The Sales Japan Series

Emotional Selling “We buy based on emotion and justify with logic”.  We have probably all heard that before, but when ... Read more

Customer Service: Problems and Solutions Things go wrong.  Deliveries don’t turn up or are incorrect.  Dates and deadl... Read more

Managing A Sales Team In Covid-19 Lockdown Farmers and hunters in your sales team represent a type of harmony in peace... Read more

"Your Price Is Too High" - Your Reply Is? When your client hits you with 'your price is too high" what do you say? Are... Read more

The 80/20 Rule Of Selling We are all familiar with the 80/20 Pareto Principle, where 20% of buyers account for 80% of ... Read more

Totally Ineffective Sales The phone rings and a magazine wants to interview me for a series where they feature compani... Read more

When Is The Best Time To Call A Prospect In Japan? Japan is merciless with salespeople.  When you call the client’s co... Read more

How To Disagree But Still Keep Your Customer The Customer is King.  How do you say “no” to the King?  In ancient tim... Read more

Why We Mess Up Customer Service Poor customer service really irritates us.  When we bump into it, we feel betrayed by ... Read more

Dealing With Buyers Who Won’t Reveal Their Problem The basics of professional selling requires good questioning skills... Read more

The Sales Valley of Death Sales cannot run like a manufacturing production line. We are not making industrial cheese h... Read more

How To Handle “We Are Happy With Our Current Supplier” Pushback Japan loves the Devil they know over the Angel they do... Read more

The Mental Game Of Sales There are two players in this mental game of sales.  The buyer and the seller and they are pl... Read more

Growing Existing Account Sales You call on your client at their downtown office and you are ushered into one of those ... Read more

Selling From Your Home Office Normally we lob up to meet the buyer in their office meeting room.  With the buyer and o... Read more

Widen That Buyer Gap Or Else Having a buying need and doing something about it can often be quite disparate ideas. The... Read more

Handling Sale's Meltdowns Sales is a tough gig. Sometimes the whole sale's meeting turns out to be a disaster. I had o... Read more

How Good Are Your Key Touch Points In Sales? Jan Carlzon’s book “Moments Of Truth” should be standard reading for ever... Read more

Story San, We’ll Think About It In Japan, this “We’ll think about it” response is often the result at the second meeti... Read more

Unprofessional Professional Salespeople Salespeople in their forties, who have been selling their whole careers are pr... Read more