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PODCAST

The Cutting Edge Japan Business Show

For succeeding in business in Japan you need to know how to lead, sell and persuade. This is what we cover in the show. No matter what the issue you will get hints, information, experience and insights into securing the necessary solutions required. Everything in the show is based on real world perspectives, with a strong emphasis on offering practical steps you can take to succeed.

business management

All Episodes

12:00

261: Nature's Attack Of Productivity Is Real

The Cutting Edge Japan Business Show ·

2022/11/06

Brace yourself for everything to take a big hit twice a year. Speed, attention to detail, output, results are about to fall off a cliff. No this has nothing to do with currency rates, wars, supply chain issues, trade regulations, tariffs, gunboat diplomacy or anything politicians may do. This is here in Japan, every year and mainly relevant in the major cities. Roughly one third of your team in Tokyo are going to become a lot less productive, firstly as they battle with the demon pollen plague

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13:07

260: Don't Send To The Client

The Cutting Edge Japan Business Show ·

2022/10/30

How I hate those four words – “send it to me”. I get that heavy feeling in my stomach and around my shoulders. I know we are now on the path to sale’s hell. I particularly hate it when I hear that request after I have tried for the second time to secure a meeting to go through things face to face be that online or in person. After you have requested the meeting and they push back, you can go back again and try for the meeting. However, when they push back twice in a row you have nowhere to go,

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12:27

258: Productivity Lapses In Japan

The Cutting Edge Japan Business Show ·

2022/10/16

Brace yourself for taking some big hits in Japan. Speed, attention to detail, output, results will fall off a cliff. No this has nothing to do with wars, currency rates, trade regulations, tariffs, gunboat diplomacy or anything politicians do. Every season there is something going on here which will harm the work flow and the desired outcomes. Spring is usually seen as a happy time and a relief from the cold, gloomy months of winter. It isn’t happy for everyone though, me included. Roughly one

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11:39

257: You Need Pain In Sales

The Cutting Edge Japan Business Show ·

2022/10/09

When you contemplate this title you are probably thinking about heroic sales efforts, massive privations, sacrifice, striving, discipline, patience and forbearance. Actually I am not talking about any of that mighty stuff. I am talking about your client. The really irritating thing about sales is trying to get someone to buy who doesn’t need what you are offering. You know they should have it, but they don’t know. That makes it really hard to persuade the buyer to activate. We know we should

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12:06

256: Where Are You In Your Presentation

The Cutting Edge Japan Business Show ·

2022/10/02

When we are presenting, we can be mentally separating out personal selves from the content of the talk. There will be facts, data, statistics, details, examples, evidence, etc., which is all rather far removed from the individual presenting. It is almost like we are doing third person presentations rather than first person. Technical people, in particular, like to remove themselves from the proceedings and only talk about the facts. This is a big opportunity wasted. I am an introvert, so I

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11:38

255: Performance Assessments

The Cutting Edge Japan Business Show ·

2022/09/26

Performance evaluation is not popular anywhere, but especially so in Japan. Teamwork and so team performance review is preferred to individual accountability here. Some firms are deciding that because their managers are doing a poor job twice a year with the performance reviews that they should switch it up and have permanent reviews instead. Seems hardly a day goes by when yet another big player announces they are no longer using annual performance assessments. Basically, this is a

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11:57

254: Don't Pitch

The Cutting Edge Japan Business Show ·

2022/09/18

Stony motherless silence unleavened by a stony face. That was the reaction to my questions from this first Japanese buyer and subsequent other buyers. I had studied the American sales guru’s sales techniques. I was a devotee of “consultative sales” and here I was in Japan trying to sell stuff and failing. In those days back in the early nineties, I was primed to ask my questions using the American guru sale’s models. Find out if they are the decision maker, if they are ready to move right now,

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11:43

253: Presenters, Lose the Vice Like Grip on The Rostrum

The Cutting Edge Japan Business Show ·

2022/09/11

Good posture never goes out of fashion. Standing up straight shows confidence, allows good breath control and projects energy. Given this is pretty simple, then why is it we get this so wrong when presenting? The problem is temptations aplenty in the presenting environment. The various acting awards or music performance awards are broadcast all around the world, to celebrate people making their living as professional presenters. Acting is presenting and so is singing, although we do not often

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11:15

252: The Persuasive Leader

The Cutting Edge Japan Business Show ·

2022/09/04

A friend of mine was lamenting that he had not taken the time to complete our High Impact Presentations Course. He had had it in the back of his mind for some time, that he really ought to work on these key skills, but had never managed to lock it down and actually do it. Now he is facing a really, really big pitch and he knows his capacity isn’t where it needs to be. He is not fully confident he can be successful. Uh oh! As the leader we represent the “face” of the company. People judge the

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11:05

251: Close That Sale

The Cutting Edge Japan Business Show ·

2022/08/28

You would think that asking for the order would be the simplest thing in a sales job. Not the case here in Japan. Surprisingly a lot of salespeople here in Japan never ask directly for the order. They get to the point where they should ask but they choose not to. One of the reasons is they fear rejection, getting a “no”. They job of sales is an emotional rollercoaster all around the world, so preserving your self-esteem and self-belief is critical. There is nothing like getting rejected in

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11:39

249: Stickability Needed

The Cutting Edge Japan Business Show ·

2022/08/14

Japanese language has lots of insightful sayings and “mikka bozu” or only lasting as a priest for three days is one of them. It means we wilt in our determination and fold after just three days of commitment. On day one, when we start the new year, we are full of resolve, like an aspirant priest. The daily realty as we move through the year though, saps our ability to deliver on our initial best intentions. If you feel a mikka bozu departure coming on, over the next weeks and months, here are a

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11:35

248: Ask Don't tell

The Cutting Edge Japan Business Show ·

2022/08/07

In the West, we have all been trained in consultative selling for many decades. The buyers are used to salespeople turning up and asking a lot of questions to find out if there is some way they can help the buyer, through providing their solution to solve buyer problems. The act of asking of questions is never even thought about, because that is how it is done. In Japan, they don’t really have professional salespeople, because here they have pitchpeople instead. They ask no questions, just turn

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10:59

246: Where are We Going

The Cutting Edge Japan Business Show ·

2022/07/24

New Financial Years, new calendar years, new starts or not? We religiously muscle up and set our resolutions to improve ourselves in the coming 12 months. Often these resolutions are inwardly focused. Lose weight, get better organized, be more patient, etc. Every year, let’s set a breakthrough goal be it a financial year or a calendar year and make it really worthwhile going through this process. Let’s become a catalyst, a trigger, a spark to become the light on the hill for others around us.

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10:10

245: We Buy Benefits Not Features

The Cutting Edge Japan Business Show ·

2022/07/17

Japan loves data and detail. All good, but it can be a trap when you are here trying to make sales in Japan. In a Western sales model there is a defined process to go through and the buyer is also trained on how that works as well. In the Japanese case there is a love of detail bias. This will take you down the wrong path, if you let the buyer control the sales call. Which is what happens to all the Japanese salespeople here, by the way. The buyer loves the detail, the spec, the features of

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11:14

244: You Don't Need To Sell From The Stage

The Cutting Edge Japan Business Show ·

2022/07/10

The organisers of public presentations are usually not very happy for the presenter to start flogging their company’s products to the audience. They are looking for good information for the assembled masses and no propaganda. This makes sense because if you are sitting in the audience and you start to hear what sounds like a commercial for the speaker’s products or services you feel offended and belittled by the presenter. I was in such a gathering when the host of the Chamber of Commerce event

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14:24

REVIVAL: 100: The Power Of Passion When Speaking

The Cutting Edge Japan Business Show ·

2022/07/03

Listen to our most popular episode in presentations for The Cutting Edge Japan Business Show! Formulistic presentations may tick the boxes, but definitely don’t ignite much enthusiasm in the audience. Yes, the key points were covered, the time was consumed, people heard the presentation matching the topic previously promulgated, but so what? When we attend a mediocre or even bad presentation, we are reminded that a great opportunity has gone begging. When it is our turn and we stand in front of

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11:40

243: Business Saboteurs

The Cutting Edge Japan Business Show ·

2022/06/26

It sounds quite obvious not to hire people who are dangerous. The problem is people can have a nice resume, can sound quite articulate in interviews and we buy this false persona. They can also have a lot of energy, can be quite forthright and outgoing. They are often brimming with confidence and self-belief. On the surface, it all looks fine. After hiring them the issues come out though in dribs and drabs. They often have a weak association between their mouth and their brain. They shoot

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11:40

242: The Stress of Sales

The Cutting Edge Japan Business Show ·

2022/06/19

When we are under stress our concentration and productivity levels are much lower than normal. Sales has to be one of the most stressful occupations on the planet. It is an emotional roller coaster, where we go from one meeting feeling elated, to being totally depressed after the next meeting. We are swinging in the breeze between making our target and missing our target. Our boss is giving us a hard time when we are behind on the numbers. If we are on commission then we are not making enough

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11:49

240: Accountability Starts With The Leader

The Cutting Edge Japan Business Show ·

2022/06/05

Holding our people accountable is one of the basics of being a leader. They flounder, deadlines pass unheeded, things get missed, work is not completed to a satisfactory standard. Why is that? People are not trying to fail in their jobs, but they do let the team down with their poor performance and lack of accountability. What can we do about it? As the leader we have to start with ourselves. The most crucial resource we have is our time and how we choose to use it. If we are poor time

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12:44

239: Incentivising Salespeople

The Cutting Edge Japan Business Show ·

2022/05/29

Life is full of various rhythms and flows. We have a set piece most mornings. Arise, eat, get ready for work, head out the door. We work, finish, go to the gym, hobby, etc., or go straight home. Saturday we have a certain flow going on and it is usually different to our Sundays. We like certainty, predictability, constancy. That is all fine, because we are all deep in our Comfort Zones. This is the cuddly place where we have reduced as much risk as possible and we feel safe. All of this is

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416 results

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