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PODCAST

The Sales Japan Series

Dale Carnegie Japan

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 not much of a strategy. They do it this way because they are untrained. Even if their company won"t invest in training for them, this podcast provides hundreds of episodes with information, insights and techniques all based on solid real world experience selling in Japan. Trying to work it out by

business management

All Episodes

10:26

231: Selling Through Telling Micro Stories

The Sales Japan Series ·

2021/03/30

Is selling telling or is it asking questions? Actually, it is both. The point though is to know what stories to tell, when to tell them and how to tell them. We uncover the opportunity through asking the buyer questions about what they need. Once we know what they need, we mentally scan our solution data base to find a match. This is when the stories become important, as we explain why our solution will work for them. What we don’t want is having to scrabble together stories on the spot and

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10:26

230: The Care Factor In Sales In Japan

The Sales Japan Series ·

2021/03/23

Japanese salespeople really care about their clients. This is good, except when it isn’t and that is usually when they are prioritizing the client over the firm which employs them. Japan is a relationship driven, risk averse business culture, where longevity is appreciated. This often translates into the salespeople being captured by a type of “Stockholm Buyer Syndrome” where they identify with the interests of the buyer, over those of their boss. Going to bat for the client is admirable because

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11:02

229: The Seven Lucky Stars Of Selling

The Sales Japan Series ·

2021/03/16

Luck is the nexus of hard work and persistence. Salespeople need some luck, even if they have to create it themselves. That old blues refrain “If it wasn’t for bad luck, I’d have no luck at all” can’t apply. We have to make our own luck and here are seven luck creation principles we can start using immediately to help us get there. No fancy varsity degrees or puffed up IQ scores needed. Common sense that morphs to common practice is all we need to change our luck in sales. Arouse in the other

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10:51

228: How To Sell On Clubhouse For The Japan Market

The Sales Japan Series ·

2021/03/09

Japan is a complex market. Brash plugging of your wonder widget won’t work here. American style sales techniques are always a lot more aggressive than will be tolerated in Japan and so fail with prodigious regularity. So I added the key words “For The Japan Market” to the title of this piece, to make sure I was talking about a niche I understand. Clubhouse is an app on your iPhone, which is a doorway to an audio world, bristling with myriad rooms, devoted to every possible topic, across every

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10:41

227: Selling Online Forever

The Sales Japan Series ·

2021/03/02

What are the biggest problems for salespeople in the online sales world today? Cold calling would be number one, networking to find new clients would be number two and getting hold of the decision maker would be number three. Is paddling around in the bitter cold and humid summers travelling to see clients inefficient? Yes, but please, please give me that over trying to sell online. The sad news is we are never going back to the old format. There is always going to be an online component,

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11:33

226: Handling Client Objections When OnLIne

The Sales Japan Series ·

2021/02/23

Client hesitation or objections to buying from us are indicators we have failed in some keys areas in our preparation, questioning or solution explanation with the client. We have not fully understood what the client needs; have not matched our solution with what they need; have not shown sufficient value from our solution and have not created any sense of urgency to take action now. It is hard enough getting all of these right in the face to face environment, so we can’t be surprised that we are

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09:16

225: Buyers Remember Our Stories When We Are Selling

The Sales Japan Series ·

2021/02/16

We do a great job on building trust with the client. We get permission to ask questions and away we go on that magic journey of buyer needs discovery. We have a clear idea that we can help, know what will happen and what the likely outcomes will be for the buyer. We are doing a good job as a sales professional, then suddenly we drop the ball, we stumble at the finish line, we flub it. We are presenting our solution, but we are not persuasive and we don’t get the business. The solution

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09:34

224: Gamification Makes Sales Role Play Fun

The Sales Japan Series ·

2021/02/09

An ideal work week for salespeople would start everyday with sales role play with colleagues. When we do serious exercise we warm up to get into prime condition for becoming better at our activities. It is the same with sales, we need to warm up before we interact with clients. We need to get our communication vehicle into top well maintained condition. By practicising what we will be saying to the client we will be so much better when we come face to face or face to screen with the client.

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12:37

223: Cold Call Questioning Necessities

The Sales Japan Series ·

2021/02/02

Suddenly my phone rang and the number was clearly from overseas, because of the country code. It was not a number I recognised. The crackly voice at the other end of the line was unknown to me and they shot out their name very quickly. I couldn’t catch it. The company name was unfamiliar too. Silently, I wondered, “Who is this and why are they calling me?”. Now, our business is global, so there is always the faint possibility it could be a potential HR Director client from overseas calling to

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11:29

222: Selling Before Meeting The Buyer

The Sales Japan Series ·

2021/01/26

We all understand the importance of a brand. Brands are a short form description of long term reliability and perceived trust, both based on solid evidence. Every business has a brand. You might be thinking that your company is too small and insignificant to have a brand. Yet you deal with your own staff and for them, the business is a brand because of their experience with you as their employer. Suppliers serve you and for them you are a brand, based on how you treat them. There will be buyers

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11:36

221: Selling Year In, Year Out (Part Two)

The Sales Japan Series ·

2021/01/19

In Part One, we talked about Jan Carlzon’s insights into the importance of consistent service being provided to clients. The buyer mantra is know, like and trust in sales. We also talked about the basics of sales – prospecting and closing. Now are we going to continue the errors, shortcomings and mistakes of last year into the new year or not? Are we going to just continue doing what we have always done year in, year out or are we going to improve? We tend to get into a groove in sales, which is

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10:32

220: Selling Year In Year Out (Part One)

The Sales Japan Series ·

2021/01/12

Journeymen salespeople are starting another year of selling. Maybe their financial year is a calendar year or maybe the year wraps up in March. It doesn’t matter, because there is a mental trick we play on ourselves that January 1st represents a new start, a new year. Sales can be exhausting and 2020 will not go down as a bumper year for the vast majority of salespeople. Yet, here we go again. How do we get ourselves back up into the saddle on that bucking bronco that is the sales life? In

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11:02

219: Is That Light At The End Of The Sales Funnel I...

The Sales Japan Series ·

2021/01/05

Millions of people are being vaccinated for Covid-19. Japan, being Japan, isn’t going to accept any old tests which were not performed on Japanese people. That means that the vaccination programme in Japan is many months way from commencing and will take many more months after that to get to a 70% vaccination herd immunity stage. Covid has driven people home to work there to avoid potential contact with carriers and superspreaders of the virus. For a lot of tasks that probably works just fine

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12:15

218: The Seven Bridges Of Sales

The Sales Japan Series ·

2020/12/29

There is a process to sales. Amazingly, most salespeople don’t know what it is. They are either ignorant, because they haven’t been trained or arrogant, arguing they won’t be entangled by any formulistic wrangling. They say they follow their muse and let the sales conversation go where it may, because they are “spontaneous” creatures, residing in the “here and now”. Both answers are rubbish. There are professional salespeople and there are dilettantes. Let’s be professionals and master the

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11:05

217: How To Deal With Major Misperceptions Buyers...

The Sales Japan Series ·

2020/12/22

A stranger contacts you out of the blue or you meet them fleetingly at an event and they call you afterwards. They are a salesperson and they want to sell you something. Our typical reaction is one of caution. Why is that? We have all become addicted to technology which has sped everything in business up to warp speed, but somehow we are all perennially time poor. We don’t want to be distracted from our tasks or waste our time listening to what someone else wants. We are also not sure if we

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10:59

216: Do You Have An End To End Sales Process

The Sales Japan Series ·

2020/12/15

“I like talking with people, so I want to be in sales” is a terrifying conversation to have with one of your staff. They are not doing so well in their current role, so they imagine they will just glide across to sales to have an easier time of it. They may try and do it internally as a switch of roles or they may quit their current job and go and try to get a sales job somewhere else. Given the shortage of salespeople in Japan at the moment and from now on ad nauseum, there is a strong chance

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11:48

215: Fantasies, Folly, Mirages, And Other Illusions...

The Sales Japan Series ·

2020/12/08

“I like talking with people, so I want to be in sales” is a terrifying conversation to have with one of your staff. They are not doing so well in their current role, so they imagine they will just glide across to sales to have an easier time of it. They may try and do it internally as a switch of roles or they may quit their current job and go and try to get a sales job somewhere else. Given the shortage of salespeople in Japan at the moment and from now on ad nauseum, there is a strong chance

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11:17

214: Group Selling is Not for the Faint Hearted

The Sales Japan Series ·

2020/12/01

Most of the time in Japan, I attend client meetings alone. This is not how the Japanese do it. The President going to a meeting alone, without some staff in attendance is rather rare. Presidents have degrees of prestige and one of the indicators is how many flunkies they have in attendance. My ego is big enough already to have to worry about people carrying my bag around for me. The Japanese client meeting can often be quite an affair though with many people seated around the room, waiting to

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13:11

213: Sell With Passion

The Sales Japan Series ·

2020/11/24

We often hear that people buy on emotion and justify with logic. The strange thing is where is this emotion coming from? Most Japanese salespeople speak in a very dry, grey, logical fashion expecting to convince the buyer to hand over their dough. I am a salesperson but as the President of my company, also a buyer of goods and services. I have been living in Japan this third time, continuously since 1992. In all of that time I am struggling to recall any Japanese salesperson who spoke with

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11:48

212: Japanese Companies Employ Kunoichi Ninja To...

The Sales Japan Series ·

2020/11/17

Ninja are masters of illusion, invisibility and subterfuge. All of these traits have pretty much died out in modern times, except for a small bastion of steadfast office workers. Some Japanese commentators have tried to imply that the salaryman is the modern day samurai. Loyal to their modern Han, the firm, giving up their lives for the greater good, sacrificing family for their corporate captains of industry. This sounds pretty good until you meet some of them. Unremarkable, grey, uninspiring,

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