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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

10:27

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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10:18

92: Handling Buyer Objections In Business In Japan

The Sales Japan Series ·

2018/07/31

Handling Buyer Objections In Business In Japan You would expect that salespeople would hear a lot of objections from buyers, particularly the same objections and therefore would be pretty good at handling them? Well that actually isn’t the case. In some cases, the salespeople imagine they can drive the process by force of will and by pushing the buyer to change their mind. This is ridiculous anywhere, but especially so, here in Japan. Or they want to argue with the buyer, outmaneuver them,

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09:28

91: Explaining The Application Of The Benefits To...

The Sales Japan Series ·

2018/07/24

Explaining The Application Of The Benefits To Buyers In Business In Japan Japan loves data and detail. All good, but it can be a trap when you are here trying to make sales in Japan. In a Western sales model there is a defined process to go through and the buyer is also trained on how that works as well. In the Japanese case there is a love of detail bias. This will take you down the wrong path, if you let the buyer control the sales call. Which is what happens to all the Japanese salespeople

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11:23

90: Buyer Personality Styles in Business In Japan

The Sales Japan Series ·

2018/07/17

Buyer Personality Styles In Business In Japan We usually think in terms of cultural differences with the West when we are dealing with Japan. In fact, personality style differences of the buyer are much more important. Cultural factors form a base and on top of that are the idiosyncratic differences between Japanese buyers and ourselves. This becomes very key in communication terms. We won’t be changing our personality style or that of the buyer any time soon, but we can vary our communication

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11:23

89: Asking Buyers Questions When Doing Business In Japan

The Sales Japan Series ·

2018/07/10

Asking Buyers Questions When Doing Business In Japan In the West, we have all been trained in consultative selling for many decades. The buyers are used to salespeople turning up and asking a lot of questions to find out if there is some way they can help the buyer, through providing their solution to solve buyer problems. The act of asking questions is never even thought about, because that is how it is done. In Japan, they don’t really have professional salespeople, because here they have

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11:18

88: Respect In Business In Japan

The Sales Japan Series ·

2018/07/03

Respect In Business In Japan Respect in Japan may be more similar to concepts in European countries rather than new world countries like the USA, Canada or Australia. Age and stage probably carry more weight in older civilisations than in these bold new upstarts. In Japan, a low ranking minion in a big company can have more status than the President of a small company. The President will show a lot more respect than what we would associate with the status of the person working for the bigger

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13:30

87: Formality In Doing Business In Japan

The Sales Japan Series ·

2018/06/26

Formality In Doing Business In Japan Formality in Japan is linked very closely to what is perceived as being polite. European countries may feel more familiar with Japanese style formality, but for countries like the US, Australia, Canada etc., this level of formality is not the usual. There is a sense of formality here in Japan that is unexpected and sometimes hard to fathom for most foreigners. The most formal meeting I have ever attended in Japan was when I met the current Emperor in his

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09:09

86: Nemawashi Or Groundwork In Business In Japan

The Sales Japan Series ·

2018/06/19

Nemawashi Or Groundwork In Business In Japan Nemawashi is a very important word in Japanese. It is made up of two words “ne” which means root and “mawashi” which means to wrap around. Or wrapping up the root. A good translation however is “groundwork”, usually associated with a decision or a meeting. In Japan they can move 15-20 meters trees from one location to another. They dig down, cut the tap root, bind up the root ball, get a big crane, put the whole tree on a truck and transplant it to

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12:14

85: Networking When Doing Business In Japan

The Sales Japan Series ·

2018/06/12

Networking When Doing Business In Japan There are two varieties of networks here for me - the Japanese speaking and the English speaking. With regards to the Japanese speaking groups, there are a few things which are a bit different. Japanese people are raised not to talk to strangers and guess what, they carry this idea over to networking events as well. In a typical Japanese event, it goes like this: if I know you and I meet someone else I know, I will introduce you to each other. I won't

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11:00

84: Gaining Buyer Trust When Doing Business In Japan

The Sales Japan Series ·

2018/06/05

Gaining Buyer Trust When Doing Business In Japan Trust is a big issue in Japan. The people we deal with in companies are salaried employees, who have probably been with that same company their whole career. There is an escalator system here that carries you upward over the many years of your career. “Steady as she goes” is the mantra. They are primarily interested in gradually moving up inside the firm by making no mistakes. The best way of not making a mistake is to do nothing new or risky.

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12:10

83: Customer Service When Doing Business In Japan

The Sales Japan Series ·

2018/05/29

Customer Service When Doing Business In Japan Japan is probably the leading country in the world for customer service. These are seriously picky, picky consumers here. If you are dealing with consumers then you had better have your quality act together. They will not tolerate poor quality. Their expectations are extremely high and they will complain vigorously if those standards are not being met. It is often hard to understand. I grew up in Queensland in Australia and it is famous as a

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11:00

82: Networks For Doing Business in Japan

The Sales Japan Series ·

2018/05/22

Networks For Doing Business In Japan In business the ability to develop a strong network is critical. There is nothing better than getting to know buyers through these networks and establish a personal connection. Japan is the premier nation on the planet for networks. When I first came here in 1979, I was taken to a ryokan- a traditional inn with a hot spring bath. That evening we could hear this raucous party going on next door in one of the restaurants. It turned out to be the annual reunion

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10:05

81: Getting Paid In Business In Japan

The Sales Japan Series ·

2018/05/15

Getting Paid In Business In Japan Nothing happens in commerce without a sale being made. Great to know that, but what about being paid for the sale? Now, in some countries this can be an issue. We find ourselves swimming with sharks who are transactional in their thinking and have no hesitation in ripping us off. Fortunately, Japan isn’t in that category. We have rule of law here in Japan, plus a very healthy moral code. Japanese people abide by the law, they line up nicely for trains and

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10:48

80: Salespeople, Money and Motivation In Japan

The Sales Japan Series ·

2018/05/08

Salespeople, Money and Motivation In Japan Salespeople are motivated by money and the more money they can make the more motivated they become. Except in Japan. Here salespeople are looking for stability, regular income, without the trials and tribulations of a commission sales life. Actually, what they really want is a steady salary regardless of how much they sell. The next preference is for a regular salary and some bonuses if they do well. The less palatable constructs involve commission sales

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10:58

79: Educate Yourself In Sales

The Sales Japan Series ·

2018/05/01

Educate Yourself In Sales There are almost no sales courses at Universities. Maybe, in the USA somewhere, a University is offering something on selling, but it would be a rare bird amongst the academic ivory towers. By the way, who would be teaching this course and what do they know about the real world of sales? We can graduate with a bachelor degree, a masters degree or a Ph.D. in a wide range of business related subjects and never do one course on how to sell. Why is that? Selling is a

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10:25

78: Where You Sit Determines How You Buy In Japan

The Sales Japan Series ·

2018/04/24

Where You Sit Determines How You Buy In Japan Every role in a company has its own priorities, perspectives and functions. When we are selling to individuals inside the company we need to make sure we really understand who we are talking to. When we are out networking at events, we meet a broad sway of people from different industries, companies and functions within the companies. Fortunately with the business card system here in Japan, we can quickly tell what section and role the person we have

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12:29

77: Selling To Buying Teams

The Sales Japan Series ·

2018/04/17

Selling To Buying Teams In Japan it is rare to be selling to one person. Even if we only meet one person, there will be others who have to be consulted and have an influence over the buying decision. It is often the case that we meet teams of buyers in the meeting. We may have our champion helping us to become a provider for the client company, but there may also be blockers who attend the meeting to make sure nothing happens. When the numbers increase, the complexity of getting a positive

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13:58

76: No Sale's Questions Please, We Are Japanese

The Sales Japan Series ·

2018/04/10

No Sale’s Questions Please, We Are Japanese I was visiting the office of one of my multinational corporate clients and we were talking about the issues he was facing with his Japanese sales team. His product is given the “yes” or “no” purchase decision by the business owner. In this industry the business owners have very little time available so getting an opportunity to speak with them is gold in itself. There are also lots and lots of competitors in this business, so the buyers have no

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14:05

75: Totally Ineffective Sales

The Sales Japan Series ·

2018/04/03

Totally Ineffective Sales The phone rings and a magazine wants to interview me for a series where they feature companies located in suburb of Minato-ku, in central Tokyo. I had never heard of this magazine, but am always grateful for any media exposure, so I say “Yes” to the interview. The date and time are fixed. One twist to the interview was that it would involve an interview by a Japanese actor, who I had never heard of. Fine, because what do I care, as long as the media exposure is there, I

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12:43

74: Do Your Homework When Selling

The Sales Japan Series ·

2018/03/27

Do Your Homework When Selling I take the phone call and I noted they were asking for me in particular, rather than to speak to the boss. That tells me they know who I am, but I don’t recognise the company name when my assistant is transferring the call. I get a blast of words strung together down the phone line which I cannot quite catch. I ask them to tell me the name of their company once more. I still can’t get it, so I request “could you please spell it for me?”. This is when I realise the

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473 results

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