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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

12:52

209: Virtual Selling - Closing The Deal

The Sales Japan Series ·

2020/10/27

Closing the deal is almost a non-existent art in Japan. Salespeople here are particularly terrified of rejection. The best way they have found to avoid that unfortunate result is to not ask for the business at all. At the end of the sales presentation, after going through the details, dealing with any hesitations or concerns and qualifying the issues, the conversation just fades out. The client finally says “we will think about it”. Now the cat and mouse game starts of following up, to find out

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13:13

208: Virtual Selling - Handling Objections

The Sales Japan Series ·

2020/10/20

Most buyers are hurting at the moment, as entire industries are under assault and many of the remainder are in a perilous state. The common American style of aggressive salesperson reaction to pushback from buyers just doesn’t work in Japan in normal times, let alone now. We need to recognise this when we are sitting in front of the buyer, when we are both online and we need to change our mindset. We hopefully will have thought about the possible objections from the buyer ahead of time and will

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11:38

207: Virtual Selling - Virtual Story Telling

The Sales Japan Series ·

2020/10/13

We all know that buyers remember stories more easily than facts and data points. In fact, the ratio is twenty two times more likely than being able to remember simple detail. Data is like swimming in six foot surf. Each data point is overwhelmed and replaced by the next towering wave of data points. It just keeps coming, so that we are being bashed by the constant data waves hitting us. Stories on the other hand envelop us in a way where we are drawn into the detail. Because it is arranged in

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14:00

206: Virtual Selling - How To Present Virtual...

The Sales Japan Series ·

2020/10/06

We receive permission first, then we proceed to ask questions of the buyer. We want to gain a sense of whether what we have said makes sense for them to use us or not. If there is not a match, then we should hightail it out of there and go find a buyer who is a match. Having understood that we have a solution for their problem, we now need to present that solution. In the face to face world, this is much easier, because we are sitting a mere meter away from the buyer and we have 100% access to

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12:34

205: Virtual Selling: Engaging Decision Making Teams

The Sales Japan Series ·

2020/09/29

In a virtual call, what is the maximum number of people who should be joining on the buyer side, to make the meeting effective? There is a correlation between the number in the group and the number who will contribute during the meeting. The more people on the call, the greater tendency for people to become less engaged. Research by the Rain Group says that with up to four people on the call, the level of engagement can be quite good. Once we get over five buyers, it becomes much more

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11:59

204: Virtual Selling - We Need A New Questioning...

The Sales Japan Series ·

2020/09/22

One of the sad things about salespeople is they mostly have no idea what they are doing. So we transfer that poor understanding of the basics to the online world and then wonder why they are not succeeding. Kata is a Japanese word to describe a set way of doing things. In Karate we learn kata and they must be done in the exact same way, every time. These are best practice modes and the idea is to perfect them. Sales also has kata, but few salespeople learn them, let alone try to perfect them.

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14:37

203: Virtual Selling - We Need A New Questioning...

The Sales Japan Series ·

2020/09/15

In Part One, we looked at the difficulties the modern communication platforms throw up because of the limitations of the technology, in particular, the poor audio quality. Now we move forward to how we ask the questions and what we should ask. Our client has various needs and we have to uncover them and the way to do that is ask questions. This would seem the most obvious thing in the world. Yet there are legions of the great unwashed, hapless salespeople wandering around, spending all of their

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13:05

202: Virtual Selling - We Need A New Questioning...

The Sales Japan Series ·

2020/09/08

Salespeople’s bad habits just migrate right across to the online world. If you were just pitching your product before, hoping to snag a deal, you will be doing the same thing when staring at the client on screen. It didn't work well then and it doesn’t improve in the new environment. For the more professional salespeople, who actually understand sales and the key role that questioning skills play, the game has changed. We have to change the way we do things too. One of the biggest problems

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12:45

201: Virtual Selling - How To Master The First...

The Sales Japan Series ·

2020/09/01

We now sell in the Age of Distraction and the Era of Cynicism. When the client is talking to us online, they can be so easily distracted and can be secretly multi-tasking in the background, not paying any great attention to what we are saying. There has always been a lot of client scepticism about salespeople claims, but with the “fake news” catch phrase being tossed around with wild abandon, buyer cynicism is being added to, rather than diminished. So for our first impression, when we come

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13:51

200: Virtual Selling - How To Communicate Trust To...

The Sales Japan Series ·

2020/08/25

When we meet people for the first time, we put them through a number of filters. The easiest one is visual. How do they dress? What hairstyle do they have? Are they tall or short, fat or slim, beautiful, average looking or plain ugly? The next filter is voice. Where are they between having a deep baritone or a lilting soprano voice? How fluently do they speak? Do they have an accent? Accents are interesting, because they indicate where they grew up. We can then fit them into our preconceived

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10:03

199: Virtual Selling: How To Prepare For Online Meetings

The Sales Japan Series ·

2020/08/18

Online meetings with existing clients are a breeze. The connection is there, the history, the trust has been built and the rapport building was done a long time ago. Basically this is a walk in the park. Now the brand new client is a different matter. You have never met, let alone even seen each other before and now you meet online for the first time. This can be a daunting prospect. There is going to be a heightened sense of stress for this first meeting. “Will I be able to build trust

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10:57

198: Virtual Selling - How To Gain Customer Trust

The Sales Japan Series ·

2020/08/10

Meeting a potential new customer online is a daunting prospect for salespeople. All of the skills we have built up have been tailored and refined for the face to face environment. Being in the same room with someone allows us to really get their vibe, microscopically analyse their body language, clearly hear what they have to say and in turn, be heard by the customer. The online world negates almost all of those finely honed skills. In particular, given our usual tried, true and tested modus

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12:46

197: Dealing With The Deal Sugar Hit

The Sales Japan Series ·

2020/08/04

I love dark chocolate. One of the downsides of my chocolate proclivity is that the lift from the sugar is followed by a deep drop in energy. One answer would be to keep eating chocolate all day, so that there is no drop, but the dropping dead of a heart attack opportunity probably makes that an unwise choice. Sales is similar. We totally rev the buyer up. We skilfully word picture them into a sugary world of good fortune about to arrive and then we depart. We take off with the sales order

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13:14

196: The Cold Calling On Zoom Salesperson - Part Six

The Sales Japan Series ·

2020/07/28

We have come to the final stage of the sales process, getting people to agree to move forward and place their order. We have built the trust, understood the buyer’s needs, matched our solution to those needs, cleared up any hesitations, so now we can ask for their business. What could be easier than this after all that preparatory work? In Japan, as with many things, it is not that simple. Salespeople here fear the buyer. They believe their job is to always say “Yes” to whatever the buyer

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13:32

195: The Cold Calling On Zoom Salesperson - Part Five

The Sales Japan Series ·

2020/07/21

We have moved along the continuum of the sales process, from making the cold call, getting the appointment, building trust, asking insightful questions to presenting our solution. This is when the wheels can fall off and the sale gets lost. Up until this point of the presentation we have been in control. We have imagined we understand what the client wants, have amassed the materials to explain what we can do and how it will work, but we may have been delusional. One of the disappointing parts

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10:54

194: The Cold Calling On Zoom Salesperson - Part Four

The Sales Japan Series ·

2020/07/14

So far, we have dealt with making the cold call to get a meeting, building trust, getting permission to ask questions, using a four step structure to get information about what the client needs. Now we deal with how to present our solution. In the face to face world, after asking all of these questions and deciding we can actually help this client, we would go back to the office and put together our proposal, outlining our solution for them and the price. Given how hard people are to catch these

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12:07

193: The Cold Calling On Zoom Salesperson - Part Three

The Sales Japan Series ·

2020/07/07

The Cold Calling On Zoom Salesperson - Part Three In Parts One and Two we looked at the early stages of the cold call, getting rapport established and then asking for permission to delve deep into the client’s situation. The initial questions we need answers to are either “what is your current situation?” or “where would you like to be with the business?”. We are searching for a floor and a ceiling. We want to know how things are travelling at the moment and what they aspire to achieve. Why do

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11:11

192: The Cold Calling On Zoom Salesperson- Part Two

The Sales Japan Series ·

2020/06/30

The Cold Calling On Zoom Salesperson - Part Two In Part One we looked at how to get a meeting when you are cold calling and cannot meet the buyer face to face. When working the phones, cold calling salespeople have a very low conversion rate of turning dials into actual meetings. The same barrier stays in place because we still need to use the phone to speak to the buyer, to make a virtual meeting appointment. If we can design a good enough hook, to get the initial phone contact interested on

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10:55

191: The Cold Calling Zoom Salesperson- Part One

The Sales Japan Series ·

2020/06/23

The Cold Calling On Zoom Salesperson – Part One Cold calling is always a subject of great debate and interest. I have been doing podcasts for the last seven years and episodes which feature the subject of cold calling, always get a lot of downloads. When I re-purpose these episodes as blogs on Linkedin, Twitter and Facebook these posts will certainly have people leaving comments. Many buyers are locked away at home, or in the office, but not receiving visitors. How can we cold call companies

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10:12

190: The Ubiquitous Meishi Exchange And Event...

The Sales Japan Series ·

2020/06/16

The Ubiquitous Meishi Exchange and Event Networking - Are They Now Dead? As the President of my company in Japan, it is almost impossible for me to cold call Japanese companies. If a Japanese prospective client got a cold call from the President of another company, they would immediately be suspicious of that organisation. Why does the President have to make cold calls? What sort of company is this, they don’t sound very sizeable, stable or credible? Consequently my modus operandi, to date,

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