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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

10:45

112: Never Forget A Customer; Never Let A Customer...

The Sales Japan Series ·

2018/12/18

“Never Forget A Customer; Never Let A Customer Forget You” This is an old saying in sales and one we forget at our cost. We might have made the sale and then we keep moving forward. We get wrapped up in the intricacies of the getting other customers to commit and in the logistical details of delivering our previously sold service or product. Our schedule fills up quickly and we have filled it with the present and future, not the past. That customer we sold to gets forgotten in this busy life

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13:31

111: Join The Conversation Going On In Your...

The Sales Japan Series ·

2018/12/11

Join The Conversation Going On In Your Prospect’s Mind We have all had the experience of talking at cross purposes with someone. We are both having a conversation that makes sense to ourselves, which is logical and congruent, but which baffles our interlocutor. After a while we realise we were both talking about unrelated things. This is not the type of conversation we want to be having with buyers. We want to be on song, on topic, right on the button with what we are discussing. There is no

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11:36

110: The Successful Salesman and Saleswoman Has A Plan

The Sales Japan Series ·

2018/12/04

The Successful Salesman and Saleswoman Has A Plan “We don’t plan to fail, we fail to plan”, is an old saw that is still true today. Despite an avalanche of tools to help us plan well, we still manage to do a lousy job of it. Another oldie goldie is “a good workman doesn’t blame his tools” and so this applies perfectly to the tech panoply we have at our fingertips. Having tools available and using them at all, much less effectively, is the bugbear of most sales organisations. The firm buys the

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13:08

109: Forensic Sales Questioning Skills

The Sales Japan Series ·

2018/11/27

Forensic Sales Questioning Skills The idea of asking questions of buyers during sales calls is actually ancient. For at least eighty years, we have known this is the most effective way of getting agreements to our offers. If this key insight has been around for so long, how come there are so few salespeople who have discovered it yet? Salespeople turn up to see clients and launch forth straight into their pitch. They do this without having asked even one question about what the buyer wants,

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01:15:34

108: Sales Essentials

The Sales Japan Series ·

2018/11/20

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12:31

107: Read The Air When Selling

The Sales Japan Series ·

2018/11/13

Read The Air When Selling There is a saying in Japan, Kuki wo Yomu, which means read the air or be aware of the atmosphere or subtexts in the meeting. In sales, we need to be on high alert all the time for what is the atmosphere prevailing with the buyer at this moment. What are any changes we are noticing during the meeting and what sort of changes do we want to see. I was talking to a salesman about a call he and a colleague had made on a buyer. The buyer was an existing client and this was

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12:33

106: Building Expert Authority With Buyers

The Sales Japan Series ·

2018/11/06

Building Expert Authority With Buyers “You are who Google says you are” is a quote from Timbo Reid, the host of the “Small Business Big Marketing” podcast which I follow. His point is people check us out before they meet us, using search engines like Google. In sales, buyers will also peruse our company website, search us out on Google and probably look us up on LinkedIn, Facebook, Twitter and Instagram. What are they going to find there? Are we in photos on Facebook, doing something stupid,

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12:33

105: Sales Poor Performers

The Sales Japan Series ·

2018/10/30

Sales Poor Performers Are you failing in sales or do you have sales staff who are not making their numbers? Sales is a brutal, metrics based activity where there are no hiding places or at least none that can be sustained. Eventually, the numbers show if you are making it or you are not. What happens then? In the West the usual next step is you are fired and a replacement is found. Japan is a bit different. The social and legal bias is against firing people for poor performance. In the case

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11:41

104: We Give Added Value. No You Don’t!

The Sales Japan Series ·

2018/10/23

We Give Added Value. No You Don’t! The chocolate on the pillow, the fruit bowl or the wine bottle and glasses in your hotel room are often cited as examples of good service, adding extra value to the client. We may be doing something similar in our business, from our side for free, that we imagine is adding extra value to the buyer. The idea is cute but the thinking is a bit fuzzy. I am on a diet, so I don’t appreciate the chocolate. I don’t drink, so I can’t enjoy the wine. Perhaps I have an

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11:00

103: "We Don't Have Any Budget". Yes you do!

The Sales Japan Series ·

2018/10/16

“We Don’t Have Any Budget”. Yes You Do! In the profession of sales, this is one of the most widespread pushbacks on our sterling offer. It also a false flag as well. We should never believe it when we hear this, because they certainly have budget. What they really mean is they are not prepared to allocate any of their budget for this product or service. Why would they be that crazy and not make the allocation? The issue is with us, we salespeople. We have not provided enough value to warrant

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13:26

102: Regional Differences When Selling In Japan

The Sales Japan Series ·

2018/10/09

Regional Differences When Selling In Japan Japan is a big small place. It is about the same size as the UK, but is covered in mountains, the latter making up 70% of the land area. We have very few of those horizon stretching field vistas like they have in England. This mountainous aspect has led to quite strong sub-regional differences here, especially reflected in language, customs and cuisine. England has these too, but I think Japan is more pronounced in this regard. These differences pop up

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12:09

101: What Is Kokorogamae And Why Does It Matter In...

The Sales Japan Series ·

2018/10/02

What Is Kokorogamae And Why Does It Matter In Sales In Japan? Intention in life is key. Are we living an intentional life or are we a buffeted bystander of what is happening around us? We have our personal vision, aspirations, goals, targets or maybe not. Sales is one area of professional pursuit where intention is everything. Assertion is key in sales, but it is assertion with a Smiley Face not a grimace. Of course, salespeople need to have superb people and communication skills. The point

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13:35

100: What Is Different About Selling In Japan

The Sales Japan Series ·

2018/09/25

What Is Different About Selling In Japan? This is a pretty big subject, so I will pick up a few of the more noteworthy differences. In the West, salespeople, for the most part, are involved in an occupation for which they have received no training. They are thrown into sales, to sink or swim. If they don’t sell, they don’t eat, because of the sales commission structures. Total commission based remuneration is a normal thing in most countries or at least the pay structures will have a very high

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12:52

99: Send It To Me - Uh Oh!

The Sales Japan Series ·

2018/09/18

“Send It To Me” – Uh Oh! How I hate those four words – “send it to me”. I get that heavy feeling in my stomach and around my shoulders. I know we are now on the path to sale’s hell. I particularly hate it when I hear that request after I have tried for the second time to secure a meeting to go through things face to face. After you have requested the meeting and they push back, you can go back again and try for the meeting. However, when they push back twice in a row you have nowhere to go,

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09:34

98: Busy Bosses You Need To Go With Your Salespeople...

The Sales Japan Series ·

2018/09/11

Busy Bosses You Need To Go With Your Salespeople To See Clients Many of us are player/managers. We run the sales team and we also do our own sales. This means we are pretty busy bees, buzzing around trying to cook up some deals for ourselves, as well as keep the various sales team noses to their respective grindstones. One of the dangers though is we start to leave the business of sales to the salespeople entirely. Especially so when they are seasoned regulars and highly experienced. We feel

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11:32

97: No Pain, No Gain In Sales Baby

The Sales Japan Series ·

2018/09/04

No Pain, No Gain In Sales Baby When you contemplate this title you are probably thinking about heroic sales efforts, massive privations, sacrifice, striving, discipline, patience and forbearance. Actually I am not talking about any of that mighty stuff. I am talking about your client. The really irritating thing about sales is trying to get someone to buy who doesn’t need what you are offering. You know they should have it, but they don’t know. That makes it really hard to persuade the buyer to

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11:51

96: Pitch Request Recovery

The Sales Japan Series ·

2018/08/28

Pitch Request Recovery Stony motherless silence unleavened by a stony face. That was the reaction to my questions from this Japanese buyer and other subsequent buyers. I had studied the American sales guru’s sales techniques. I was a devotee of “consultative sales” and here I was in Japan trying to sell stuff and failing. In those days back in the early nineties, I was primed to ask my questions using the American guru sale’s models. Find out if they are the decision maker, if they are ready

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09:55

95: Follow Up In Business In Japan

The Sales Japan Series ·

2018/08/21

Follow Up In Business In Japan There are two elements of follow up in Japan. One is when you have concluded the deal and it is time to effect the delivery of the service or product. Prior to that, there has usually been a long drawn out process going on, where the buyer side have “been thinking about it”. Actually they have been thinking about it because they need to get consensus internally on whether they should do the deal or not. They are trying to ensure they have minimized any risk, that

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01:06:17

94: The 7 Fail Points in Sales In Japan

The Sales Japan Series ·

2018/08/14

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10:27

93: Closing Sales In Business In Japan

The Sales Japan Series ·

2018/08/07

Closing Sales In Business In Japan You would think that asking for the order would be the simplest thing in a sales job. Not the case here in Japan. Surprisingly a lot of salespeople here in Japan never ask directly for the order. They get to the point where they should ask but they choose not to. One of the reasons is they fear rejection, getting a “no”. They job of sales is an emotional rollercoaster all around the world, so preserving your self-esteem and self-belief is critical. There is

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