How can you get the most out of your sales team in Japan? Route sales is within the scope of most Japanese salespeople, because calling on customers and taking orders is easy. Unfortunately, acquiring new customers through research, strategy, cold calling, and networking is usually out of scope for many. Other issues are-
- Cross Selling and Up-Selling are also underdeveloped skill sets.
- Features are rarely matched with corresponding benefits. Application of the benefit and evidence to support sales person claims are not articulated
- Questioning skills are usually replaced with simple “telling” about the product or service spec.
- Closing and asking for the order is lacking, instead meetings end with no next step and no clear outcome.
At the August CEO Luncheon we welcome Dr. Greg Story. He has been in Japan running and training sales teams for 20 years. Greg is currently running Dale Carnegie Training Japan and in fact owns the company. He will lead a discussion to uncover the reality of sales in Japan today and what companies can do to improve results.
Thursday, 9 August 2012
Roppongi Hills Club (Reservation under Rubel)
51 fl. Roppongi Hills Mori Tower,
6-10-1 Roppongi, Minato-ku,
Tokyo, 106-6151 Japan