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Trust Closes Deals: How Sales Professionals Use Japanese and American Selling Culture to Win Business Others Can't
Paperback
Publisher: Independently Published
Published: May 31 2026
Pages: 82
Weight: 0.27
Height: 0.20 Width: 6.00 Depth: 9.00
Language: English
Most salespeople learn one way to sell. The best learn two.
After five years living and working in Japan and forty years closing deals across four continents, Shelley Norwood discovered something most sales books never teach: Japanese selling culture and American selling culture are not opposites. They are two halves of a complete approach to human beings.
Japanese culture builds trust with patience, depth, and attention to what is never said. American culture closes with directness, urgency, and a clear ask. The salespeople who learn to hold both at the same time close deals nobody else can touch.
In Trust Closes Deals, Norwood draws on more than $300 million in personal sales across industries including logistics, medical, automotive, and entertainment to show exactly how trust is built, why impatience kills deals that technique cannot save, and what the best closers on both sides of the Pacific actually do differently.
This book is for American executives working with Japanese clients. For Japanese executives navigating Western business culture. And for any salesperson who wants to build a career where relationships outlast deals and clients follow you rather than your company.
When the relationship is ready, the close takes care of itself.
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