262: Don't Sell The Prez

<p>Usually gaining access to the big company President is a real coup.  We now have the ear of the decision maker and if we can convert the Prez, then we are going to get the sale.   In Japan, unless the President is also the owner, then gaining access and then a sale is usually a mirage.  There is a particular species of President in Japan called a <em>wan man shacho</em> or the dictatorial President who decides everything. Convert them and you will get the sale.  If we are talking to a larger company or a listed company though, then our sale’s life gets hard very quickly. </p> <p> </p> <p>I painfully recall attending a French Chamber of Commerce “Back from Summer” party in the Ginza shopping area in Tokyo.  Quite a crush of people and I happened to start talking with this senior Japanese gentleman.  After we exchanged business cards, I recognised he was the President of a very large lumber business.  We were chatting about his staff issues and I asked if I could pay a business call and he agreed.  Naturally, I was thinking, “this is very good. I have the top decision-maker agreeing to meet with me to discuss business”.</p> <p> </p> <p><strong>Direct Reports Rebel</strong></p> <p> </p> <p>I arranged the meeting day and time and was soon ushered into his large Presidential office overlooking Tokyo Bay.  I was using my well crafted consultative sales methodology, especially tailored for Japan.  The meeting was going very well.  So well in fact, that he got on the phone and ordered his two HR heads to join us in the office.  He then instructed them, in front of me, to follow up the discussion about buying our training services.  I am getting very enthusiastic by this point, anticipating a sale is coming.  I dutifully follow up with these HR heads.  Nothing.  I call, they never call back.  I write, they never write back.  How could this be?  I heard the President instruct them to meet with me.  How could they ignore the President’s command?  They did so without compunction.</p> <p> </p> <p>This is just one example o