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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

12:40

218: Build Your Sales Bridges

The Cutting Edge Japan Business Show ·

2022/01/02

The sales process is a process with different phases and stages. The skilled salesperson knows how to navigate their way through these phases in the conversation with the buyer. We have a defined sales cycle in our interactions with our clients. We build the trust, ask the key questions to understand need, present the solution, deal with pushback and ask for the business. Of course, there is the pre-meeting preparation and the post meeting follow up, but the actual sales call runs through this

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12:27

217: Why I Don't Like Videos In Presentations

The Cutting Edge Japan Business Show ·

2021/12/26

There are so many competitors for our audience’s attention today. The last thing we need are “own goals” by letting the slide deck or the video steal our thunder. We must be the dominator on stage not the dominated. There is no question visuals are super powerful in presentations. This can range from your eye contact, body language and gestures all the way up to actual live fireworks. Think about sporting presentations where they make heavy use of visuals to stir emotions. The half time show

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12:31

216: Freedom Is All In The Mind

The Cutting Edge Japan Business Show ·

2021/12/19

We cannot stop remembering the past. We cannot stop thinking about the future. We learn from the past, good and bad and we prepare for the future, before it arrives. These are survival mechanisms the species has mastered. We can strip out the worry bits of those two activities and then life looks a lot different. Motivational quotes are everywhere and they remind us of useful things we already know, but have forgotten. Two recent messages struck me with their introspective power. Both are by

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12:27

214: Be Chatty When Presenting

The Cutting Edge Japan Business Show ·

2021/12/05

We often see presenters elevated up on stage or positioned at the front of the room, flanked by or under a screen, and protected from the audience by a rostrum. In Japan standing above your seated audience requires an apology for doing so at the start of the speech. This is a very hierarchy conscious society, so implying your superiority to your audience, through your physical positioning has to be wound back immediately. We add to this feeling by driving the slide deck, playing around with the

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11:38

213: Subtle Discrimination Against Women In Japan

The Cutting Edge Japan Business Show ·

2021/11/28

Change happens slowly in Japan. Getting more women into leadership positions requires a lot of other moving parts to kick in. One of them is changing the mindset of male line managers regarding who to select to go to company training. Discrimination against women in business in Japan takes many forms. Previous Pime Minister Abe talked about targets for women in leadership positions in companies but not much has changed. In fact, he significantly lowered the targets after barely getting started

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12:46

212: Always Be Selling

The Cutting Edge Japan Business Show ·

2021/11/21

We rush about chasing deals. We nail one down and race off hunting for the next one. Sometimes we need to switch from hunter to farmer and see if there is more to that first deal. We need to keep an eye on the satisfaction the buyer has with the first deal, to see if we can cross sell, upsell or get a referral. The sales agreement is followed by the delivery of the product or service. In some cases they are immediate and in others there is a time delay. It is often the case that after the

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11:23

211: Low Energy Doesn't Work When Presenting

The Cutting Edge Japan Business Show ·

2021/11/14

If we don’t grab their attention and interest, then our message is lost to them as they head off to the internet. “The good is the enemy of the great” is a clever saying and very true. In presenting terms we can have people who are competent but not even close to maximising their potential. They are sitting there in the lukewarm bath, never experiencing or understanding the joys of an extra ten degrees of heat. In presenting terms, turning your inner thermometer up ten degrees when facing an

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14:30

210: Educational Trends Not Matching Industry Needs

The Cutting Edge Japan Business Show ·

2021/11/07

Japan has a very efficient education system around the basics of reading, writing and arithmetic. There was an effort to bridge the creativity gap with other countries but that was abandoned. Where are we with the gap between what industry needs and what the education system is producing? Japanese education includes exciting things like adults screaming abuse, using threatening words, kids mouthing slogans at mass rallies and making over $2 million in a week. We know that Japan has a well

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14:09

209: Buyer Style Knowledge Is Key

The Cutting Edge Japan Business Show ·

2021/10/31

We usually think in terms of cultural differences with the West, when we are dealing with this unique country, Japan. In fact, personality style differences of the buyer are much more important in business. Cultural factors form a base and on top of that are the idiosyncratic differences between Japanese buyers and ourselves. This becomes very key in communication terms. We won’t be changing our personality style or that of the buyer any time soon, but we can learn to vary our communication

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11:30

207: Entrepreneur Top Requirements

The Cutting Edge Japan Business Show ·

2021/10/17

There are many things which impact an entrepreneurs success. Usually, when we think about how to succeed in our own business, we favour things like sufficient cash flow and capital. This is absolutely true, but this is a product of decisions we have already taken. We need to focus on the core drivers of the company's success. There will be certain businesses where technology alone makes it work, but these are rare. For the rest of us to be successful, we need three critical skills: the

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10:47

"Best of the Best" Encore 206: Nemawashi Is A Key...

The Cutting Edge Japan Business Show ·

2021/10/11

Understanding the basics of Japanese business requires we have to know about nemawashi and what it means for us. Nemawashi is a very important word in Japanese. It is made up of two words “ne” which means root and “mawashi” which means to wrap around. Or wrapping up the root. A good translation however is “groundwork”, usually associated with a decision or a meeting. In Japan they can move 15-20 meters trees from one location to another. They dig down, cut the tap root, bind up the root ball,

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11:12

205: Slide Decks And Presenting

The Cutting Edge Japan Business Show ·

2021/10/03

Today we are going to look at the proper use of visuals when we are presenting. Many people ask us at Dale Carnegie, what should I do with preparing my slide deck for my key note presentation? What’s too much? What’s too little? What’s the best way to make this work for me? Here’s some guidelines for using visuals. Sometimes less is definitely best. On a screen, try to avoid paragraphs. Try to avoid sentences. If you can, use single words. Single words can be very, very powerful. Just

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12:25

204: Dealing with Taxing People

The Cutting Edge Japan Business Show ·

2021/09/26

The playbook on how to deal with difficult people wasn’t anywhere in sight throughout our entire schooling. When we went to work this playbook was also missing from the induction training and from every other piece of training we have ever received. Sadly, not everyone is like us – wonderful, charming, amusing, attractive. Despite our best efforts to be a role model of perfection, setting them a good example, others persist in being a major pain. Here are 12 selective tips on negotiating with

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16:54

203: Japan Is Very Formal In Business

The Cutting Edge Japan Business Show ·

2021/09/19

Emperors and fishmongers. The opposite end of the social spectrum, but in Japan, I discovered the levels of formality in meetings was unnervingly similar. Formality in Japan is linked very closely to what is perceived as being polite. European countries may feel more familiar with Japanese style formality, but for countries like the US, Australia, Canada etc., this level of formality is not the usual. There is a sense of formality here in Japan that is unexpected and sometimes hard to fathom for

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10:43

202: How To Pump Up An Audience

The Cutting Edge Japan Business Show ·

2021/09/12

Storytelling by the speaker combined with audience participation is a winner. We shouldn’t go crazy and over do it of course, but we definitely should use this technique. Whenever I am in the USA, I love watching the different television preachers in action. I am not looking for salvation particularly, but I am looking for hints on how to work an audience. Now obviously competing with their promises on how to get to heaven is going to be difficult, but we can see some things that work which we

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12:01

201: Sports Lessons Which Instruct Leaders

The Cutting Edge Japan Business Show ·

2021/09/05

The classic half-time locker room Churchillian oratory from the coach, whipping the team into a frenzy for the coming onslaught is now gathering dust in Hollywood’s archives. Today’s most successful coaches are masters of human psychology, combining insight with superb communication skills. What about leaders in business? Conferences, off-sites, retreats are supplying substantial income for sports coaches, as they induct business folk into the mysteries of motivation. Everyone heads back to work

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15:01

200: Why There Are Few Sale's Case Studies In Japan

The Cutting Edge Japan Business Show ·

2021/08/29

All of the sales text books tell us, use case studies with clients who have been successful, to sell the next client. Case studies are great for gaining credibility with potential cients, so it all makes so much sense. If only it was that easy to do in Japan. Getting client cooperation to create sale’s case studies in Japan is tough. Japanese companies are very careful about how much information they let outside of the firm. What can we do, to get around this problem? We can create two

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16:05

199: Getting Close With Your Audience In Japan

The Cutting Edge Japan Business Show ·

2021/08/22

Engaging our audience is one of the prerequisites for having persuasion power. Smart people sometimes make simple errors which diminishes their ability to get their messages accepted. Lawyers in Japan are an elite group. Senior lawyers are the elite of the super elite. When I landed in Tokyo on April 1st, 1979, Tokyo was completely different city than what it is today. A low rise, rambling, conurbation maze of small streets and ugly grey buildings, long stained by air pollution. Like the

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12:00

198: Boss Induced Aggravation Antidotes

The Cutting Edge Japan Business Show ·

2021/08/15

Conflict with bosses can often be a fundamental difference in personality types. These differences are usually reflected in communication styles which don’t match. If we know these things about others, bosses we can more easily deal with the differences. Are you the engagement survey assassin carving up your boss or are you the victim having to explain to senior management why your team’s scores are so dismal? Naturally, the very top bosses rarely ever get surveyed, so they can be totally

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13:07

197: We Will Get Back to You

The Cutting Edge Japan Business Show ·

2021/08/08

Understanding why people don’t buy immediately after your brilliant presentation in Japan is a critical component of success here. Aggressive American style wrangling with the buyer just won’t work here. We need to understand the limitations facing the person we are meeting and how the company decision making structure works. In Japan, this “We will get back to you” response is often the result at the second meeting with the client. In the first meeting, the salesperson is establishing trust

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416 results

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