Stand Beside Your Customer
2026-10-09
Stand Beside Your Customer
As soon as you say, “I will help you,” you may unintentionally place yourself above the person you are speaking to. You become the teacher or consultant, and the customer becomes someone who needs your guidance.
Your intention may be good. But how does it sound to the customer?
In Japan, we call this 上から目線 (ue kara mesen)—speaking as though you know better than the other person.
That is the last impression you want to create in sales.
Entrepreneurs, especially, are tired of being told what to do. They have built businesses, taken risks, and made difficult decisions. A salesperson who has just met them has not yet earned the right to offer advice.
Even questions like “What are you trying to accomplish?” or “What is making that difficult?” can sound like an assessment. The customer did not invite you to examine their abilities or diagnose their business.
Start by showing interest:
“Could you tell me about your business?”
Then listen. Let them choose what to share. You do not need to turn every conversation into a search for a problem you can sell a solution to.
Explain what your company does in plain language. Give the customer room to decide whether there is a reason to work together.
Respect comes before advice. Trust comes before a sale.
Disclaimer: I use AI as a tool to help create images and proofread my writing. However, the ideas, opinions, experiences, and messages in my posts are my own. AI does not generate my posts for me. It simply helps me present my own words and ideas more clearly.
Kenichi Uchikura
Founder & CEO
Pacific Software Publishing, Inc. (PSPINC)
Uchikura & Co., LLC.
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ABOUT THIS BLOG
I was born and raised in Japan and have spent most of my adult life in the United States. Through this blog, I share Japanese culture, language, expressions, and wisdom. My goal is not to say one culture is better, but to explore different perspectives and what we can learn from them.
Your comments are always welcome.
..-･**･-....-･･-..__..-･･-....-･**･-..
Kenichi Uchikura
Founder & CEO
Pacific Software Publishing, Inc. (PSPINC)
Uchikura & Co., LLC.
..-･**･-....-･･-..__..-･･-....-･**･-..
ABOUT THIS BLOG
I was born and raised in Japan and have spent most of my adult life in the United States. Through this blog, I share Japanese culture, language, expressions, and wisdom. My goal is not to say one culture is better, but to explore different perspectives and what we can learn from them.
Your comments are always welcome.
..-･**･-....-･･-..__..-･･-....-･**･-..