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Say ‘Konichiwa’ to sales… Japanese style
Sales skills, Japanese style
Despite its somewhat insular culture and on-and-off recession (mostly on) since the late 80s, Japan has a great deal to teach us when it comes to sales skills and techniques. It’s not the first thing that pops to mind about Japan, is it? Technology, yes. Quirky fashion, yes. Food, yes (yes, yes!). But a superior Japanese sales method? Really?
Yet the academy Business Sales training includes a discussion on the Japanese sales culture. Not the US sales culture. Not the UK sales culture. Not the Aussie sales culture. Although arguably the ‘Western’ sales culture permeates everything we discuss.
So why Japanese? Unlike some of the technology they offer the world, the Japanese sales culture is simple. It is simply that it’s all about the relationship. And both sales and service are extremely personal. While the rest of the world perhaps relies too heavily on email and other timesaving communications, Japanese business people are still more likely to build and maintain a relationship face-to-face. And this from one of the most digitally connected societies on the globe.
Customer relationship management
All this talk of relationship building sounds like it may cost in terms of time though. I guess it needs a medium- to long-term view. If the person with the relationship gets the sale (sure in some cases, eventually!), then you end up ahead. Initial losses in time may mean eventual gains in productivity ratios or ROI.
Certainly it’s worth reminding ourselves of this next time we go to send an email. You may not be able to meet everyone for coffee, but picking up the phone could be just the compromise you need.
