Episode #100 !!!!! In Sales What You Really Want: The Japan Business Mastery Show

In Sales What You Really Want: Episode #100 (Audio here for multi-taskers!!) The Japan Business Mastery Show

Wow!! - 100 Episodes

Thank you everyone for your support and thanks to you, we are still releasing shows every week.

When I started this show two years ago, I thought there was a need for bite-sized pieces of content for super-busy people. None of us is getting any more disposable time are we, despite all the tech we have.

So how can I help people with "zero" time access information about doing business in Japan? Voila - "The Japan Business Mastery Show" was born.

For those with about 15 minutes to invest, my other podcast - "The Cutting Edge Japan Business Show" may be of interest. This is a little more long form than the Japan Business Mastery Show, but not too long.

Thank you again for becoming fans of the Show and let's go get that 200th Episode happening!!

So let's get into this week's content....

Clever, shallow, smooth as silk, glib, “rat with a gold tooth” salespeople are the scourge of the earth. There are no barriers to entry or qualifications to enter this field of sales work. Riff raff need not apply but quite often they do. Some will tell you anything, they live for today and like a shark, are constantly moving around in order to feed.  

So, how do honest salespeople get anywhere when the image of the profession is so negative. The key point to differentiate yourself from the shady carnival barker type, sales pond scum and assorted lowlifes giving the rest of us a bad name, is to stop focusing on sales. Instead focus on the re-orders. 

This mental shift is fundamental. A sale can be a one-time thing, a transient satisfaction of a temporary itch. The re-order concept is totally relationship based and is linked to the idea of the lifetime value of the buyer. In business, your true intention is to be a long-term partner in achieving the client’s success, on the basis that the more successful they become, the more goods or services you will need to provide them, as they grow and expand their operation.

If your true intention is to build trust, then there will be no attempt to snow the client at the first meeting, to lure them into a false sense of security and scamper off with their money. Rather you ask questions enabling you to best analyse whether you in fact have a suitable solution or not, for the client’s issue. If you don’t have it, you say so immediately - you don’t prevaricate or equivocate.  

What you do after the sale tells the client everything and this determines whether this will be a long-term partnership or not. If something goes wrong you fix it immediately, you don’t become mealy-mouthed about what was happened and you hand back the money without hesitation. 

No trust or no value – then no re-orders. It is simple and complex at the same time. The salesperson’s job is to demonstrate the trust and supply the value. Ask yourself, are you really doing that? Are you actually on top of it? 

 Action Steps

1. Think lifetime value of the client
2. Focus on the re-orders rather than just a sale
3. Have a correct intention and be a long-term partner to grow the client’s business
4. Use questions to properly understand the client’s business

Don’t argue with the client, be accountable and fix problems immediatelyEngaged employees are self-motivated. 

o   The self-motivated are inspired. 

o   Inspired staff grow your business 

Are you inspiring them? 

We teach leaders and organisations how to inspire their people. 

Want to know how we do that? 

Contact me at [email protected]

If you enjoy our content, then head over to www.dale-carnegie.co.jp and check out our Japanese and English seminars, workshops, course information and schedules and our whitepapers, guidebooks, training videos, podcasts, blogs. 

About The Author 

Dr. Greg Story, President Dale Carnegie Training Japan

The bestselling author of “Japan Sales Mastery”, and “Japan Business Mastery” Dr. Greg Story is an international keynote speaker, an executive coach, and a thought leader in the four critical areas for business people: leadership, communication, sales and presentations. 

He publishes daily blogs on LinkedIn, Facebook and Twitter

Has 6 weekly podcasts:

1.     Mondays -  The Leadership Japan Series,

2.    Tuesdays – The Presentations Japan Series 

Every second Tuesday - ビジネス達人の教え

3.    Wednesdays - The Sales Japan Series 

4.    Thursdays – The Leadership Japan Series

Also every second Thursday - ビジネスプロポッドキャスト

5.    Fridays - The Japan Business Mastery Show

6.    Saturdays – Japan’s Top Business Interviews

Has 3 weekly TV shows on YouTube:

1.     Mondays - The Cutting Edge Japan Business Show

Also every Second Thursday - ビジネスプロTV

2.    Fridays – Japan Business Mastery

3.    Saturdays – Japan Top Business Interviews

In the course of his career Dr. Greg Story has moved from the academic world, to consulting, investments, trade representation, international diplomacy, retail banking and people development.

Growing up in Brisbane, Australia he never imagined he would have a Ph.D. in Japanese decision-making, become a 35 year veteran of Japan and run his own company in Tokyo. 

Since 1971, he has been a disciple of traditional Shitoryu Karate (糸東流) and is currently a 6th Dan. 

Bunbu Ryodo (文武両道-both pen & sword) is his mantra and he applies martial art philosophies and strategies to business.