--- title: A sales mistake that works in the U.S. — and fails elsewhere description: Learn how adapting your sales approach to cultural contexts can build trust and credibility, leading to successful outcomes in international markets. image: https://tkd2group.com/hubfs/Sales%20strategies%20in%20the%20U.S.%20vs%20Japan-1.png --- [Skip to content](https://tkd2group.com/blog/a-sales-mistake-that-works-in-the-u.s.-and-fails-elsewhere#main-content) [![TKD2 Group, LLC](https://tkd2group.com/hs-fs/hubfs/logowname.jpg?width=150&height=152&name=logowname.jpg)](https://tkd2group.com/) - [Home](https://tkd2group.com) - Our Company Show submenu for Our Company - [Team Spotlight](https://tkd2group.com/the-team) - [FAQ](https://tkd2group.com/faq) - [Testimonials](https://tkd2group.com/clients) - [LinkedIn](https://www.linkedin.com/company/tkd2group) - [8 Bit Sprint](https://tkd2group.com/game-code) - [2026 Calendar](https://tkd2group.com/2026-events-calendar) - Our Services Show submenu for Our Services - [Business Development](https://tkd2group.com/businessdevelopment) - [Localization Consulting](https://tkd2group.com/localization) - [Nemawashi](https://tkd2group.com/nemawashi) - Product Portfolio Show submenu for Product Portfolio - [Products](https://tkd2group.com/portfolio) - [Gallery](https://tkd2group.com/product-gallery) - Markets We Serve Show submenu for Markets We Serve - [Automotive & Transportation](https://tkd2group.com/automotive-transportation-market) - [Defense & Firearms](https://tkd2group.com/defense-firearms) - [Consumer & Industrial Goods](https://tkd2group.com/consumer-industrial-component-sourcing) - [Aerospace & Drones](https://tkd2group.com/aerospace-drone-component-sourcing) - [Medical & Contract Manufacturing](https://tkd2group.com/medical-component-sourcing-manufacturing) - [Humanoid & Industrial Robotics](https://tkd2group.com/humanoid-industrial-robotics) - [BLOG](https://tkd2group.com/blog) Open main navigation Close main navigation - [Home](https://tkd2group.com) - Our Company Show submenu for Our Company - [Team Spotlight](https://tkd2group.com/the-team) - [FAQ](https://tkd2group.com/faq) - [Testimonials](https://tkd2group.com/clients) - [LinkedIn](https://www.linkedin.com/company/tkd2group) - [8 Bit Sprint](https://tkd2group.com/game-code) - [2026 Calendar](https://tkd2group.com/2026-events-calendar) - Our Services Show submenu for Our Services - [Business Development](https://tkd2group.com/businessdevelopment) - [Localization Consulting](https://tkd2group.com/localization) - [Nemawashi](https://tkd2group.com/nemawashi) - Product Portfolio Show submenu for Product Portfolio - [Products](https://tkd2group.com/portfolio) - [Gallery](https://tkd2group.com/product-gallery) - Markets We Serve Show submenu for Markets We Serve - [Automotive & Transportation](https://tkd2group.com/automotive-transportation-market) - [Defense & Firearms](https://tkd2group.com/defense-firearms) - [Consumer & Industrial Goods](https://tkd2group.com/consumer-industrial-component-sourcing) - [Aerospace & Drones](https://tkd2group.com/aerospace-drone-component-sourcing) - [Medical & Contract Manufacturing](https://tkd2group.com/medical-component-sourcing-manufacturing) - [Humanoid & Industrial Robotics](https://tkd2group.com/humanoid-industrial-robotics) - [BLOG](https://tkd2group.com/blog) - [Contact us](https://tkd2group.com/contact-us) [Contact us](https://tkd2group.com/contact-us) [All posts](https://tkd2group.com/blog/all) January 26, 2026 # A sales mistake that works in the U.S. — and fails elsewhere By  [Dan Zielinski](https://tkd2group.com/blog/author/dz)  ·  1 minute read Early in my career, I spent time working with organizations in Japan. One lesson stuck with me. You don’t start at the top. In the U.S., we’re taught to go straight for the decision-maker. Find the executive. Get the meeting. Skip the middle. In Japan, that approach doesn’t just fall flat — it can shut doors permanently. Progress happens differently. You earn credibility by moving *through* the organization, not around it.  It is referred to as Nemewashi - influence through preparation, not persuasion.  You are gaining trust through the organization before the decision is ever made.  By the time you get to the top decision maker, the meeting becomes just a formality because the alignment throughout the organization was already made.   Why? Because trust is built horizontally and vertically — one conversation at a time. Here’s what that looks like in practice: - You learn how the organization actually operates before trying to influence it. • You take time to understand the concerns of people closest to the work. • You allow relationships to develop naturally, instead of forcing access. Something interesting happens when you do this. The people you start with begin to vouch for you. They share context you’d never get in an executive briefing. And when leadership finally gets involved, the conversation is informed, grounded, and productive. The takeaway? Strong sales outcomes aren’t driven by shortcuts. They’re driven by patience, credibility, and respect for how decisions are really made. If you want access to top decision makers, start by earning trust. ![Sales strategies in the U.S. vs Japan](https://242652217.fs1.hubspotusercontent-na2.net/hub/242652217/hubfs/Sales%20strategies%20in%20the%20U.S.%20vs%20Japan.png?width=1200&length=1200&name=Sales%20strategies%20in%20the%20U.S.%20vs%20Japan.png) Disclaimer: Images, excerpts, links, trademarks, and referenced materials included in this post are used for commentary, education, news reporting, and informational purposes under the fair use doctrine. All rights remain with their respective owners. If you believe any material has been used improperly, please contact us and we will review it promptly. 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