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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

12:44

156: How To Totally Smash Your Price Is Too High...

The Cutting Edge Japan Business Show ·

2020/10/25

When we are haggling over the price with the buyer and they say, “this price is too high”, “that is out of our budget”, “we can’t afford it at that level, can’t you drop the price”, “we never pay that much”, “we can get it for less”, etc., we are in a bind. We want the sale, we want to make our sales targets, so we immediately go into discount mode. This is a big negotiating mistake. I heard this exact case from a Japanese sales guy recently. We happened to be seated next to each other at a

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12:30

155: How To Totally Smash Your Price Is Too High...

The Cutting Edge Japan Business Show ·

2020/10/18

Pricing is usually set by the boss and salespeople are just there to get out and sell at that designation. The provenance of that price point can be quite varied. In some cases, there is a careful calculation involved. It determines the necessary return to cover direct and indirect costs, plus make a specified margin of profit. In other cases, a moist index finger is lofted skyward and a price magically appears. The services industry, in particular, has a lot of skyward finger waggling going

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15:06

154: Create Raving Fans When Presenting

The Cutting Edge Japan Business Show ·

2020/10/11

We can speak to a group. Then there is another level, where we try to totally captivate our audience. What makes the difference? The content could even be the same, but in the hands of one person it is dry and delivered in a boring manner. Someone else can take the same basic materials and really bring it to life. We see this with music. The same lyrics, but with a different arrangement and something magical happens. This new version becomes a smash hit. Speeches are similar. A boring

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16:05

153: The Secrets Of Successful Project Team Management

The Cutting Edge Japan Business Show ·

2020/10/04

Projects are simply too common. Because of this we take them for granted, seeing them as part of our everyday work, but we don’t approach them properly. We certainly don’t apply as much planning expertise to the task as we should, as we wade boldly straight into the mechanics of the execution. Why is that? Poor leadership and a lack of skills make for dangerous dance partners, as the team launches forth rocking and rolling forward with no strategy and little expertise. Often, there is no

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13:04

152: Be Careful of Client White Noise

The Cutting Edge Japan Business Show ·

2020/09/27

Sales people are always under pressure to meet their targets. In high pressure situations, this creates certain behaviours that are not in tune with the client’s best interests. We know we should listen carefully to what the client wants, before we attempt to suggest any solution for the buyer’s needs. We know that by asking well designed questions, we can possibly come up with an insight that triggers a “we hadn’t thought of that” or “we haven’t planned for that” reaction at best. At worst, at

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12:41

151: Don’t Be Dull And Dusty

The Cutting Edge Japan Business Show ·

2020/09/20

Sometimes you see a confident presenter really bomb. It doesn’t happen all that often, but when it does, the contrast is vast. If they are totally hopeless as their default mode as a speaker and they bomb, well that is understandable. But a competent presenter bombing shouldn’t occur. It did and I was wondering what did I just see? Where did our speaker go wrong? Comedians have this same problem – no one laughs at their jokes and there is not much camouflage for them to hide behind, when all

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12:49

150: More Power To The Positive

The Cutting Edge Japan Business Show ·

2020/09/13

We can control 100% of our attitude. Yes, but often we don’t. There are few things we can be 100% in control of and our attitude would have to rank at the top of things we really need to control. So you would think we would all be absolutely brilliant in this area. We aren’t and so why do we have resultant problems? Part of the issue can be allowing past failures to sap our mental fortitude. We mentally re-run the movie in our minds of failures, lost arguments, things we regret or events we

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12:59

149: Self Delusion Has No Place In The Sales World

The Cutting Edge Japan Business Show ·

2020/09/06

Sales is one of the few things in business you can measure accurately and immediately. Are you getting greater efficiencies from your internal systems? Is the marketing working? Are our team becoming more skillful? Are our leaders effective? These are topics which are super important but also devilish to measure. Sales however is straightforward – how much did you sell? Therefore, there is no wiggle room and the pressure on salespeople is enormous. There are deadlines for sales and there are

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13:22

148: Differentiate Or Continue To Suffer

The Cutting Edge Japan Business Show ·

2020/08/30

Education can be a barrier to intelligence sometimes. This is often the case with people educated in very hard skill disciplines. They are asked to absorb vast amounts of complex information and to follow strict procedural structures. The rote learning aspect becomes paramount. This is fine and will get you graduated out of varsity and into the real world. With so much invested in technical knowledge, initially, other skill sets are not fully appreciated enough. Soft skills, such as

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14:43

147: The Art of the Possible

The Cutting Edge Japan Business Show ·

2020/08/23

“We all have possibilities we don’t know about. We can do things we don’t even dream we can do”. This quote from one of the pioneers of the self-help movement, Dale Carnegie, marked a major change in how people thought about the future. Up until the 1920s, fate and God’s will were the more common explanations for what would become of us. Psychology research in the USA began to drive the idea that we could control our futures to a much greater degree than we thought, by controlling our thoughts

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13:56

146: Chasing Buyer “No” Replies

The Cutting Edge Japan Business Show ·

2020/08/16

Everyone hates to be rejected, but not many people have this as a fundamental aspect of their work. We ask colleagues for help and they assist, we ask our bosses for advice and they provide it. Buyers though are different. They can easily find a million reasons not to buy and unashamedly tell us “no”. The rejection itself is not so much the problem, but how we respond to and deal with the rejection. In Japan, the two areas our clients seek special attention in sales training for their team are

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14:14

145: What Pro Public Speakers Do

The Cutting Edge Japan Business Show ·

2020/08/09

When you see someone do a very good presentation, your faith in public speaking humanity is restored. There are so many poor examples of people killing their personal and professional brands with poor public speaking skills, it is refreshing to see talks done well. It is not that hard really, if you know what you are doing and if you rehearse and practice. This is where the majority of lousy, boring and uninspiring speakers trip up. They don’t rehearse or practice. Instead, they just unload on

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14:34

144: Peter Drucker, Leadership And Japan

The Cutting Edge Japan Business Show ·

2020/08/02

Peter Drucker has this great quote. “Only three things happen naturally in organizations: friction, confusion and under performance. Everything else requires leadership”. That is a very profound and pithy observation by Drucker. In this modern day and age, why do we still encounter these three horsemen of the apocalypse of organizational dis-function? You would think we would be better organized by now. Each horseman signals its own raft of challenges, magnified even further when operating in

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14:06

143: Don’t Work For Idiots In Sales

The Cutting Edge Japan Business Show ·

2020/07/26

Bullying, humiliation, ridiculous stretch targets, rubbish goods, stress, shame – a toxic cocktail often suffered in the sales environment. We often get into sales by accident. There are not many varsity business courses in sales. There is sales training available, provided by companies like ourselves, but often this is not offered by the employer. The assumption is you look after yourself. We won’t invest in you and what’s more, we will fire you, if you can’t make your numbers. “Churn em and

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13:30

142: Elegantly Accepting Your Kudos

The Cutting Edge Japan Business Show ·

2020/07/19

You want to promote your business or organisation, so that you can be more successful. A genius idea pops up amongst the brain trust over a few drinks after work – why don’t we enter the Business Awards? Someone has to win don’t they, so the odds are fair. Anyway, there is no downside is there? True but there can be, if you don’t fully think this through. I don’t mean the requirement for polishing the application or assembling the data in support of the claims being made. I am talking about

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15:03

141: New Staff Development Challenges

The Cutting Edge Japan Business Show ·

2020/07/12

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 reverse this trend and produce more engaged teams? Is it too late already? Diligence has a strong pedigree in japan. Retainers in samurai society

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13:20

140: Real World Business Negotiating

The Cutting Edge Japan Business Show ·

2020/07/05

We have many images of negotiation thanks to the media. It could be movie scenes of tough negotiators or reports on political negotiations with lunatic led rogue states. Most of these representations however have very little relevance in the real world of business. A lot of the work done on negotiations focuses on “tactics”. This is completely understandable for any transactional based negotiations. Those are usually one off deals, where there is no great likelihood of any on-going relationship

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13:46

139: Nerves Need Not Nobble Your Presentations

The Cutting Edge Japan Business Show ·

2020/06/28

Speaking in front of others makes many people tongue tied and nervous. They struggle to get through a simple presentation, internally, in front of their colleagues. A public audience is something they would flee from, screaming and waving their hands in the air. Why is that? We all learn how to talk. The presentation is just a talk, so what is the big deal? Yet, it is a barrier to many people who have to navigate this impediment to move up through their careers. If you are in front of the big

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12:40

138: Be In Control Of Your Attitude

The Cutting Edge Japan Business Show ·

2020/06/21

We can control 100% of our attitude. Yes, but often we don’t. There are few things we can be 100% in control of and our attitude would have to rank at the top of things we really need to control. So you would think we would all be brilliant in this area. We aren’t and so why do we have problems? Part of the issue can be allowing past failures to sap our mental fortitude. We mentally re-run the movie in our minds of things we regret or events we actually don’t want to remember, but do

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12:55

137: Follow Up Sales Hell

The Cutting Edge Japan Business Show ·

2020/06/14

Time is of the essence. Patience is a virtue. Worthy aims but sometimes we mix these aspirations up in sales. We are not moving quickly enough and miss the chance. At other times , we are impatient and we force the issue when we should be more stoic and considered. We lose on both counts whenever we confuse what we should actually be doing. Being too slow usually relates to making contact or following up, after making the initial contact. We meet people at an event, receive a bunch of meishi

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416 results

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