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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

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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15:44

116 Lawyers Aren't Special. They Need To Sell Their...

The Cutting Edge Japan Business Show ·

2020/01/12

Lawyers have spent a lot of time studying to pass their bar exams. When they graduate, they are the white collar galley slaves, shackled to legal partner’s teams, doing the grunt work for years, until they can be allowed on deck. As they move up the ranks they begin to interact with clients. After a few more years they actually have to go out and get clients. The big dog in the law firm is the rainmaker, who brought in the clients who paid the most money for the professional services of the

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16:53

115 Surprisingly, Smart People Are Often Clueless At...

The Cutting Edge Japan Business Show ·

2020/01/05

Japan is an interesting place. So many things here are ultra modern, high tech, totally nuanced and sophisticated. You take it for granted that your refrigerator door opens from either side and is deathly quiet, that your vacuum cleaner is very light weight and efficient, that your toilet has more control options than most aircraft. So when you hit something out of character you really notice the difference. Presenting skills is the outlier. We were brought in to consult for and train a very

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16:23

114 HQ Never Understands Japan

The Cutting Edge Japan Business Show ·

2019/12/30

HQ Never Understands Japan One of the dubious delights of running an international business in Japan is dealing with the Mother Ship or it’s Regional Hub spin off. Trying to explain Japan to those who don’t know Japan, has always proven tremendously character building for me. Having left the corporate treadmill to work for myself, I mistakenly thought I had kissed goodbye to all that pathetic nonsense. Alas, the long arm of Japan ignorance continues to reach out and challenge me. Today, I

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11:48

113 Consistency In Sales Is Critical

The Cutting Edge Japan Business Show ·

2019/12/22

Consistency In Sales Is Critical We all know that consistency is a fundamental requirement if we are going to establish trust with others. We ask buyers to purchase from us on the basis that we will be delivering what we say we will deliver, on time, at the agreed price point and quality. Now no salespeople go around promising anything less so there is no differentiation at this stage of the sales process. What can we do the have differentiating from all the other r vials out there making

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18:44

112 Why Lawyers Are So Bad At Presenting

The Cutting Edge Japan Business Show ·

2019/12/15

112 Why Lawyers Are So Bad At Presenting Lawyers are smart people, but sometimes do self-defeating things. They are discovering that unlike the “good old days”, there are many service alternatives today facing prospective clients. Business development is a common term in most industries, but it has a certain unpleasant cache in the legal fraternity. They are only slowly coming to grips with this is new reality. They know they have to work harder to get and keep clients, but somehow this irks

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18:44

111 Okay Boss, Motivate Me!

The Cutting Edge Japan Business Show ·

2019/12/08

Okay Boss, Motivate Me! “Motivate me” must be one of the saddest requests a leader can receive. The request may not be so bluntly articulated, but the underlying assumption that the boss is there to motivate the staff seems to linger. “If only I had a better boss, I would be better”. “If only this company got its act together, I could get mine together”. “If only these other staff weren’t so hopeless, I would do better here – these people are holding me back”. The search for salvation

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13:50

110 How To Control Your Mood In Sales

The Cutting Edge Japan Business Show ·

2019/12/01

The morning dark gloom of heavy ponderous rain clouds, piling snow drifts or driving, cutting razor blade sleet can have a serious impact on our sales mood. We may be thinking to ourselves, “what a lousy day to have run around town juggling umbrellas, trains, taxis and bags of samples to visit clients”. The next day, the rains have departed. Brilliant azure blue skies and a friendly warm sun seem to say “what a beautiful day to make sales calls”. Neither comment is acceptable for the pro

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16:36

109 We Are Always Sorry In Japan Before We Get Up To...

The Cutting Edge Japan Business Show ·

2019/11/24

We Are Always Sorry In Japan Before We Get Up To Talk Well educated from two top ranked Universities. Undergraduate in Japan and an MBA from the USA. He had a very capable command of English and our presenter did a very good job of conveying the business structure, strategy and results of his publicly listed enterprise. Yet, that presentation could have been so much better with attention to a few simple basics. This difference in polish is both cultural and attitudinal. Beginning your talk

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15:44

108 Japanese Leadership Legend Mr. Atarashi's Big...

The Cutting Edge Japan Business Show ·

2019/11/17

108 Japanese Leadership Legend Mr. Atarashi's Big Breakthrough Ever heard that a training course changed somebody's life? "It was good", "I enjoyed it", “I learnt something new”, maybe. Warren Buffett, the famous American billionaire investor is a huge Dale Carnegie fan and often mentions in TV interviews how the Dale Carnegie course changed his life. Being in Japan, it is great to hear a leading local businessman like Mr. Masami Atarashi say the very same thing. He is very well known in Japan

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14:08

107 The Power Of Sales Stories When Selling

The Cutting Edge Japan Business Show ·

2019/11/10

The Power Of Using Stories When Selling Storytelling in sales is our ability to express ourselves in a way which is engaging and persuasive. We capture the attention of the buyer because we have taken the client to a world unexpected. This might be because the real essence of their problem has just now been revealed to them. The salesperson who can marshal the discussion to bring forth the hidden insights for the client is the storyteller par excellence. The content of the story can also be

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14:57

106 Show Me How Great You Are, Don't Tell Me

The Cutting Edge Japan Business Show ·

2019/11/03

Show Me How Great You Are, Don’t Tell Me Japan is an interesting place where there is a lot of respect for people’s family pedigrees, University alma maters, job titles and position in the company. Sometimes though, you are left wondering is this person really one of the actual elite or is this the best the Japanese elite can produce? American friends tell me Missouri is famous for it’s “show me, don’t tell me” mantra. My home country of Australia is similarly a nation of Olympic Gold Medalists

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15:24

105 Success Formula For Leading Project Teams

The Cutting Edge Japan Business Show ·

2019/10/27

Episode #105 Success Formula for Leading Project Teams Take One Leading projects can be tricky. Often the enthusiasm for the detail overrides the brain and the team are leaping into the minutia of the details without planning the project from a holistic viewpoint. The other penchants of the misguided are looking for cool tech solutions when the biggest issues are always people issues. Having a tracking tool is good except when the people involved don’t have sufficient accountability to either

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15:22

104 Hard Sell Hell

The Cutting Edge Japan Business Show ·

2019/10/20

Episode #104 Hard Sell Hell Take One I feel sorry for the “phone dogs” having to cold call clients to sell them stuff and at the same time I hate them. They are paid to call clients to arrange for one of the sale’s team to roll in and close the sale. I am all in favour of cold calling but I detest idiocy. The phone dogs are given sales scripts cobbled together by idiot bosses and the end result is you feel your intelligence is being insulted by this brutal process. There are so may better ways to

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12:40

103 The Danger Zone When Presenting

The Cutting Edge Japan Business Show ·

2019/10/13

Episode #103 The Danger Zone When Presenting In the history of the world, it has never been harder to be a presenter. The Age of Distraction has guaranteed that everyone will mentally escape from us, without a bye your leave and with no compunction. Assuming you have done a good job planning the opening to grab attention, have you also planned for the middle stanza of your talk? This is where people can get bored and distracted. They will leave you. We need to plan the brackets of the main

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13:39

102 How To Persuade Followers

The Cutting Edge Japan Business Show ·

2019/10/06

How To Persuade Followers Take One Welcome back to this weekly edition every Monday of "THE Cutting Edge Japan Business Show" I am your host Dr. Greg Story, Your Corporate Coaching and Training Guy, President of Dale Carnegie Training Japan and best selling author of Japan Sales Mastery and my new book Japan Business Mastery. We are bringing the show to you from our High Performance Center in Akasaka in Minato-ku, the business center of Tokyo. Why the Cutting Edge? In this show, we are looking

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13:17

101 How To Find Golden Clients

The Cutting Edge Japan Business Show ·

2019/09/30

Prospecting For Golden Clients Do you have a clear image and understanding of your perfect client? Authors often mention about writing for their avatar. This is their imaginary reader. They have a clear picture of whom they are writing for. They know their reader’s hopes, fears, aspirations, behaviors, goals and idiosyncrasies. In sales, prospecting to find your Golden Client is a bit like discovering your life partner. We have to go out and meet a lot of potential partners, until we find

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16:53

100 The Power Of Passion When Speaking

The Cutting Edge Japan Business Show ·

2019/09/24

Today is a very special milestone, as we have reached the 100th episode of the Cutting Edge Japan Business Show. It is nearly two years now since we started. In the show, I bring the power of the Dale Carnegie Training curriculum to bear on the tough issues we all face. I add in my own experiences in business here, hard earned over the last thirty three years. I have made plenty of mistakes and I hope I can be a guide for you, so you can avoid them in your case. There have been other business

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419 results

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