The Japanese Are Calling…

I spent several years in the service of the Japanese. I was their American consultant who showed them the power of demonstrating software to sell hardware. They taught me many things, several boxes of notes that I moved over the past three moves. Going through them I will pass on two things to you that you won’t find elsewhere.

They don’t flirt.

When they call, they already have a price. Someone told you you are worth $50MM. Good. That means the Japanese spread will be anywhere between 15-75MM. And in that first meeting, the guy with the little nipped rose bud in his lapel can pay the price today. Or he didn’t come. This meeting sets the price. Period.

They act fast.

If the answer is yes, then it will be quick. This meeting matters. The next meeting is either for honor or business. If your next meeting comes quickly, less than a week. Then the price is high. If it comes slowly or you are speaking to a lower level person, then the sale is low or not at all. Their job title tells you everything about how well the meeting went.

Good luck. Don’t forget the flowers…. they could be worth millions…..