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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

10:39

381 The Two-Step Process When Selling In Japan

The Sales Japan Series ·

2024/04/16

Getting a deal done in a single meeting is an extremely rare event in Japan. Usually, the people we are talking to are not the final decision-makers and so they cannot give us a definite promise to buy our solution. The exception would be firms run by the dictator owner/leader who controls everything and can make a decision on the spot. Even in these cases, they usually want to get their people involved to some extent, so there is always going to be some due diligence required. In most cases,

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13:11

Sell With Passion In Japan

The Sales Japan Series ·

2024/04/09

We often hear that people buy on emotion and justify with logic. The strange thing is where is this emotion coming from? Most Japanese salespeople speak in a very dry, grey, logical fashion expecting to convince the buyer to hand over their dough. I am a salesperson but as the President of my company, also a buyer of goods and services. I have been living in Japan this third time, continuously since 1992. In all of that time I am struggling to recall any Japanese salesperson who spoke with

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11:53

380 Dress For Success When Selling In Japan

The Sales Japan Series ·

2024/04/01

I recently launched a new project called Fare Bella Figura – Make a Good Impression. Every day I take a photograph of what I am wearing and then I go into detail about why I am wearing it and put it up on social media. To my astonishment, these posts get very high impressions and a strong following. It is ironic for me. I have written over 3000 articles on hard core subjects like sales, leadership and presentations, but these don’t get the same level of engagement. Like this article, I craft it

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12:22

379 Selling Yourself From Stage In Japan

The Sales Japan Series ·

2024/03/26

Public speaking spots are a great way to get attention for ourselves and what we sell. This is mass prospecting on steroids. The key notion here is we are selling ourselves rather than our solution in detail. This is an important delineation. We want to outline the issue and tell the audience what can be done, but we hold back on the “how” piece. This is a bit tricky, because the attendees are looking for the how bit, so that they can apply it to fix their issues by themselves. We don’t want

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11:14

378 How We Lose Clients In Sales In Japan

The Sales Japan Series ·

2024/03/19

Finding clients is expensive. We pay Google a lot of money to buy search words. We pay them each time someone clicks on the link on the page we turn up on in their search algorithm. We monitor the pay per click cost, naturally always striving the drive down the cost of client acquisition. If we have the right type of product, we may be paying for sponsored posts to appear in targeted individuals’ social media feeds. This is never an exact science, so there is still a fair bit of shotgun

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10:06

377 Using Demonstrations and Trial Lessons To Sell In...

The Sales Japan Series ·

2024/03/12

Salespeople are good talkers. In fact, they are often so good, they decide to do all the talking. They try to browbeat the buyer into submission. Endless details are shared with the client about the intricacies of the widget, expecting that the features will sell the product or service. Do we buy features though? Actually, we buy evidence that this has worked for another buyer very similar to us, in a very similar current situation in their business. We are looking for proof to reduce our

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12:07

376 The Buyer Is Never On Your Schedule In Japan

The Sales Japan Series ·

2024/03/05

I am very active networking here in Tokyo, scouring high and low for likely buyers of our training solutions. I attend with one purpose – “work the room” and as a Grant Cardone likes to say, find out “who’s got my money”. I have compressed my pitch down to ten seconds when I meet a possible buyer at an event. My meishi business card is the tool of choice in this regard. Most people here have English on one side and Japanese on the other. I was like that too until I got smarter about selling our

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11:51

375 Content Marketing Is Great For Japan Sales But...

The Sales Japan Series ·

2024/02/27

Access to social media has really democratised salespeople’s ability to sell themselves to a broader audience. Once upon a time, we were reliant on the efforts of the marketing team to get the message out and, in rare cases, the PR team to promote us. Neither group saw it as their job to help us as a salesperson, and they were more concentrated on the brand. Today we have the world at our beck and call through social media. We can promote ourselves through our intellectual property. We can post

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12:34

374 Japan Small Businesses Must Pick Up The Dregs Of...

The Sales Japan Series ·

2024/02/20

Japan is facing a serious shortage of staff in many industries. The job-to-applicant ratio rose to 1.28, the Ministry of Health, Labor and Welfare announced recently. The ratio means there were 128 job openings for every 100 job seekers.The figure has not yet reached the pre-pandemic level of 1.6 in 2019. The hospitality sector in particular, lost a lot of part-time staff during Covid and they haven’t returned in numbers sufficient to match the needs of employers. Hotels are getting back to

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11:24

373 In Sales, How To Break Through The Buyer Brain...

The Sales Japan Series ·

2024/02/13

Sales people are in massive competition today, with all the distractions that are out there for the client’s attention. We want to get our message across about how we can help build the client’s business, but it is a tough row to hoe because of all the competition we face from meetings, emails and social media. There are so many things that are occupying the minds of our clients and our buyers before we get to talk to them. We have the appointment, we have their time; we turn up on the day. But

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14:15

372 In Sales, How To Be Liked By Different Types Of...

The Sales Japan Series ·

2024/02/06

Our circle of friends will usually be people with whom we share a lot of commonalities. Our viewpoints merge, our interests are similar, we like the same types of things. We get on easily. Life however throws us many curved balls, as meet new people who are not like us. Often we struggle when dealing with them. There are nine tried and true human relations principles we can use to improve our ability to get on with everyone, rather than just a select few who are more like us. I am going to

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12:08

371 The Real Know, Like and Trust In Sales: Part...

The Sales Japan Series ·

2024/01/30

In the first two parts of this three part series we have gone deep on how to become known and liked by buyers. That is all very well, but if they don’t trust us, they won’t buy our solutions if they can avoid it. If you are in an industry where the supply side is totally restricted and the buyers have to compete for supply, then lucky you. I have never had that luxury and I would guess 99.9% of salespeople are in my boat. How do we get buyers to trust us? The answer is in our kokorogamae. This

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15:57

370 The Real Know, Like and Trust In Sales In Japan:...

The Sales Japan Series ·

2024/01/24

In Part One, we went deep on the KNOW Factor in sales and today we turn to why we need to be likeable. Actually, do we need buyers to like us? Maybe not in every case, but it doesn’t hurt does it? As a buyer yourself, would you rather deal with someone you like, rather than a person you didn’t like? We will all prefer to work with people we like, but what makes us likeable? Some clients we get on with like a house on fire and others not so much. In my case, I want to turn all of my clients into

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12:19

369 The Real Know, Like and Trust In Sales In Japan:...

The Sales Japan Series ·

2024/01/16

We have all heard this bromide about Know, Like and Trust in sales, but have we really deeply explored what it means in today’s post-Covid business climate? Over the next three contributions, I am going to go deep on these three aspects of sales. The Marketing Department will work on promoting the brand, but it very rare that they ever promote individual salespeople. Let’s assume they won’t be spending any money on us and so we are on our own. Grant Cardone is a really hard driving, hard core

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12:47

368 AI Created Content Is Average So Add Your...

The Sales Japan Series ·

2024/01/09

AI has opened the floodgates to allow any idiot to create content. If content marketing is an important vehicle for promoting your credibility in business, then be concerned. Most content is currently created by people who are literate, that is, they can write the pieces themselves. One notable exception is Gary Vaynerchuk and I am a big fan. He is a prolific creator of content, including best-selling books and readily admits he cannot read or write well. However, he is really able to talk and as

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09:51

Let’s Go For The Sale’s Bulls-Eye

The Sales Japan Series ·

2023/12/26

Sale’s solutions are what make the business world thrive. The client has a problem and we fix it, our goods or services are delivered, outcomes are achieved and everybody wins. In a lot of cases however these are only partial wins. Problems and issues are a bit like icebergs – there is a lot more going on below the surface than can be spotted from the captain’s bridge. The salesperson’s role is to go after the whole iceberg and not just the obvious bit floating above the waterline. The standard

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08:27

Selling Ain’t Telling

The Sales Japan Series ·

2023/12/19

He slid effortlessly into the chair and before I knew it, he had popped open the oyster shell of his laptop and was pointing his screen menacingly in my direction. Uh oh! Powerpoint slide after powerpoint slide bombarded me with detailed data, specs, diagrams and text information. After 20 minutes he stopped the torture. “Wow”, I thought, “he hasn’t managed to ask me even one teensy question during this session of our first meeting”. His business card announced he was the Sales Director – that

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22:34

Principled Salespeople Win

The Sales Japan Series ·

2023/12/12

In 1936 an unknown author, despite many frustrating years of writing drafts and receiving publisher rejections, finally managed to get his manuscript taken up by a major publishing house. That book became a classic in the pantheon of self-help books – “How to Win Friends and Influence People”. Surprisingly, many people in sales have never read this work. Plato, Socrates, Marcus Aurelius etc., were all around substantially prior to 1936 and we still plumb their insights. Dale Carnegie has definitely

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12:34

Credibility Counts For Everything In Sales

The Sales Japan Series ·

2023/12/05

Salespeople are carrying around a lot of baggage with them when they visit clients. The smooth talking, dodgy sales person trying to con us, is the folkloric villain of the piece. Reversing that doubt and hesitation is critical to gaining acceptance as a valuable business partner for the client. This entire problem is magnified when we meet the client for the first time. Because the client’s don’t know us, their default position is one of caution and doubt. We have all grown up being rewarded for

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09:37

Sales Certainty

The Sales Japan Series ·

2023/11/28

The hardest sales job in the world is selling something you don’t believe in yourself. The acid test is would you sell this “whatever” to your grandmother? If the answer is no, then get out of there right now! It is rarely that clear cut though. The more important test is whether what you are selling solves the client’s problem or not. Selling clients on things that are not in their best interests is a formula for long-term failure and personal and professional brand suicide. There are elements of

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469 results

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