THREE TIPS FOR SELLING IN JAPAN
1. Confucianism and Harmony (Wa)
2. Subtleties and Silence
3. Apologizing
1. CONFUCIANISM AND HARMONY (WA)
Confucian and Buddhist principles guide many aspects of Japanese behavior. Of the five constant virtues of Confucianism (kindness, righteousness, courtesy, wisdom, and xin), xin is key for salespeople. Xin refers to personal service, faithfulness, and integrity (keeping one’s word). Japanese salespeople strive to exhibit a high level of service and faithfulness by visiting their prospects repeatedly—but keeping the sales calls relatively short. By their consistent, reliable presence, they cultivate the buyer’s trust. In some high-tech industries, this can happen quickly—in others, in can take years. But once ...
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