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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

11:51

132: Attribute Selling For Salespeople

The Sales Japan Series ·

2019/05/07

Attribute Selling For Salespeople We all know that selling ourselves is the first key sale we have to make in order for the client to buy our services or products. How do we do that without being boorish, a windbag or coming across as if we are desperate? Selling ourselves requires subtlety and nuance. We have to weave this into our sales talk with the buyer in a way which is not obvious or obnoxious. How do we do that? Clients are primarily interested in a few key things about salespeople.

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15:00

131: Emotional Selling

The Sales Japan Series ·

2019/04/30

Emotional Selling “We buy based on emotion and justify with logic”. We have probably all heard that before, but when we are selling what do we do about it in practice? Actually, we spend the vast majority of our sales interview time with the client, focusing on the logic bit. If we are hopeless as a salesperson, then we are pitching the product straight away, with absolutely no idea what the client actually needs. Nevertheless, the pitch is constructed on a logical basis, going through the

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12:07

130: Product Knowledge In Sales

The Sales Japan Series ·

2019/04/23

Product Knowledge In Sales It is an obvious thing that we need good knowledge of our product to instill confidence in the buyer, underlining that we are a reliable partner. We need extensive product knowledge so that we can mentally sift the right solution for the buyer, from amongst the many possible alternatives which exist. Actually, we make the product purchase decision for the buyer. It may seem that the buyer is choosing, but in reality, the seller is choosing. This is based on what the

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11:08

129: Taking A Hit On The Price

The Sales Japan Series ·

2019/04/16

Taking A Hit On The Price We all hate having to take a hit on pricing. We establish a price based on the value we provide. Clients however can take no great notice of that and just plunge right in, demanding a big discount. The rationale behind the requirement for a discount is often related to what they think it should cost or is a negotiating ploy to drag you down into the mud and blood of haggling. Of course the biggest pushback on pricing comes at the precise time you are the most

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12:50

128: Helpful Selling

The Sales Japan Series ·

2019/04/09

Helpful Selling As salespeople, we can become very focused and tunnel vision like, when it cones to dealing with our clients. This is especially the case when they are existing clients. We get into very narrow territory, when we discuss possible solutions to help them achieve their goals. This process continues for many years and then one day you hear they bought a service or product you have, from a competitor. That hurts big time. That happened to me recently. The client bought leadership

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10:47

127: Breaking Into The Mind Of The Buyer

The Sales Japan Series ·

2019/04/02

Breaking Into The Mind Of The Buyer Life is busy, busy today. Communications has sped up business to an extent unthinkable even ten years ago. Every company is a publisher now, due to social media’s pervasiveness. Content marketing is driving original content creation and release. LinkedIn, Instagram and Facebook are favouring live video, so we have to become television talents. Voice is the next big thing, so podcasting requires us to be radio personalities. If you are in business, your

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12:23

126: Saying "No" To Buyers

The Sales Japan Series ·

2019/03/26

Saying “No” To Buyers Normally, as the seller, we are getting told “no” in sales, rather than the other way around. When salespeople become desperate to hit their numbers, they start to do crazy things. They start telling lies to the buyer, they exaggerate the scope of the solution, they savagely discount the price, they overpromise on the follow-up, they agree to horrendous delivery dates, they become visibly agitated during the sales call. All bad. When we meet the client, our brain has to

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13:16

125: Three Keys For Sales Success

The Sales Japan Series ·

2019/03/19

Three Keys For Sales Success Know, like and trust are critical components for success in business. The “know” bit hopefully is being taken care of by your marketing efforts and your personal brand. What about the like and trust elements? If the buyer doesn’t like us, then the chances of getting a sale becomes so much more difficult. What makes you likable? If they don’t trust us, then the business won’t advance. How do they know we are trustworthy? This whole frame of reference is

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13:22

124: How To Deal With The Dog Days Of Sales

The Sales Japan Series ·

2019/03/12

How To Deal With The Dog Days Of Sales Nothing goes in a straight line in sales, does it. That order we received gets canceled, suddenly, inexplicably and mercilessly. The client disappears from the face of the earth and despite initial interest, is now permanently incommunicado. Appointments are not coming your way, as we learn that everyone is too busy, not interested, already have it, the brother-in-law is the supplier, etc. Meetings go badly, as the buyer demands our pitch, then opens up the

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12:01

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

The Sales Japan Series ·

2019/03/05

"Your Price Is Too High" - Your Reply Is? When your client hits you with 'your price is too high" what do you say? Are you flustered, wondering how to reply? Is your brain freaking out, as you flash possible answers through your mind. Or are you straight off the blocks and into an argument with the buyer? Are you telling them why it is not too high and why they are wrong, wrong, wrong? By the way, how is that working out for you so far? Rule number one is don't be stupid. That means don’t

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10:46

122: What To Say When You Get A “No” In Sales

The Sales Japan Series ·

2019/02/26

What To Say When You Get A “No” In Sales What are the chances of getting a “no” to your offer in sales? Probably around 70% of the time, this is what we will get. Given that type of frequency and hit rate, you would think that salespeople would be masters of dealing with this type of response. You would be wrong. The chemicals kick in and sales people lose all reason. I was reminded of this recently when we were conducting sales training. It is hard to create a new habit for salespeople.

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11:51

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

The Sales Japan Series ·

2019/02/19

When Is The Best Time To Call A Prospect In Japan? Japan is merciless with salespeople. When you call the client’s company everyone is doing their absolute best to make sure you don’t get to talk to the boss. They won’t tell you their name, they don’t offer the take a message for you, the whole vibe is “get lost”. If you don’t know the precise name of the person you want to speak with, then the wall of steel descends very quickly. They will question you as to why you want to speak to the

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12:58

120: Get Your Sales Call Roadmap

The Sales Japan Series ·

2019/02/12

Sales Call Roadmap Because the vast majority of people in sales have no idea what they are doing, they are making it up as they go along. Wouldn’t it be better to have a roadmap to progress the making a sale? This roadmap will keep us on track and not allow the buyer to take us off on a tangent that leads to nowhere. Foundering around with no central direction wastes a lot of key buyer facing time and we don’t want to do that. We can’t expect unlimited access because of their busy schedules, so

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14:17

119: Technical Salespeople Must Be Good Presenters Too

The Sales Japan Series ·

2019/02/05

Technical Salespeople Must Be Good Presenters Too Knowledge of the specifications, functionality, inner workings are all fine and dandy but not enough anymore. Increasingly technically specialised people are being asked to deal with people other than their normal counterparts. Once upon a time, the engineers spoke with other engineers on the buyer side and that was about it. A nerdy lovefest of specs. Today there are broader spectrum buying teams. These “civilians” are often the key

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11:45

118: No Value, No Sale

The Sales Japan Series ·

2019/01/29

No Value, No Sale We believe in our product and we are very knowledgeable about the facts, details, specs, etc. We launch straight into our presentation of the details with the buyer. They want to negotiate the price. Do we see the connection here, the entire catastrophe? Often salespeople are slogging it out, lowering the price, hurting their positioning of the brand, lowering their own commission. In Japan once we have established a low price for the product or service it is very difficult

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17:24

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

The Sales Japan Series ·

2019/01/22

How To Handle “We Are Happy With Our Current Supplier” Pushback Japan loves the Devil they know over the Angel they don’t know. Change here is hard to achieve in any field, because of the inbuilt fear of mistakes and failure. This country takes risk aversion to the highest heights in business. There are no rewards for salaried employees to take risk. There are massive career downsides though, if things go wrong, due to an initiative they introduced. Personal accountability is not very

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17:49

116: Selling In the Coming 5 G World

The Sales Japan Series ·

2019/01/15

Selling In The Coming 5G World The release of 5G or fifth generation mobile networks is only a few short years away, probably around 2020. There is a lot of controversy at the moment about the reliability of different providers, but the real story hasn’t been grasped yet. Our phones currently run on a 4G standard, which provides a certain connectivity speed. Interestingly the move from 4G to 5G, isn’t a simple speed doubling process. Reports are that the difference is 5G will be 600 times

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18:31

115: Selling Yourself First

The Sales Japan Series ·

2019/01/08

Selling Yourself First Selling yourself first can have two dimensions. One is selling yourself on the product or service, so that the client feels your integrity when you recommend the purchase. The other aspect is that the buyers buy us first and then they buy the product. They are related, because our belief in what we are doing shines through and the client feels they can trust us. Conmen will fluff themselves up, look pretty, be honey tongued and ever so charming. They will make one sale

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14:00

114: Lying Salespeople

The Sales Japan Series ·

2019/01/01

Lying Salespeople Riffraff inhabit all corners of the business world, but the sales profession suffers more than many others. Bankers do all sorts of evil things with our money. Stock brokers do all sorts of evil things with our money. Real estate agents tell one version of the truth to buyers. Government officials purloin our money. Everywhere you look, someone is ripping us off. However, these industries and institutions do not get blanket smeared with the failings of the few, like in the

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14:00

113: Client Need Clarity

The Sales Japan Series ·

2018/12/25

Client Need Clarity Do we have a clear understanding of what the client’s needs are? These can vary beyond the obvious of increased profitability. It might be more important to gain market share, than drive profits. Or, it may be that profits are not as much emphasised, as investing in further growth. How do we seek to understand their needs and at the same time differentiate ourselves from every other salesperson, equally raring to go with their interrogation of the client’s needs? What does

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