The Sales Japan Series

Salespeople’s bad habits just migrate right across to the online world.  If you were just pitching your product before, hoping to snag a deal, you will be doing the same thing when staring at the cli…

We now sell in the Age of Distraction and the Era of Cynicism.  When the client is talking to us online, they can be so easily distracted and can be secretly multi-tasking in the background, not payi…

When we meet people for the first time, we put them through a number of filters.  The easiest one is visual. How do they dress? What hairstyle do they have? Are they tall or short, fat or slim, beaut…

Online meetings with existing clients are a breeze.  The connection is there, the history, the trust has been built and the rapport building was done a long time ago. Basically this is a walk in the …

Meeting a potential new customer online is a daunting prospect for salespeople.  All of the skills we have built up have been tailored and refined for the face to face environment.  Being in the same…

I love dark chocolate.  One of the downsides of my chocolate proclivity is that the lift from the sugar is followed by a deep drop in energy. One answer would be to keep eating chocolate all day, so …

We have come to the final stage of the sales process, getting people to agree to move forward and place their order.  We have built the trust, understood the buyer’s needs, matched our solution to th…

We have moved along the continuum of the sales process, from making the cold call, getting the appointment, building trust, asking insightful questions to presenting our solution.  This is when the w…

So far, we have dealt with making the cold call to get a meeting, building trust, getting permission to ask questions, using a four step structure to get information about what the client needs.  Now…

The Cold Calling On Zoom Salesperson - Part Three

In Parts One and Two we looked at the early stages of the cold call, getting rapport established and then asking for permission to delve deep into th…

The Cold Calling On Zoom Salesperson - Part Two

In Part One we looked at how to get a meeting when you are cold calling and cannot meet the buyer face to face.  When working the phones, cold callin…

The Cold Calling On Zoom Salesperson – Part One

Cold calling is always a subject of great debate and interest.  I have been doing podcasts for the last seven years and episodes which feature the su…

The Ubiquitous Meishi Exchange and Event Networking -  Are They Now Dead?

As the President of my company in Japan, it is almost impossible for me to cold call Japanese companies.  If a Japanese pro…

Presenting Your Sales Materials Remotely

Sitting in that tight, too cosy meeting room, opposite a throng of buyers, is now a figment of our fevered salespeople’s imaginations.  We were able to whip…

Covid-19 Triggers Tough Negotiations (Part 2)

In Part One we looked at some of the key basics in negotiating:

1. Our Position
2. The Client’s Position
3. Our Analysis
4. What We Will Present
5. How Will We Barga…

Covid-19 Triggers Tough Negotiations (Part 1)

Clients who are now suffering will shortly make you suffer too.  They will be much more price sensitive and cautious than before.  They are reading the…

Salespeople Should Start Preparing For V-J Day

At what point will things get back to some semblance of normality?  It is a bit like trying to pick the bottom of the current stock market drop.  We w…

Covid-19 Or Not, You Still Have To Master Client Objections

Client hesitation or objections to buying from us are indicators we have failed in some keys areas in our preparation, questioning or sol…

Typically we speak at 150-200 words per minute but we can listen at up to 600 words.  We have excess capacity and sometimes our concentration strays and we stop really listening to others.  We might …

Covid -19 Sales University

Living in Brisbane, I would commute to and from work by car listening to audio tapes on business subjects like sales, customer service, negotiating, speaking skills, etc.…