Japan Sales Mastery: Lessons from Thirty Years in Japan (英語) ペーパーバック – 2018/2/10
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Are you selling to Japanese buyers? Do you want to be more successful? To sell to Japanese buyers, you need to: - Create long-term partner-level trust or no sale - Fully understand Japanese buyers' real needs or no sale - Convince buyers with your solutions or no sale - Overcome your Japanese buyer's hesitation, fear, and doubt or no sale - Know how to ask for the order or no sale - Ensure re-orders and life is good This book is the product of 30 years in the trenches, experiencing real-world pain, frustration, disappointment, and elation selling to Japanese buyers. When you don't know what you are doing, Japan is a killer for salespeople. Don't get killed. Read this book.
Dr Greg Story is a sixth-generation Australian born in Brisbane, Queensland. His first job after high school was selling Encyclopaedia Britannica door to door. He was a total failure in sales. After four years of working in various "dirty, dangerous, and difficult" jobs, he saved enough money to put himself through university. Graduating with honours in Modern Asian Studies at Griffith University, he came to Japan in 1979 on scholarship from the Japanese Ministry of Education, Science and Culture. During that first four-year tour, he began the study of Japanese and completed a Master's Degree at Jochi University in Tokyo. He returned in 1984 to begin field work for his doctorate as a Japan Foundation Fellow. He was later awarded his PhD from Griffith University in Queensland. After establishing his own consulting business-the Japan Business Consultancy-he resumed his sales career. In 1989, he was recruited by Jones Lang Wootton in Brisbane to run their Japan Desk, selling office buildings, shopping malls, five-star hotels, and golf courses to Japanese corporates. In 1992, he returned to Japan with the Australian Trade and Investment Commission (Austrade) to establish a startup sales operation in Nagoya. In 1996, he took over Austrade Osaka and, in 2001, he ran Austrade Tokyo, later becoming country head for Austrade in Japan. In 2003, he joined the Shinsei Retail Bank with instructions to turn around the sales team, which was tasked with selling investment products to wealthy Japanese individuals. In 2007, he became country head for the National Australia Bank in Japan, again focused on financial investment products. In that same year, he and his partners bought the franchise rights for Dale Carnegie Training in Japan. In 2010, he left the National Australia Bank to work in the Dale Carnegie Training business as its Japan president. He is a sixth dan in traditional shitoryu karate. This is his 46th year of karate training, during which time he has been an international athlete, coach, referee, and official. His other great sporting passion is rugby, and he supports the Brisbane Broncos, the Queensland State of Origin Team, the Kangaroos, the Queensland Reds, and the Wallabies.
Its casual style has me hooked and as someone with more than 13 years of sales experience in Japan, I am picking up on a few details that have been overlooked during my career and it has caused me to re-examine my own style and assumptions. Moreover, this book is great for Japan newbies and vets alike, and it is structured almost like a "manual" that can be referenced when necessary.
I’ll keep recommending it to all of my friends, as there are many lessons to be learned even if they aren’t working in a sales-related role. Understanding how you are perceived is one of the hardest lessons one has to learn in Japan and kudos to Dr. Story for dedicating some attention to this topic as well.
Lastly, some of the techniques I have learned while doing business in Japan do translate well (sorry for the wordplay) to other markets, which is why I hope this book will be marketed via Amazon in other countries as well.
Readers of sales literature will find echoes of The Challenger Sale, Selling Above and Below the Line, and other proven methodologies which take sales from the primitive “Spray and Pray” approach to a question-based discovery process which helps to control the sale for maximum mutual benefit. Dr. Story’s writing is crisp and concise. Like me you’ll likely find it engaging enough to complete in one sitting, with valuable insights and actionable items that will make you want to refer back to it often. You’ll want to purchase a copy for everyone on your team.