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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

09:08

172: Expectations Of Newly Hired Salespeople

The Sales Japan Series ·

2020/02/12

Expectations Of Newly Hired Salespeople Be they people new to sales or new to that company, there is always a delay in new salespeople producing results. Sales leaders often have unrealistic expectations around how much a new person to the business can produce. If they are already selling in that industry, product or service area and have an existing client base, then it is reasonable to expect them to get results pretty promptly. In this day and age in Japan though where hiring new salespeople

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10:54

171: Just In Time Is Bad In Sales

The Sales Japan Series ·

2020/02/04

Just In Time Is Bad In Sales Toyota is famous for its JIT or Just In Time system of logistics when building cars. Parts arrive exactly when needed, so have vast space for item storage isn’t necessary, saving time and money. When we are selling we sometimes stray into this territory too, but this is a bad move. In the case of salespeople they are doing their background research into the company in the taxi or on the subway, as they head to the client’s site. They begin thinking about the buyer

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10:54

170: Selling Beyond The Sale

The Sales Japan Series ·

2020/01/28

Selling Beyond The Sale The main goal is always to get the sale agreed. To get the buyer to say “yes” and specify when delivery will take place. All of the efforts are concentrated here but is that enough? Over promising by salespeople is legendary. They do this to get the sale over the line. The potential damage to the brand is not in their minds because that is not their department. “Production, Logistics, Marketing and Customer Care need to take care of that stuff, my job is just get the

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10:46

169: Dealing With Really Tough And Mean Questions...

The Sales Japan Series ·

2020/01/21

Dealing With Really Tough and Mean Questions From Clients When we give our presentation to the client we are in full control of the situation. We know what we are going to say. When we get to the end, or part way through, and the client asks us a really tough question, this can be difficult to deal with. Especially, if the client is unhappy and asks the question in a very aggressive or accusatory manner, we can easily react emotionally. The normal response for human beings in these cases can

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09:46

168: How Good Are Your Touchpoints In Sales

The Sales Japan Series ·

2020/01/14

How Good Are Your Key Touch Points In Sales? Jan Carlzon’s book “Moments Of Truth” should be standard reading for everyone in business and particularly those of us in sales. He talks about taking over as CEO of the Scandinavian Air Services (SAS) airline when the company was failing and had terrible consumer reviews, regarding their service. With his team, they identified every touch point on the customer journey with the airline, to discover where the gaps were located. We should be doing the

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11:33

167: Happy Holidays! How To Massacre Your Brand Promise

The Sales Japan Series ·

2020/01/07

Happy Holidays! How To Massacre Your Brand Promise The end of year holiday season is a time of great retail commercial activity around the world. Brands work well because they bring with them a promise of reliability and trust. We buy the brands over the non-brands to reduce risk and increase our certainty that our buying decision is a good one. The issue for firms is how to protect the brand image during the provision of service component of the brand promise. Those at the top in the

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10:31

166: 2020 Ushers In New Deals - Are We Ready To Get...

The Sales Japan Series ·

2019/12/31

2020 Ushers In New Deals – Are We Ready To Get Our Share? Greek myths don’t have too many happy endings or uplifting messages. Mostly they are cautionary tales about the Gods treating us like playthings, usually with unhappy consequences. The patron Greek myth for salespeople is the one about Sisyphus. The son of Aeolus, the God of the Winds, he was sent down to Hades to be punished by fulfilling the eternal task of rolling a large stone to the top of a hill, just to watch it roll to the bottom

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13:56

165: Reflecting On Your Learnings In Sales

The Sales Japan Series ·

2019/12/24

Reflecting On Your Learnings In Sales You are as only as good as your last sale is harsh but true as a synopsis of our sales life. Bosses are not interested in what you did last year, because that is history, done and dusted. They are focused on this year’s numbers. They got their big commissions, bonuses, promotions, their five star holiday with the family. They are looking at you for a bigger number this year. You might be thinking just how you are going to pony up that bigger number, when

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10:38

164: Leading An Intentional Sales Professional Life...

The Sales Japan Series ·

2019/12/17

Leading An Intentional Sales Professional Life In 2020 The targets for the year are already set or will be set shortly, no matter when your financial year begins. These numbers are irrelevant. What is more important is what you are going to do to improve yourself this year to make hitting those targets more certain and easier to do. We tend to roll one year into the next without any interventions to recalibrate what we are doing and why we are doing it. Habits are good and bad and bad habits

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10:53

163: Why "Okay, Send Me Your Proposal" Is A Bad Idea...

The Sales Japan Series ·

2019/12/11

Why “Okay, Send Me Your Proposal” Is A Bad Idea In Japan Getting to the request for a proposal stage is usually thought of as significant progress in Japan. This means there is an interest. Or may be not. Japan is a very polite society so a direct “no” is difficult to deal with. Over centuries, the society has found all sorts of clever ways of saying “no” indirectly. When you get this request you have to know if this is “no” or not. We are all super busy people, so slaving away to craft a

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11:38

162 Selling Yourself Before You Meet The Client

The Sales Japan Series ·

2019/12/04

Selling Yourself Before You Meet The Client I have been recruiting new staff over these last few months. One of the younger candidates breezily told me during the interview, “I checked you out on social media”. This is the modern age, where everything about us is available only a few mouse clicks away. This “checking you out” phenomenon has been around for some time and the frequency only increases. My LinkedIn profile tells me that twenty three thousand people are following me, around a

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11:20

161: How To Sell To A Buying Team

The Sales Japan Series ·

2019/11/26

How To Sell To A Buying Team Selling to companies in Japan usually means sitting in a meeting room with a single buyer or perhaps two people. There are occasions though where we may need to present to a larger number of buyers in a more formal setting. It may be a pitch to secure the business or it may be a means of getting the buying team more easily coordinated on their side. Before we know how to present to a team, we have to analyse the people in the team. That means we need to know

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11:20

160: Nine Major Mistakes By Japanese Salespeople

The Sales Japan Series ·

2019/11/20

Nine Major Mistakes By Japanese Salespeople We see Japan as a modern, high tech country very advanced in so many sectors. Sales is not one of them. Consultative selling is very passé in the West, yet it has hardly swum ashore here as yet. There are some cultural traits in Japan that work against sales success, such as not initiating a conversation with strangers. Makes networking a bit tricky to say the least. We train salespeople here in Japan and the following list is made up of the most

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11:33

159: My Clients Never Call Me Back

The Sales Japan Series ·

2019/11/12

My Clients Never Call Me Back Today in business, reaching anyone by telephone is nothing less than a miracle. Japan is particularly good at making sure you can never catch clients. The lowest ranked staff on the totem pole are designated as the “first impression” bearers for the company. They are invariably doing a pretty poor job of it because they are not properly trained. They think their job is to be brisk, business like and protect their colleagues and bosses from everyone who calls in,

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10:40

158: The One Minute Pitch

The Sales Japan Series ·

2019/11/05

The One Minute Pitch If you have been following me for a while, you know how down I am on pitching. This is the standard modus operandi in japan. Turn up to the meeting with the buyer and bludgeon them with detail and data on your solution. Ask no questions but keep throwing a ton of mud up against the wall hoping some will stick. I always stress you need to get permission to ask questions in Japan and then you need to have a good questioning formula which will allow you to uncover the

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11:27

157: Add Some BANTER To Your Next Sales Call

The Sales Japan Series ·

2019/10/29

Add Some BANTER To Your Next Sales Call I am a permanent student of sales. I study the books and tapes from the greats – J. Douglas Edwards, Charlie Cullen, Tom Hopkins, Brian Tracy and Zig Ziglar. I follow this generation of sale’s trainers such as Grant Cardone, Jeffrey Gitomer and Victor Antonio. Now Victor Antonio is someone I like, because I can see that his methods will work here in Japan, unlike a lot of other sales training which is more suitable for an American environment. Victor

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11:27

156: Success Negotiating - Part Two

The Sales Japan Series ·

2019/10/22

Success Negotiating – Part Two In Part One we covered the four steps involved in negotiating: Analysis, Presentation, Bargaining and Agreement. Today we are going to go a bit deeper. Before getting to the negotiations stage though we need to determine our position and that of the other side. Which items are negotiable and which are not? What would an ideal outcome look like? What would be a realistic outcome? What is our fallback position? We need to do the same thing from the client’s

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13:22

155: Success Negotiating Part One

The Sales Japan Series ·

2019/10/15

Success Negotiating: Part One Our image of negotiating tends to be highly influenced by the winner takes all model. This is the transactional process where one side outwits the other and receives the majority of the value. Think about your own business? How many business partners do you have where this would apply? For the vast majority of cases we are not after a single sale. We are thinking about LTV – the life time value of the customer. We are focused on the proportion of our time

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13:54

154: How To Present To A Diverse Buying Team

The Sales Japan Series ·

2019/10/08

How to Present To A Diverse Buying Team This is very tricky in Japan. Because of the convoluted decision making process here, there will be many voices involved in the final decision. What makes it even harder is that some of those key influencers may not even be present in the meeting. Those proposing the change have to go around to each one of them and get their chop on the piece of paper authorizing the buy decision. In the case of Western companies the decision tends to be taken in the

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13:47

153: The 80-20 Rule Of Selling

The Sales Japan Series ·

2019/10/02

The 80/20 Rule Of Selling We are all familiar with the 80/20 Pareto Principle, where 20% of buyers account for 80% of the sales and 20% of the salespeople, account for 80% of the revenue. There is another 80/20 split which we need to adhere to. This refers to the amount of time we are speaking relative to the buyer. Salespeople love to talk. They love to dominate the airwaves and through strength of will and determination subdue the client and make them buy. This is total nonsense. Okay you

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