Where does the customer sit? We get this question from our Japanese clients a lot. In Japan, where you sit in a meeting or negotiation matters. The customer sits in the place of respect: the seat furthest from the door. In the US this matters less…or does it? We have found that where you sit […]
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Make Your Nerves Work for You
You stand up in front of a group of people to speak and your voice trembles, your mouth becomes unbelievably dry, your armpits seem to have more sweat than you ever imagined possible, and your hand, which you entrusted with your notes, begins to shake uncontrollably. Congratulations, you are human! These physical reactions to your […]
How to Sell Yourself in a Job Interview
We recently discussed the importance of trust to effective sales. If you are looking for a job, this applies to you as well. Getting a Job = Selling Yourself! When you interview for a job, you are essentially asking for money. If you can show that the value you bring to the position is greater […]
3 Reasons Your International Employees Are Not Talking in Meetings
Countless articles tell us how to have effective meetings: how to start/finish on time, whether to stand or sit or walk, the ideal number of participants, and so on. However, most of these articles fail to address a much bigger (and, we think, more important) issue: how to encourage international employees to speak up in […]
A Key Concept for Communicating in Sales
Selling fundamentally involves convincing someone you do not know to trust you enough to give you money. It is easy to understand the difficulty of this on a personal level. Think of the people you would be willing to give $100. I imagine the list is pretty short: perhaps a few close friends and family […]