Are Your Touchpoints In Sales

How Good Are Your Key Touch Points In Sales? Jan Carlzon’s book “Moments Of Truth” should be standard reading for ever... Read more

14 Jan 2020

9mins

Ranked #19

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64: Story San, We'll Think About It

64: Story San, We'll Think About It

Story San, We’ll Think About It In Japan, this “We’ll think about it” response is often the result at the second meeti... Read more

16 Jan 2018

13mins

Ranked #20

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175: Unprofessional Professional Salespeople

175: Unprofessional Professional Salespeople

Unprofessional Professional Salespeople Salespeople in their forties, who have been selling their whole careers are pr... Read more

3 Mar 2020

12mins

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