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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

12:50

152: How To Disagree But Still Keep Your Customer

The Sales Japan Series ·

2019/09/24

How To Disagree But Still Keep Your Customer The Customer is King. How do you say “no” to the King? In ancient times, if you said “no” to the King, you would lose your head. Keep your head - learn how to say “no” to the King in the modern era. It is even worse in Japan because the customer isn’t King, the customer here is God! However, the customer is not always right. Sometimes they are being unreasonable or they are requesting things which are beyond our scope to fulfill. There are

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15:31

151: Survival Tips For Stressed Out Salespeople

The Sales Japan Series ·

2019/09/17

Survival Tips For Stressed Out Salespeople? When we are under stress our concentration and productivity levels are much lower than normal. Sales has to be one of the most stressful occupations on the planet. It is an emotional roller coaster, where we go from one meeting feeling elated, to being totally depressed after the next meeting. We are swinging in the breeze between making our target and missing our target. Our boss is giving us a hard time when we are behind on the numbers. If we

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11:57

150: In Sales We Need To Create Super Re-Order Customers

The Sales Japan Series ·

2019/09/10

In Sales We Need To Create Super Re-Order Customers Here is an important mantra: We don’t want a sale, we want the re-orders. That task however is getting harder and harder. Customers today are more educated, better prepared and have more alternatives than ever before. Satisfying a customer is not enough – we have to exceed their expectations and provide exceptional customer service. Customer service has only one truth – how the customer perceives the quality of the service. Forget what we

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15:09

149: Sales Bad News Travels In Threes

The Sales Japan Series ·

2019/09/03

Sales Bad News Travels In Threes Our financial year ends in August and we are up over 20% on last year’s revenue results. I should be ebullient, chipper, sanguine, fired up for the new year, but I am not. Is it because we are back to zero again, as we all face the prospect of the new financial year? That sinking feeling of , “last year was hard and here we go again, but this time with an even higher target”. Maybe that is it, but it is hard to tell. There are three other things which are

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15:56

148: Why No Omotenshi From Some Chinese Retail...

The Sales Japan Series ·

2019/08/27

Why No Omotenashi From Some Chinese Retail Services In Tokyo? This is a controversial piece today, because I am singling out one race, one group in isolation. It is also a total generalisation and there will be exceptions where what I am saying is absolute rubbish. There will be other races and groups, who are equally guilty as well, who I am not singling out or covering, so I am demonstrating a blatant and singular bias. I know all that, but let the hellfire rain down on my head, I am just sick

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13:18

147: Why We Mess Up Customer Service

The Sales Japan Series ·

2019/08/20

Why We Mess Up Customer Service Poor customer service really irritates us. When we bump into it, we feel betrayed by the fIrm. We have paid our money over and we expect excellent customer service to come with the good or service attached to it. We don’t see the processes as separate. In this Age of Distraction, people’s time has become compressed. They are on the internet through their hand held devices pretty much permanently. We all seem to have less time thaN before so we become cross if

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16:02

146: Typical Japanese Salespeople's Objection...

The Sales Japan Series ·

2019/08/13

Typical Japanese Salespeople’s Objection Handling Issues Getting pushback, rejection, disinterest when you present your solution to the client’s problems is the natural state of things. Getting a sale is an exception. That is why the best salespeople are exceptional. There are so many ways to fail in sales, it is no wonder that getting to a ‘”yes” answer is so hard. One of the common questions or issues we get in our sales training classes from Japanese salespeople, are about how to handle the

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15:07

145: Generating Your Own Leads In Sales

The Sales Japan Series ·

2019/08/06

Generating Your Own Leads In Sales Marketing plays a key role in generating leads. They are trying to maximise the accuracy of the segmentation of the data base, to make offers that resonate specifically with different segments. They are producing content marketing pieces that will spark leads through the SEO route. Buying ad words to get pay per click activation from buyers, searching for your specific good or service is another channel. Potential buyers raise their hand when they download a

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12:10

144: Stop Slamming The Square Peg Into The Round Hole...

The Sales Japan Series ·

2019/07/30

Stop Slamming The Square Peg Into The Round Hole When Selling One of the most dangerous people on the planet is the salesperson who doesn't listen well enough to the client’s needs. They miss the key cues, misunderstand the problem, can’t override their fixation on what they want and do most of the talking during the sales call. They wonder why getting an agreement to buy is so hard. One of my sales coaching students was relating how he took the client meeting into negative territory from the

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17:58

143: Really Understand Your Expectations Of Your...

The Sales Japan Series ·

2019/07/23

Really Understand Your Expectations Of Your Sales Team We hire people and they don’t perform as we expected. The time passes and the numbers are not rolling in. We thought they would be more proactive and more skilled at getting new business. We fire them and start over again. Except that in Japan, you can fire them, but replacing them is a different and difficult matter these days. Recruiting salespeople is horrendous, so the retain component is the mirror piece we have to master as well.

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14:32

142: Presenting Manufactured Products

The Sales Japan Series ·

2019/07/16

Presenting Manufactured Products Industrial products are rarely sexy. They tend to be very technical, specification heavy and chunky. They are normally being presented in a catalogue of products. The pricing, quality and the after sales service tends to be the differentiator with the rival suppliers. The salespeople presenting these often boring, utilitarian products, are also usually do so in a boring, functional manner. Not much pizzazz going on. This flies in the face of what we know

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14:02

141: How To Use Sales Progression Bridges With Clients

The Sales Japan Series ·

2019/07/09

How To Use Sales Progression Bridges With Clients We have a defined sales cycle in our interactions with our clients. We build the trust, ask the key questions to understand need, present the solution, deal with pushback and ask for the business. Of course, there is the pre-meeting preparation and the post meeting follow up, but the actual sales call runs through this cycle. Between these key phases there are bridges we need to put in place to make the sales talk flow run smoothly. What do you

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13:29

140: The Mental Game Of Sales

The Sales Japan Series ·

2019/07/06

The Mental Game Of Sales There are two players in this mental game of sales. The buyer and the seller and they are playing with entirely different strategies. For the buyer, the idea of a salesperson symbolises risk. Can they trust this person? Their experience and a variety of media images, have coalesced to ensure buyers are always sceptical about people trying to sell them stuff. As we say, “We all love to buy, but none of us want to be sold”. That is why all that American style hard

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13:25

139: Keep Selling After The Sale

The Sales Japan Series ·

2019/06/25

Keep Selling After The Sale The sales agreement is followed by the delivery of the product or service. In some cases they are immediate and in others there is a time delay. It is often the case that after the agreement to buy has been achieved we move onto the next deal and a new client or opportunity. In the prospecting phase we can become extremely busy running around town beating the bushes and trying to conjure up some revenues to meet our targets. The delivery of the product or service is

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13:25

138: Be Careful Of Friendly Fire When Selling

The Sales Japan Series ·

2019/06/18

Be Careful Of Friendly Fire When Selling Sales is usually a solitary life. You head off to meet customers all day. Your occasional return to the office is to restock materials or complete some processes you can’t do on-line. Japan is a bit different. Here it is very common to see two salespeople going off to meet the client. If you are selling to a buyer, it is also common to face more than one person. This is a country of on the job training and consensus decision making, so the numbers

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11:49

137: Storytelling In Sales For Fun and Profit

The Sales Japan Series ·

2019/06/11

Storytelling In Sales For Fun And Profit Salespeople are brilliant on telling the client the detail of the product or service. When you think about how we train salespeople, that is a very natural outcome. Product knowledge is drummed into the heads of salespeople when they first join the company. The product or service lines are updated at some point, so again the product knowledge component of the training reigns supreme. No wonder they default to waxing lyrical about the spec. These

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19:29

136: Customer Service - Problems and Solutions

The Sales Japan Series ·

2019/06/04

Customer Service: Problems and Solutions Things go wrong. Deliveries don’t turn up or are incorrect. Dates and deadlines are missed. The quality promised doesn’t eventuate or live up to the promise. Internal communication isn’t working well so the coordination of the delivery of the service is confused. One part of the organisation oversells the deal and the other bit cannot deliver on the inflated promises. Customers complain. Japanese customers in particular, really complain. Most of this

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19:29

135: Why Everyone Hates Salespeople

The Sales Japan Series ·

2019/05/28

Why Everyone Hates Salespeople We don’t deserve it, well most of us don’t deserve it, but there is a very strong negative perception of salespeople. Pushy salespeople, dishonest salespeople, bait and switch salespeople, disappearing after the sale salespeople, the list goes on. We only meet that client once, but they have met so many dodgy salespeople in the course of their careers. They have seen the worst of everything in sales by the time we get to them. We might be sweetness and light, but

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19:29

134: Why Japanese Salespeople Won't Question The Buyer

The Sales Japan Series ·

2019/05/21

Why Japanese Salespeople Won’t Question The Buyer Consultative selling, value selling, insight selling, etc., all rely on one crucial factor to be successful. That is the use of questions to get enough information to make sure the buyer hears what they need to hear, in order to choose that salesperson to buy from. This problem is not exclusive to Japan. There are failing salespeople scattered all around the world, because they are making the most basic mistakes. There is an astronomical amount

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18:19

133: What Do You Do When You Screw Up The Delivery

The Sales Japan Series ·

2019/05/14

What To Do When You Screw Up The Delivery Sales is the front of house part of business but often the delivery of the product or service is done by someone else. They say that the real measure of the service culture of a company is the decision by the guys on the loading bay not to drop the customer’s package. They are not highly paid, the job is pretty dull, boring and thankless. If you can get the people at the bottom of the hierarchy to buy into the vision, mission and values regarding

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