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THE Presentations Japan Series is powered by with great content from the accumulated wisdom of 100 plus years of Dale Carnegie Training. The show is hosted in Tokyo by Dr. Greg Story, President of Dale Carnegie Training Japan and is for those highly motivated students of presentations, who want to be the best in their business field.
 
THE Sales Japan Series is powered by with great content from the accumulated wisdom of 100 plus years of Dale Carnegie Training. The show is hosted in Tokyo by Dr. Greg Story, President of Dale Carnegie Training Japan and is for those highly motivated students of sales, who want to be the best in their business field.
 
THE Leadership Japan Series is powered with great content from the accumulated wisdom of 100 plus years of Dale Carnegie Training. The Series is hosted in Tokyo by Dr. Greg Story, President of Dale Carnegie Training Japan and is for those highly motivated students of leadership, who want to the best in their business field.
 
The Japan Business Mastery Show aims to draw back the velvet curtain on what is rerally going on with doing business in Japan. Everything is so different here it can be confusing. This show will take you through all those minefields and position you for success in this market.
 
Japan's Top Business Interviews is the premier business interview podcast for people who want to know more about business in japan. The guests cover a range of industries and organisation sizes, to present a thorough overview of issues with leading in Japan. If you are a leader, especialy someone leading in Japan, then this is the podcast for you.
 
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show series
 
Have you ever paid for something that you found was very good and which you used for many years. You will have forgotten perhaps the price you originally paid, but you have not forgotten the quality you received. You always maintain a positive mindset about that company and the product or service. On the other hand, if you paid for something that d…
 
It seems logical that any presentation we are giving is ours. Well, that is sort of correct, but what I am talking about is making it reflect your style and personality. When you talk to people about being a leader, they often bring up the word “authentic”, but when you talk to people about presenting, few ever mention that word. They are focused o…
 
Masatsugu Shimono is the former Senior Vice President at IBM Japan. Mr. Shimono has a longstanding career of 40 years with IBM, primarily in Tokyo but with a short stint in New York. Mr. Shimono majored in Computer Science at his university when computers were new and computer science was quite different to what it is now. Mr. Shimono says that to …
 
We find it frustrating when we have good ideas or suggestions but all we receive is rejection or even worse criticism of our ideas. Part of it can be the culture of the organization. When someone savages our contribution they cancel our idea creation ticket right there. However my crazy, unworkable, ridiculous, stupid idea might be tweaked by you i…
 
Covid-19 cases are skyrocketing every day. Just when you thought we might be getting somewhere, the latest BA5 variant is spreading like wildfire. For many businesses this will make no difference, but for many industries like mine, we are watching those numbers like hawks, praying they go down. Why? Because our buyers are making decisions not to bu…
 
“In our business, at our size, we have to be the speedboat, we cannot be the oil tanker”, is a key mantra for my Franchise company. Why is that the case? I am the only non-Japanese in the firm and I was frustrated at the slow pace of decision-making and action taken by the team. Growing up in Western business, speed of decision-making and taking ac…
 
I get this question quite often: “should I follow the logic of ‘when in Rome, do as the Romans do’ with regard to doing business with Japanese companies?”. Their question is usually related to how to present to buyers. The Western “pitch deck” is usually well designed, professionally laid out and zen like in its simplicity. Ironically, the equivale…
 
Philippe Jardin is the Country Manager for Pierre Fabre in Japan. His interest in the global world was greatly inspired by his parents who had an interest in Asia. Mr. Jardin learned Judo in school and during business school he had an opportunity to learn Japanese. As a part of the curriculum, which included doing internships, Mr. Fabre chose to do…
 
Formulistic presentations tick the boxes, but don’t ignite much enthusiasm in the audience. The things that go missing are often passion and commitment about the topic. Additionally, it may be an already low energy, flat delivery is further hindered by a poor structure. We enter a room full of pre-occupied people, with microscopic attention spans, …
 
Over the last six months we have been getting a steady stream of enquiry for leadership training. Covid induced working from home situations has revealed the gaps in the leadership abilities of people who are managers. The two roles are actually different, but usually companies conflate them, to expect their managers to also be leading. Did they gi…
 
The ferocity of competitors depends on a number of factors. Are we in a commodity market where price and supply capacity determine all and it is a race to the bottom? Are we in a narrow band market where there are few suppliers and market share is hard to expand? Is our business exposed to currency swings? Are technological breakthroughs by rivals …
 
Storytelling in business is an open field. In most facets of commerce, the field is crowded, established foes are entrenched behind high protective walls and as far as you can see it is all red ocean. Presenting however is all blue ocean because most business leaders hardly even get their toes wet. They dismiss being able to present in a profession…
 
Hans Werner Burg is currently the Representative Director for Leschaco KK in Tokyo Japan. Originally from Germany, Mr. Werner Burg describes himself as a working-class kid raised in Western Germany close to the French border. He went to university to study Business Administration and that was when he had the opportunity to do an internship at a sub…
 
I am a buyer too and am constantly amazed by what some people get up to. They are playing that pathetic, failed salesperson game named “process of elimination”. You don’t like that one, well then how about this one, or this one, or this one, ad nauseam? I want “blue” but they keep showing me 50 shades of “pink”. Let’s improve our approach. There is…
 
Things Leaders Should Be Doing There are tons of things leaders should be doing, so it becomes a bit of a blizzard white out mentally, because we are overwhelmed by the volume. It is a good thing to isolate out some key ideas and just remind ourselves of their importance. Here we go. Focus attention chiefly on results to be achieved rather than thi…
 
In the good old days we could have multiple public personas in sales. We could be the professional salesperson, but that image was entirely separate to our family life. We could enjoy boozy celebrations and getting off our face with relative anonymity. We could accumulate customer complaints and deal with them in private. We could rely on word of m…
 
Remembering Ex-PM Shinzo Abe As A Communicator Like everyone, I was so shocked that Japan has lost such a prominent, global representative of the country to assassination. I wrote this original article back in 2016 and I thought to rework it and release it again in memory of Shinzo Abe. Over many years I have seen him improve as a public speaker an…
 
Scott Smalley is presently the Managing Director of DSV in Japan. Mr. Smalley is originally from Michigan in the United States and his first introduction to Japan was through an exchange he did with Japan during his schooling at Michigan State University. He returned to the US to finish his degree in Economics and Anthropology before starting to ex…
 
Sakaiya Taichi, well known author and futurist, made an interesting observation about the current trend of Japanese society. He referred to Japan’s current lack of yoku (desire), yume (dreams) and yaruki (guts). What does this mean for business and for our companies if we are staffed by young people without these three Ys? As leaders, how can we re…
 
The P&L, the Balance Sheet, Cash Flow Projections, revenues, profit, the list goes on regarding where we leaders place our attention. There is nothing like a pandemic to have you focused on the numbers in the business. It is easy to get caught up in the dynamics of survival and forget some of the subtleties needed to lead an organisation. These usu…
 
For the last two and a half years business networking has been dead. The usual suspects who hosted live networking events migrated everything online, so you become totally restricted in your ability to create any relationship with the people attending the event. The hosts kick it off, the speaker speaks, the Q&A gets underway, the hosts wrap it up …
 
Imagine an experienced, senior executive from a name brand major company giving a one minute introduction of the company, while holding a piece of paper, reading the introduction to the audience. What would be your impression of that executive and by extension the professionalism of that company? I am sure it would be highly negative. If a senior p…
 
Per Rasmussen is currently the President and Representative Director for Millet Mountain Group, Japan. Mr. Rasmussen is originally from Denmark, and he studied Business at University of Southern Denmark. His first introduction to Japan was through his Japanese wife who was based in Denmark when they first met and his first job after graduating was …
 
Listen to our most popular episode in sales for The Japan Business Mastery Show! I subscribe to various sites that send you useful information, uplifting quotes etc. The following morsel popped into my inbox one morning, “People don't care how much you know, until they know how much you care–Anonymous”. Wow! What a powerful reminder of the things t…
 
In Part One we covered principles 1-7 and we continue looking at some fundamentals we all know but may have forgotten or may have neglected. Truly respecting others is the bedrock of motivation. This idea of respecting staff by the boss makes sense except when we realise that 80% of the team, by definition, are either average or low performers. May…
 
In our presentation training classes we ask the participants, “how long does it take for you to make a judgment about someone you are meeting for the first time?”. How about you? How long do you take to make a judgment about someone you are meeting for the first time? It used to be people in our classes would say 30 seconds, others would say up to …
 
Recently I have been coaching people on their presentation skills. It is always amazing to me how some small changes can balloon into major improvements. If these things are so simple, then why aren’t they making the changes themselves? Why do they need coaching? Basically, we all wander through life with a minimum level of self-awareness about any…
 
Doug Hymas was the previous Japan Country Executive for the Bank of New York Mellon Group. Many years ago, during his college days, Mr. Hymas served in Japan as a Mormon missionary based in Tokyo. He returned after this stint and finished up college at the Brigham Young University (BYU) back in the US. He developed an interest for Japan, while he w…
 
It is so easy to become “Johnny One Note” when presenting. We get locked into a modality of voice and body language power. We just keep hammering away with that mode throughout the whole talk. That might be fine for us, but for our audience it is killing them If we have a lot of energy, are excited about our topic and eager to share the goodies wit…
 
We pick up ideas on leadership from multiple sources – books, training, articles, blogs, guidance from mentors and personal observation. What we usually fail to do is compile them or collect them in one place. This sporadic approach is also completed over a long time span, so we forget more than we retain. Here are sixteen principles of leadership …
 
The most common complaint we get from clients about their sales team is that they are too passive. They are great at farming, but not great at hunting, growing the size of the existing business and finding new buyers. “It is as if they were working for the buyer and not for our company, because they bend over backwards to keep the client happy. May…
 
I am just back from a highly pointless presentation. The bureaucrats who run the Tokyo Metro subway system and the Tokyo Government Planning Division were presenting on their plan for a new subway line to be constructed in my neighbourhood. This is my second occasion to attend one of these types of presentations. The previous one was about changing…
 
Mitch Kristofferson is currently the Director of Customer Service Japan for UpClear. Mr. Kristofferson was a Pre-Med student during his bachelor’s degree at Stanford University. His first experience of Japan was when he came on exchange, and was place in a teaching hospital at Yamaguchi prefecture. He graduated from his undergraduate degree and wor…
 
The legal profession is one of the last holdouts, still clinging to the misguided belief that being smart equals getting the client’s business. Big mistake. Lawyers have spent a lot of time studying to pass their bar exams. When they graduate, they are the white collar galley slaves, shackled to legal partner’s teams, doing the grunt work for years…
 
Japan was decimated by the Pacific War and really struggled until they had the lucky break called the Korean War. Suddenly the war required a lot of supplies and more importantly Japan was no longer seen as a pariah, but as a bulwark against communism. America began to pour money into the country to bolster its economic defences and keep it capital…
 
Useless salespeople who cannot sell get fired. But are they really useless or are their sales managers useless or their companies useless? There are some industries which are notorious for the up or out mentality and recruiting certainly comes to mind. There is a lot of rhetoric floating around about saving mankind, through matching the buyer and s…
 
The request has been made to give a talk on a certain subject. The date and time are fixed and now the work begins on the preparation. Here is how not to do it! Start with plundering previous slide decks for re-usable content and create new original content for this particular presentation. Fuss mightily over which slides go in and which go out. Di…
 
Peter Cammaerts is currently the Managing Director, AB InBev in Japan. Mr. Cammaerts is originally from Belgium. He studied in Leuven in Belgium, which is still where AB’s headquarters are located. He started working at AB as a student and worked in different positions first as a sales rep where he was visiting stores and ensuring good store execut…
 
Time is life and time is money – we know this, but do we organize ourselves well enough with this in mind. The disappearance of Executive Assistants and Secretaries reflects the dominance of the keyboard and a DIY approach to work content creation by leaders. Once upon a time, the majority of boss content output was produced by others, a magical ti…
 
Internal meetings are held for worthy purposes such as reporting, planning and innovating. Not everyone views these meetings the same way though and this is where we can face problems when we run meetings in Japan. Let’s examine 8 sets of typical meeting issues we will be familiar with: Expressions of desire. The range here runs from one group, who…
 
Japan just devours data, statistics and information. When you visit some scenic spot, there will be an amazing level of data available about that venue. The announcement on the subway train when you arrive at your stop will warn you that there is a specific gap in so many centimeters between the platform and the train, so be careful. I first discov…
 
Self-awareness, self-belief, self-direction, self-discipline – there are a host of these “self” aspects to who we are and often related to who we are not. If you grew up with a silver spoon firmly in your mouth, went to expensive, exclusive private schools, extensively travelled abroad with your parents at a young age and enjoyed the summers at you…
 
Jan Babatz currently is the President and CEO of Gurhing in Tokyo, Japan. Mr. Babatz was born and brought up in Berlin, Germany, on the East side of the Berlin Wall. In High School, Mr. Babatz learned Japanese which was quite unusual at the time. After graduating from a Business Engineering background, Mr. Babatz started working as a Sales Engineer…
 
Highly knowledgeable people are often at a big disadvantage in business. They have expertise and experience. Their opinion is sought after, they have high personal levels of credibility. They often went to prestigious schools, elite universities, completing challenging degrees. They have paid their dues and have worked they way up the greasy pole t…
 
We have been toiling away long and hard, being accountable, going the extra mile, starting early and finishing late to get the numbers and hammering those KPIs. Then we get promoted to become responsible for others as the team leader. Usually, we get no formal leadership training for the new role and are left to work it out by ourselves. How do we …
 
Tension is a good thing in business, because this is how we get things done. There is an issue which needs solving and either we fix it ourselves or we outsource the specifics to someone else. There is a tension between scaling up and preserving oxygen, otherwise known as, “cash flow”. I have this issue all of the time. I want to grow my company, b…
 
How good is your Mongolian? Well, I don’t know even one word in Mongolian, but I learnt a powerful lesson about presenting and communicating, when grappling with this language recently. I am a Master Trainer for Dale Carnegie and most of my time is spent working here for Japanese clients. Occasionally, I am asked to work with Dale Carnegie colleagu…
 
Nikolaus Boltze is currently the country representative for Thyssenkrupp in Japan. Mr. Boltze first came to Japan in 1972 as a child, while his father was working with the German embassy and was posted to Japan. He attended the German school which was at that time in Ōmori and since that time he has a certain soft spot for Japan. They returned to J…
 
The morning dark gloom of heavy ponderous rain clouds, piling snow drifts or driving, cutting razor blade sleet can have a serious impact on our sales mood. We may be thinking to ourselves, “what a lousy day to have run around town juggling umbrellas, trains, taxis and bags of samples to visit clients”. The next day, the rains have departed. Brilli…
 
When you mention the word “meetings” to people in business, their eyes often start to roll. Why is that? Usually because they feel there are too many meetings and that the meetings they attend are not effective nor worth the time being spent. Given meetings have been around forever, you have to wonder why we haven’t done a better job yet on arrangi…
 
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