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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

11:55

238: Selfish Presenters

The Cutting Edge Japan Business Show ·

2022/05/22

My regular Rotary meeting held every week at the Imperial Hotel in Tokyo has a featured speaker. Our speaker this time was a celebrity in his eighties and very well known to the audience. Rotary runs like clockwork and every section of the hourly meeting is choreographed and the meetings always finish on time. Not this time though. Our speaker gave a rambling talk, which seemed to lack any direction or point. For no good reason he also managed to go way over his allotted speaking time, so the

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14:11

237: Leaders Make Or Break The Firm

The Cutting Edge Japan Business Show ·

2022/05/15

How do you run your business. Sharp on the cost control, right on top of the quality, working hard on building the brand, watchful of competitors, full throttle on appealing to shareholders and stakeholders? There is one area that is going to become a bigger headache. That is people. I am not talking about just training them. I am hearing from leaders in Japan that they are growing more concerned about getting staff and keeping them. In the “good old days”, there were tons of staff to hire and

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11:51

236: Salespeople To Avoid

The Cutting Edge Japan Business Show ·

2022/05/08

If you meet any salesperson who doesn’t ask you questions before explaining their widget run! This person is not a professional in sales, so don’t bother talking with them because you should only deal with professionals in any business and sales is no exception. Salespeople in their forties, who have been selling their whole careers are professional salespeople. They are not Johnny Come Latelys who found themselves washed up on the shore of the sales profession or people who wandered through the

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09:52

235: The Big Perspective Is Needed When Presenting

The Cutting Edge Japan Business Show ·

2022/05/01

The podium is a powerful place for powerful ideas. The audience has no idea what you are going to say and where you are going to take them during your presentation. In Japan, at least, they will politely hear you out until the end and then perhaps offer up a question or two. For the thirty or forty minutes allotted to you, you are the master of the universe, omnipotent over all seated before you. And what have you done with this remarkable opportunity so far? Not that much I would reckon. In

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11:43

234: Coach For Team Japan Excellence

The Cutting Edge Japan Business Show ·

2022/04/24

The younger generation are the future and they want a different type of boss. That boss has to be a new model - persuasive, able to sell the WHY of the job, razor focused on building the team member’s careers, a brilliant communicator and personal coach. A snap really – probably be able to knock that lot off before lunch. Well maybe not. In Japan, they are not making as many members of the younger generation as they used to, so what they want becomes very critical to the boss’s ability to meet

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12:43

233: Sales Objection Handling Mastery

The Cutting Edge Japan Business Show ·

2022/04/17

Brain fog can hit salespeople when they hear a buying objection from the client. As soon as they recover, they spring into action. Usually, it is the wrong action. It involves arguing with the client about why this isn’t a reason not to buy. This effort goes nowhere and is a complete waste of time. In today’s episode find out what we should be doing. Getting pushback, rejection, disinterest when you present your solution to the client’s problems is the natural state of things. Getting a sale

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12:50

232: The Mindset For Presentation Success

The Cutting Edge Japan Business Show ·

2022/04/10

Our mental approach to our activities determines our success. We know this in sports and in business, but when it comes to speaking in public, we somehow manage to forget this vital point. In fact, when it comes to presenting in front of other people we often have a negative mindset about the activity. We may be reliving humiliations from elementary school or high school, when we had to make a presentation and were teased about it. Without actually remembering any particular incident, we manage

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10:11

231: The Boss Is Not Allowed The Luxury Of Reacting

The Cutting Edge Japan Business Show ·

2022/04/03

Are you moody? You might say no. You see yourself as an upbeat individual, smoothly navigating your way through the workday. Good, but the workplace is roiling with confirmed, card carrying boss watchers. They have their antennae out every time you appear, as they gauge the risk level of any interaction with you today. Should I raise that project possibility, talk about the budget, have that revenue results discussion, etc. They have been studying your body language, your gait, face and voice with

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12:47

230: Leads Are The Lifeblood Of Sales

The Cutting Edge Japan Business Show ·

2022/03/27

Marketing plays a key role in generating leads. They are trying to maximise the accuracy of the segmentation of the data base, to make offers that resonate specifically with different segments. They are producing content marketing pieces that will spark leads through the SEO route. Buying ad words to get pay per click activation from buyers, who are searching for your specific good or service is another channel. Potential buyers raise their hand when they download a white paper or an eBook from

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11:27

229: How Can I Leverage My Presentation Content

The Cutting Edge Japan Business Show ·

2022/03/20

We go to a lot of effort to prepare for our presentations. We find the best quality information, assemble the slides to showcase that data and we make big efforts for the successful delivery of the talk. Once it is over, then that is the end of it. It was a lot of effort for a one time event. It reminds me of that esoteric Japanese art Sunae, where you craft sand into artistic landscapes and designs and then discard the artwork thereafter. We craft our artistic efforts and then as the

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11:35

228: Be Responsible For Yourself In Business

The Cutting Edge Japan Business Show ·

2022/03/13

There are billions being spent in the beauty business, the weight loss, fashion and entertainment worlds. These are the fantasy lands from where we receive our images of success. By comparison, we are too short, too tall, too skinny, too fat, too poor, too whatever. Actors, sports stars, captains of industry all seem to be living the dream and we are barely making a living. If only I had been born to wealthier parents, in a better neighbourhood, in a better city, in a better country. I wish I

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10:51

227: Salespeople Need to Have Self-Awareness

The Cutting Edge Japan Business Show ·

2022/03/06

Listen well enough to the client’s needs. They miss the key cues, misunderstand the problem, can’t override their fixation on what they want and do most of the talking during the sales call. They wonder why getting an agreement to buy is so hard. One of my sales coaching students was relating how he took the client meeting into negative territory from the very kick off of the sales conversation and then proceeded to dig the hole deeper and deeper for himself. Small talk at the start is needed

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13:01

226: Why Do We Have To Put Up With Substandard...

The Cutting Edge Japan Business Show ·

2022/02/27

This global company is a household name in Japan. They have spent a fortune getting the brand name known here. They had some tough times early on too and got a hammering from the media about aspects of their business model. A lot of negative publicity was generated, so the name is well known, but not in a helpful way. The President is giving his talk about the company and the industry to a mixed audience here in Tokyo. It was sadly underwhelming. Sitting there was a form of torture for me, who

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11:54

225: Leaders Need To Provide Visionary Leadership

The Cutting Edge Japan Business Show ·

2022/02/20

If we want to influence others with our visionary leadership, then we have to start with ourselves and clarify what is the vision we have for ourselves. If we are to live intentionally, we must visualise our objectives in concrete detail, to make the whole process as real as possible. We also look into our future state and see how we will live. What sort of person are we to become? Who are we with, how do we get along with them and what do we do? How are we regarded by others and how do we

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15:32

224: Audit Our Salespeople Expectations

The Cutting Edge Japan Business Show ·

2022/02/13

Really Understand Your Expectations Of Your Sales Team We hire people and they don’t perform as we expected. The time passes and the numbers are not rolling in. We thought they would be more proactive and more skilled at getting new business. We fire them and start over again. Except that in Japan, you can fire them, but replacing them is a different and difficult matter these days. Recruiting salespeople is horrendous, so the retain component is the mirror piece we have to master as well.

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11:23

223: How To Be More Persuasive

The Cutting Edge Japan Business Show ·

2022/02/06

We run training on presentations and public speaking continuously. These three requests to be more concise, clear and persuasive, often come up from the participants, regarding the nominated areas where they want to improve. In this Age of Distraction, if you miss the first two, you can kiss goodbye to number three. As soon as an audience hears you rambling, they are scrambling for the mobile phones to exit your talk. When you are mystifying your audience, they bolt for digital device safety. I

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13:17

222: Trust Is Earned

The Cutting Edge Japan Business Show ·

2022/01/30

Leaders gain automatic trust by dint of their position power. Title and authority ensure people will toe the line, laugh at our jokes, tell us “Yes”. This type of trust only goes so far though in gaining the willing cooperation of the team members. In a busy life however, with so many demands on our time, we mentally merge automatic trust with earned trust and confuse the two. Earned trust differs from automatic trust because it is based on the reality of our interactions and communication with

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12:37

221: How To Professionally Present Products

The Cutting Edge Japan Business Show ·

2022/01/23

Selling dull stuff is, well, dull. We are supposed to be enthused about our widget but what if it doesn’t generate all that much enthusiasm in us? Industrial products are rarely sexy. They tend to be very technical, specification heavy and chunky. They are normally being presented in a catalogue of products. The pricing, quality and the after sales service tends to be the differentiator with the rival suppliers. The salespeople presenting these often boring, utilitarian products, are also

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11:19

220: Monotone Mania

The Cutting Edge Japan Business Show ·

2022/01/16

Speakers are under assault. Mobile phones tempt audiences to escape us to the internet and before you now it we have lost our audience to our message. Putting people to sleep by the way we deliver our talk is unforgiveable. Normally we expect Japanese speakers to be boring, because their language is a monotone and so they apply the same formula when speaking in either Japanese or English. That is okay in a way, because it is a cultural thing. However, for foreigners there is no excuse. If you

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13:59

219: Yes Boss, Whatever You Say

The Cutting Edge Japan Business Show ·

2022/01/09

As leaders in Japan, one of our biggest fears is ignorance. We may come up with a genius idea that is actually rubbish. The age, stage and power hierarchy here ensures no one wants to stand out by “speaking truth to power”. Subordinates learn quickly that taking personal responsibility for anything is a risky business. Better to make it a group decision, so that the blame evaporates and never settles on any one person in particular. There are plenty of parents of success in Japan and also

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416 results

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