Never Stop Selling In Japan: Episode #237 The Japan Business Mastery Show

Never Stop Selling In Japan: Episode #237 (Audio here:https://bit.ly/3WL92En) (Video here:https://bit.ly/40LouBG) The Japan Business Mastery Show

Salespeople leave money on the table. The sales process doesn’t end with a signed agreement; delivery is the critical next step. Whether immediate or delayed, it’s often handled by someone other than the salesperson—usually agents, contractors, or back-office staff. Salespeople, meanwhile, quickly shift focus on new deals, leaving follow-up with buyers neglected. This is a common mistake that can cost opportunities and relationships. Instead, it is vital to schedule post-delivery meetings with buyers to ensure satisfaction, address issues, and explore further opportunities.

A post-delivery meeting allows salespeople to confirm the product or service met expectations, ensuring any issues are promptly resolved. In Japan, for instance, quick fixes are essential due to tight supply chain imperatives and high customer expectations. By being proactive, salespeople can prevent disruptions to the buyer’s operations and strengthen trust. Additionally, feedback reveals whether buyers remain sold on the product, setting the stage for reorders, cross-selling, or upselling.

Clients often test vendors with small initial orders before committing to larger ones. Passing these tests consistently builds confidence and increases order sizes over time. Moreover, follow-up meetings can uncover additional needs that weren’t disclosed initially. Market changes or deeper trust can reveal new opportunities. Salespeople who only prioritize new prospects risk missing these growth chances with existing clients.

A structured approach aids in maximizing account development. Using a matrix, salespeople list clients vertically and products horizontally, marking current supplies, high-probability opportunities, and less-likely possibilities. This visual tool often highlights overlooked opportunities. Expanding relationships requires the courage to ask simple questions like, “Are there other needs we could help with?” or seeking referrals by narrowing the context, e.g., “In your golf group, is there someone who might benefit from our solution?”

Make sure it is a focused referral request. Broad questions like “Do you know anyone?” overwhelm buyers, while specific contexts help them visualize candidates. For example, asking about their golf group narrows down candidates, yielding better responses.

Sales success isn’t just about closing new deals. It’s about leveraging existing relationships for deeper connections, additional sales, and high-quality referrals. Action steps include scheduling time with the buyer post-delivery, resolving issues swiftly, preparing a product-client matrix for further opportunities, and refining referral requests to maximize impact. Staying engaged post-sale transforms satisfied clients into repeat customers and valuable advocates.

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About The Author

Dr. Greg Story, President Dale Carnegie Tokyo Training

[email protected]

Bestselling author of “Japan Sales Mastery” (the Japanese translation is "The Eigyo" (The営業), “Japan Business Mastery” and "Japan Presentations Mastery".? He has also written "How To Stop Wasting Money On Training" and the translation "Toreningu De Okane Wo Muda Ni Suru No Wa Yamemashoo" (トレーニングでお金を無駄にするのは止めましょう) and his brand new book is “Japan Leadership 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 leads the Dale Carnegie Franchise in Tokyo which traces its roots straight back to the very establishment of Dale Carnegie in Japan in 1963 by Mr. Frank Mochizuki.

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 39 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.

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