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Hosted by Dale Carnegie Japan · 🇺🇸 US · EN · 508 episodes
Established thought leaders with verified media credentials.
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 yourself is possible but why take the slow and difficult route to sales success? Tap into the structure, methodologies, tips and techniques needed to be successful in sales in Japan. In addition to the podcast the best selling book Japan Sales Mastery and its Japanese translation Za Eigyo are also available as well.
Dale Carnegie Japan hosts The Sales Japan Series, a business show with 508 episodes published.
A miraculous thing often happens just as I am preparing to leave a client meeting. The formal discussion is over. I have closed my organiser, packed away my pen and mentally moved on to the next appointment. Then the cli
Clients may forget exactly how much they paid, but they rarely forget whether the quality was excellent or disappointing. This is one of the most important lessons in sales. Price matters at the moment of purchase, espec
Japan is internationally famous for efficiency. The Shinkansen runs with extraordinary punctuality, public services are dependable and complex systems generally work remarkably well. Yet inside many Japanese companies, d
Competitors can damage your margins, poach your best people, outspend you, undercut your prices and introduce technology that makes your current offer irrelevant. Worrying about them, however, is not a strategy. The bett
Once upon a time, salespeople could live several different lives. There was the polished professional who met clients during the day. Then there was the private version who could enjoy a heroic night out, behave like a c
People form an initial impression of you remarkably quickly. Whether the precise time is three seconds, seven seconds or slightly longer, the practical lesson for salespeople, executives and client-facing professionals i
Salespeople in Japan often face a delicate balancing act. Push too little and they become passive farmers who protect the client but fail to grow the business. Push too hard and they risk looking aggressive, annoying, or
Many companies complain that their salespeople cannot sell, but the real problem is often poor sales management, weak onboarding, unrealistic targets, and almost no proper coaching. In Japan, where hiring English-speakin
Japanese buyers love data, detail, statistics, proof, and supporting documents. That does not mean salespeople should dump every catalogue, flyer, product sheet, technical specification, and proposal appendix onto the ta
Doing business in Japan often confuses Western executives because silence, patience, and slow decision-making can look like hesitation. In reality, these behaviours are often signs of seriousness, hierarchy, risk managem
Being ghosted in sales feels modern, but the problem is ancient. You meet someone at a networking event, have a positive conversation, follow up politely and then hear nothing but crickets. The danger is not only losing
In a sales call, the person who controls the agenda usually controls the outcome. Buyers are busy, cautious and often defensive because they worry about wasted time, poor fit, cash flow pressure and being sold something
Business owners often hear the advice, "Work on your business, not in your business." The same principle applies to sales. If the founder, president, or owner remains the main rainmaker, the company may generate revenue
Sales success rarely comes from one brilliant play, one miracle client, or one giant deal. It comes from doing the basics repeatedly: prospecting, following up, meeting buyers, tracking activity, and grinding through the
Some clients do not attack your deal in one dramatic bite. They take tiny pieces—one discount request, one scope change, one extra demand, one more profile review—until your margins, time, and energy are stripped away. I
Selling in Japan is not about pushing personal gain in a loud, Western-style way. It is about uncovering what success means to the buyer, then linking your solution to that motivation with care, timing, and respect. That
Salespeople lose deals when they drown buyers in features and forget to make the benefits feel urgent, relevant, and irresistible. That mistake shows up everywhere in modern selling. Across Japan, Australia, the US, and
"Value-based selling" gets talked about as if it is some shiny new commercial breakthrough. Usually, it is not. In many cases, it is simply good sales practice with a fresh coat of paint. The more interesting question is
Price-only conversations are usually a trap. When buyers push you to "just send the price", they are often turning your offer into a commodity before you have had any chance to establish value. That is where many salespe
If you are in sales today and you are not actively building your visibility through audio, video, and social media, you are making it harder for buyers to find you. That is the real sales landgrab now. The old model said
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The Sales Japan Series is hosted by Dale Carnegie Japan. The show is categorised under business (management) and has published 508 episodes.
The Sales Japan Series has published 508 episodes.
The Sales Japan Series regularly covers business, management. It sits in the business category, with a management focus.
The Sales Japan Series is accessible for guests with genuine business expertise. A personalised, episode-aware pitch will still outperform a generic one every time.
The Sales Japan Series hasn't explicitly signalled guest openness in recent episodes. That doesn't rule out pitching. your hook just needs to be especially compelling and relevant to their recent content.
Episodes of The Sales Japan Series average 13 minutes. a focused format where a clear narrative arc and tight preparation matter most.
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