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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

14:14

136: The Influencer's Secret Playbook

The Cutting Edge Japan Business Show ·

2020/06/07

Don’t think of a pink elephant. Did you think of one when you read that sentence? It shows how easily we can we swayed by images. If I had said don’t think of the letters p-i-n-k-e-l-e-p-h-a-n-t, you would have been fabulously successful. What is the difference – both refer to the same prohibition? We are very much susceptible to images, yet we rarely use this facility when we are trying to have influence with those around us. We think that force of will, desire, status, oratory, personal

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12:31

135: Getting To Great Ideas

The Cutting Edge Japan Business Show ·

2020/05/31

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. I was listening to some friend’s episodes about working life at a major global cosmetics brand, where the culture was purposely made combative. I laughed when I was told the Meeting Room was called the “Confrontation Room”. Actually it was a nervous laugh, because that is probably the last place I would want to

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15:25

134: Pushy Or Prescient

The Cutting Edge Japan Business Show ·

2020/05/24

Pushy salespeople are very, very annoying. They try to bug you into buying and we really don’t like it. We may actually buy, but we don’t like them anymore and probably won’t become a repeat buyer. Fair enough, but what about when you are the salesperson? At what point should we give up on convincing the buyer that our solution is the best for them? It often happens that we meet a potential buyer, we do our follow up and get a meeting. We listen carefully to what they want. We even try to

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11:40

133: Know Your Target

The Cutting Edge Japan Business Show ·

2020/05/17

Know Your Target I was at a speech recently, given by a very prominent person, an extremely experienced speaker, to a very prestigious audience. It should have been a triumph, but it was a fizzer. There were two particular problems with the speech. One was it was set for 25 minutes but the speaker finished in 8 minutes. The second problem was that the most interesting part of the speech was not readily accessible for the audience. Both issues stemmed from a lack of homework before giving the

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11:06

132: Your Efficiency Is A Mirage

The Cutting Edge Japan Business Show ·

2020/05/10

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 time of delegation ruling the world. The secretarial pool only lives in the memory of the few or has been briefly glimpsed in black and white movies. We replaced the system but as leaders have we really fully adjusted to the change? We are more “efficient”

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11:54

131: Sales Skills Or Boozing Skills

The Cutting Edge Japan Business Show ·

2020/05/03

A LinkedIn post I read recorded how an American sales guy got off the booze and the client entertainment rat race. It got a lot of coverage and comment because it obviously struck a chord with many fellow salespeople. It got me thinking about the same conundrum for those of us selling in Japan. This is a tricky issue here because, traditionally, so much client entertainment was involved. “I gave my liver for my company” is a common refrain amongst Japanese salespeople. The other one is “I

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14:05

130: Be Clear Or Be A Disaster

The Cutting Edge Japan Business Show ·

2020/04/26

Most talks and presentations we hear, we cannot recall. Why is that? We were there presumably because we had an interest. The presenter no doubt made an effort to share something of value with us. They probably spent hours on their presentation slides and were perhaps somewhat anxious about giving the presentation. So a lot of nervous energy was expended in the exercise, but with a zero result. If we can’t remember the content or the speaker, then it is hard to say it was a success, wouldn’t

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10:53

129: Switching Your Mindset About Putting Things Off

The Cutting Edge Japan Business Show ·

2020/04/19

Switching Your Mindset About Putting Things Off We know we should do that project or piece of work but we resist. We may even be bold and get it into our To Do list, maybe even attach a high priority number to it, but still fail to start. Why? We are all pretty clever about avoiding pain and some projects have pain written all over them. Maybe we may have to think – gasp! Or maybe, it is going to require a lot of time and we feel too time poor to get into it. It could be it is complex and will

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13:17

128 Defending Your Price

The Cutting Edge Japan Business Show ·

2020/04/12

Salespeople don't set the price of what they sell. This is usually an obscure outcome decided by someone else inside the machine. It might actually be an elaborate process, where multiple variables are carefully calibrated, mathematical formulae are applied and a price is arrived at. Or, it might be a slightly moist index finger boldly thrust skyward to come up with a number. The latter is often the case when arriving at pricing for services. Regardless, the salespersons task is to sell at that

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15:00

127 How To Work The Room When Presenting

The Cutting Edge Japan Business Show ·

2020/04/05

Getting up in front of people is confronting for a lot of speakers. Beady eyes are boring into you, a sea of serious faces is scary, the lights are painfully bright and the pressure feels intense. You start to doubt your preparation was sufficient for the occasion. You throw up the laptop lid and then try to mount the podium such that it provides a safety barrier between you and the great unwashed. You studiously avoid confronting eye contact, by staring down at your laptop screen or your

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12:31

126: Setting Your Team Up For Success

The Cutting Edge Japan Business Show ·

2020/03/29

Beginnings are important in business. It might be the start of a new calendar year, a new financial year or the launch of a new project or initiative. Often we get straight into the launch and problems arise. Those we didn’t anticipate are particularly annoying. We may not be able to eliminate all the issues associated with initiatives, but we can always do a better job in the pre-launch phase. Here are three handy questions to contemplate in the early planning stage, as you toss around some

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12:04

125 Really Sad Questions From Salespeople

The Cutting Edge Japan Business Show ·

2020/03/22

Three woeful contributions from salespeople include "we have this widget", "you should have it?" and "we can discount the price". What a mess right there. Yet, left to their own devices, this is the type of nonsense salespeople say to clients. Serving the client's best interests is job one for salespeople, so why aren't they having a proper conversation with the buyer? They are untrained, unprofessional and unskilled. What should they be saying? We don't have anything for the buyer, until

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17:11

124 The Professional's Guide To Presentation Rehearsal

The Cutting Edge Japan Business Show ·

2020/03/15

Every performance is better when practiced beforehand and presenting is no different. We don’t do it for a multitude of “good” reasons, none of which abrogate the need to make the time and put in the effort. We have the time, we just need to allocate it. We are putting ourselves out there when we present, so don’t miss it, there is a lot on the line. We need to ensure we are a triumph rather than a joke. The way to do that is to practice beforehand. How do we do that, what are some best

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17:11

123 The Details Can Derail You

The Cutting Edge Japan Business Show ·

2020/03/08

“The Devil Is In The Detail” saying, reflects ancient wisdom about taking careful notice of small things. The semi-amusing reflection on this saying is that it was created centuries ago, when we can imagine life was substantially less complex than it is today. E-mail surges, flat surfaces groaning under the weight of paper, meetings back to back from dawn to dusk, ring tones, beeps and assorted intrusions from digital devices we carry on our person 24 hours a day - this is the modern life. How

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14:54

122 How To Cold Call

The Cutting Edge Japan Business Show ·

2020/03/01

Cold calling is an unheralded intervention into someone's already packed schedule. They are distracted by the phone from what they were concentrating on, so they are automatically annoyed. They are time conscious because this call was not in their plan. The person calling them is an unknown quantity, so the trust factor is zero or less than that. They have been cold called by idiots in the past, who say dumb things like, "How are you today" which is an immediate warning bell that we are talking

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12:22

121 The Hard And Soft Of Presenting

The Cutting Edge Japan Business Show ·

2020/02/23

Hard and Soft When Presenting 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 are all massive power and bravado, after about five minutes, people want a break. If your “aura” is too strong they worry about radiation. If on the other hand, you are a mouse at the microphone, then

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11:32

120: Get Your Hustle On

The Cutting Edge Japan Business Show ·

2020/02/16

Smart people in sales are a problem. They have expansive brains, intellectual curiousity and strategic depth. They are quick to spot the big picture solutions for clients. Internally they are a system police, fantastic on urging the fixing of the sales structures and suggesting necessary improvements. With Excel macro skills to burn, they can transform a simple spreadsheet information capture into a formidable machine. They are not what we need in the sale’s team. We need “good hustle” from our

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15:22

119 When Selling Timing Is Key

The Cutting Edge Japan Business Show ·

2020/02/09

It always astonishes me that many salespeople have very little sense of proper timing to start selling their product or service. In the sales call, they are in a rush to get down to business. Japan has mastered the idea of building some rapport before starting the sales conversation. Small talk predominates at the commencement of the meeting and then smoothly glides into the main discussion. Western business people are all "time is money" focused and want to "get straight down to business"

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15:22

118 Three Absolute Fundamentals for Success

The Cutting Edge Japan Business Show ·

2020/02/03

118 Three Absolute Fundamentals for Success 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 to the upper reaches. Yet, they have feet of clay when it comes to representing their section, division,

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12:59

117 How You Can Generate Ideas

The Cutting Edge Japan Business Show ·

2020/01/19

How to best tap into the idea potential of our work teams? We know that the success of the organisation will be determined by the quality of the ideas we generate and the capacity to execute those excellent insights. Gathering folk around the white board and having a free form pitchfest of ideas is more often destructive than creative. Dominant personalities always hog the white board content. There is usually only one speed of idea creation being employed – fast, which is the easiest but most

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416 results

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