Oct 28, 2015
Buyers Behaving Badly
The customer is Kamisama (God) in sales. We hear this a lot in Japan across all industries and sectors. Sometimes however, the buyer can more like an Oni (Devil) when they deal with salespeople. Bad behavior is bad behavior regardless of the source, but when you are trying to sell a company on...
Oct 21, 2015
What Successful Women Presenters Do Well
I attend lot of events in Tokyo and probably the vast majority of business audiences that I see here have a 70/30 male female ratio. For any presenter understanding your audience is a key part of the preparation and delivery. I have noticed a few commonalities amongst the most...
Oct 14, 2015
The Death Valley of Sales
Sales cannot run like a manufacturing production line. We are not making industrial cheese here. This is more like an artisanal pursuit, closer to art than science. Yet, every sales force on the planet has targets which are usually uniform. Each month, the sales team has to deliver a...
Oct 7, 2015
Unpacking Donald Trump’s Persuasion Power
Donald Trump breaks many of the rules of presenting but he gets the key stuff right. Love him or loath him as a contender for the Republican Party Presidential race nomination, he continues to perform strongly in the polls, against the expectations of the vast majority of...