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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

11:36

65 Not A Sales Thank You, Repeat Sales Please

The Cutting Edge Japan Business Show ·

2019/09/02

Quotas, budgets, targets, feared employment oblivion all drive salespeople toward making sales. Some go for the whales, but often don’t even get a minnow. Others grab everything they can get. The focus tends to be on getting that sale, bringing some money in the door, getting some commission, keeping your job. The issue with this though is it corrupts our salesperson horizon. It makes it too proximate and makes us too short term focused. What we really need to do is reorient our thinking around

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14:00

64 Design Your Talk For Success

The Cutting Edge Japan Business Show ·

2019/09/02

Okay, I have a presentation to give, so which slides can I use? Bad idea. This is the last thing you should be doing, in terms of preparing for your talk. You have the topic, but who will be in the audience and what level of familiarity will they have with your topic? Start with the end! Go straight to the design of your key punch line, your biggest takeaway, the one thing you want to audience to get from your talk. Start there and design the conclusion. Move to the main body and finally

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15:31

63 Japan's Work Rhythm Is Different

The Cutting Edge Japan Business Show ·

2019/09/02

Every culture has their work rhythm. Some are a start early, go home early preference, the mainstream is probably more a nine to five approach and Japan has its late evening finish. There are big variations according to the climate. Slugging it out through the heat of summer in my native Brisbane is debilitating because the heat drains you of your energy. Winter in Tokyo achieves the same feat, as you struggle to survive the cold winter months. Lifestyles of the modern Japanese are usually sleep

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11:44

62 Le Sales Killer

The Cutting Edge Japan Business Show ·

2019/09/02

Getting buyers to hand over their hard won cash is a daunting task in many ways. We salespeople love a challenge though, so we often conspire to make it harder than it has to be, by killing the opportunity in front of us. Semantics is a critical study area for salespeople, because how we say things makes such a huge difference. There are ways of framing questions and making statements that work better than the alternatives. We need to master those techniques. There are also certain words we

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16:23

61 The Winning Presentation Mindset

The Cutting Edge Japan Business Show ·

2019/09/02

Mindset is a big deal in sports. We understand that it is important in business too, but we sometimes miss the point that it also applies to how we approach public speaking. We can exude confidence or terror. Either way the audience will buy what we are selling. How do we exude confidence? This comes back to our basic beliefs about ourselves as a speaker, which then determine the mindsets of “I can do this really well and be successful” or “I hate doing this and I am not very good at

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13:57

60 Haste Makes Waste

The Cutting Edge Japan Business Show ·

2019/09/02

Modern life is full of contradictions. We have vast computing power in the palms of our hands. Yet, some choose to play mindless games on their device. Others are busily scrolling through the detritus of other people social media postings. Observations like “Oh look at what that cat is doing!” needlessly cloud our brains. Yet we are busy, aren’t we. We are actually more than busy, in fact, we are in a rush. We need to gain every possible second, so we can spend it later adding comments to

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14:31

59 How To Prepare For Your Presentation

The Cutting Edge Japan Business Show ·

2019/09/02

We have been requested to give a talk, so where should we start? Should we jump straight into pulling together all the slides for the presentation? Absolutely not. We need to prepare this talk so it will be a success. The first important question we must ask is who are we going to be talking to? The next question is about the purpose of the talk. Is it to educate, impress, motivate or to entertain? The next considerations all the mechanics of the speech. Is it at the end of the day when

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14:25

58 No Mistakes Allowed In Japan

The Cutting Edge Japan Business Show ·

2019/09/02

We all want to go to heaven, but none of us want to die. We all want change, but we don’t want to change. These are some of the typical contradictions we find in human society. Another one concerns the messy process of innovation. In Japan, which is a highly risk averse culture, there is a strong contradiction at play here. Not tolerating mistakes but expecting innovation from our people are completely opposing ideas. Innovation requires mistakes. That is how we learn and how we progress. If

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13:16

57 Ideal Sales Environment Construction

The Cutting Edge Japan Business Show ·

2019/09/02

Sales is a difficult world, but there are certain environments which lend themselves more toward making salespeople successful. If we are allowed to flourish, the chances are high that we will maximize our opportunities. Focusing outward on the competition is much better than having salespeople squabbling amongst themselves over commission splits or who owns the client. Giving salespeople enormous upside for success encourages greater commitment to the cause. Ross Perot was IBM’s most highly

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19:15

56 How Not To Blow Your Acceptance Speech

The Cutting Edge Japan Business Show ·

2019/09/02

When you are under the spotlight in business you have to shine. Yet, so often, we see people catapulted to the top as an award winner and they do a dreadful job with their acceptance speech. You really have to wonder why that is? They entered the contest so they must have at least expected there was a chance of winning. If that did happen, then they know they will be invited to the stage to receive the award and say a few words. When this turns into reality, it is at this point that often the

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11:22

55 Learn To Outperform The Competition

The Cutting Edge Japan Business Show ·

2019/09/02

Honey works better than vinegar in attracting people and their cooperation. We know that, so why do we forget this at work. We are short with people and too much occupied with our immense status and authority. This is all vinegar. Others are not attracted to this approach. We need to work on our people skills if we want to have influence and get cooperation. How do we do that? Welcome back to this weekly edition every Tuesday of "THE Cutting Edge Japan Business Show" I am your host Dr. Greg

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11:57

54 Can't Cold Call In Japan. Oh Yeah, Really

The Cutting Edge Japan Business Show ·

2019/09/02

Unrequested contacts are frowned upon in Japan. Direct mail goes straight in the bin. Emails from unknowns are deleted. Incoming phone calls are neglected and never called back. This is grossly unfair you might be thinking. You might also be thinking that cold calling is a dead duck in Japan. Well that is not the case. Cold calling always has a relatively low hit rate but there are occasions where you have no entry point for a prospect you wish to connect with and the cold call becomes a

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11:42

53 Big Boozy Crowds And Public Speaking

The Cutting Edge Japan Business Show ·

2019/09/02

We live in a micro attention span world. We are also becoming more and more self centered around what we want and why we need to have it right now. A lot of the older courtesies and societal manners are perishing by the wayside. We might be that person standing up there on stage surveying a crowd full of self important, totally preoccupied people who would rather hear the sound of their own voice, than listen to yours. Well what do you do about that, especially when the booze has been flowing

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12:16

52 Upping The Team's Care Factor

The Cutting Edge Japan Business Show ·

2019/09/02

Cooperation is a key request within organisations. Within small teams it tends to work well but it gets more challenging when you are trying to get other sections or divisions to cooperate with you. This is where our people skills come into it. We need to know what are the communication approaches which will have the highest propensity for success in getting cooperation from others? Often these types of soft skills are the things not taught in schools, colleges or in-house company training. Hard

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11:17

51 What Successful Negotiators Do

The Cutting Edge Japan Business Show ·

2019/09/02

Tricky negotiators are losers. They can only survive in a one shot business, because people won’t want to deal with them again. Most of us in business are looking for lifetime, continuous, consistent buying activities from our clients. We may get involved in one-off deals, but that isn’t what we are looking for. We want year in year out buying, we want a solid relationship of trust and give and take. Winning over others in negotiations, being dominant, being the big dog in the negotiation

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13:29

50 How to Deal With Stage Fright

The Cutting Edge Japan Business Show ·

2019/09/02

I absolutely hated the prospect of public speaking. In fact, I was a whimp and ran away from every chance I had to speak in public. Careers are funny things, because at some stage you get to a point where you can’t run away from speaking to groups anymore. Now you would think that logically, I would have worked that out a lot earlier and prepared myself for the eventuality of having to speak in pubic. No. I hid from it , escaped from it, did nothing smart about preparing myself for it. I wasted

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17:10

49 How To Keep Departure Damage To A Minimum

The Cutting Edge Japan Business Show ·

2019/09/02

The classic brutalist image of a departure from the firm is from the finance industry. The departee is handed a garbage bag to collect their chattels and are unceremoniously stripped of their entry badges and marched out of the building by security. No one is told anything and no explanations are given. When I was studying Chinese politics at Griffith University, I remember that Chinese Communist Party leaders who have fallen out of favour, were subsequently airbrushed from memory in group

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17:10

48 Key Things Not To Do When Negotiating

The Cutting Edge Japan Business Show ·

2019/09/02

We rarely meet super pro negotiators in business. Often the other side are just like us, rank amateurs. Because we are just turning up to negotiate, we are often at a disadvantage because we don’t really know what we are doing. We also don’t do it on a regular basis either, so the frequency gaps between actual hard edged negotiations can be quite long. If we were doing them every day, we would become pretty good at them. But that is hardly ever the case. Some things work better than others, so

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19:08

47 How To Incinerate Your Personal Brand

The Cutting Edge Japan Business Show ·

2019/09/02

When we represent our organization in a public venue delivering a talk there are two brands on display. Our companies brand, because everyone will make a judgment about the entire organisation based on what they see us do. The second brand is our personal brand, how professional we are. If we are ever in a position to give a public presentation, we need to be very conscious we need to be doing a proper job, because we can damage both brands do easily. Intellectually, most people get this but the

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16:20

46 One Minute To Star

The Cutting Edge Japan Business Show ·

2019/09/02

What are you like on creating first impressions with people you meet for the first time? We are all aware that establishing “know, like and trust” relationships with clients are three key ingredients for success in business. What about the like and trust bits? The formation of first impressions in business has become so microscopically short today, we really need to have these well thought through and well organized. People we meet will form an impression of us, one way or the other, that is for

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425 results

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