228 Ending Your FY Powerfully In Japan
The Japan Business Mastery Podcast By Dale Carnegie Training Tokyo Japan
Release Date: 11/21/2024
235 Being Conversational In Japan
The Japan Business Mastery Podcast By Dale Carnegie Training Tokyo Japan
Presenters get this wrong. Avoid creating a barrier between yourself and the audience. Presenters are often elevated on a stage or positioned at the front of the room, surrounded by podiums, slides, lighting, and microphones, all of which can inadvertently distance them from their audience. In Japan, standing above a seated audience requires an apology at the start of the speech, as such positioning implies superiority in a hierarchy-conscious society. Similarly, using a commanding voice or overly formal demeanour can create unnecessary separations. Instead, focus on building rapport and...
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234 Lure Out Their Objections
The Japan Business Mastery Podcast By Dale Carnegie Training Tokyo Japan
Salespeople often hope for straightforward buyers who buy without hesitation. However, reality is rarely so simple, and objections are actually critical to the sales process. When buyers hesitate, it signals interest, as it means they are considering potential issues. If buyers show no interest and raise no questions, that’s a warning sign—they’re not truly engaged. Objections suggest a mental commitment to the purchase, as buyers are naturally cautious and want to resolve potential risks before moving forward. In sales, objections reveal an intent to purchase and can guide us in...
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Stop Rushing About
The Japan Business Mastery Podcast By Dale Carnegie Training Tokyo Japan
Is speed expensive? Constant hustling can lead to large and small errors of judgment. We get so caught up in living 24/7 lifestyles that we start missing big pieces of the success puzzle. People are the key to most businesses, but look at how we treat them. We hit the panic button on a piece of work and make everyone jump through hoops to make sure the deadline is met. We either end the sentence for the person we are speaking with or we cut them off and lunge in with our own preferred words and ideas. Doing more, faster with less, we are constantly hustling to...
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233 Self-Sufficiency When Leading
The Japan Business Mastery Podcast By Dale Carnegie Training Tokyo Japan
The beauty, weight loss, fashion, and entertainment industries project fantasies of success, often leaving people feeling inadequate. Comparing ourselves to wealthy actors, sports stars, or CEOs can amplify dissatisfaction with our own lives, making us wish we’d been born with better resources, opportunities, or advantages. However, dwelling on these thoughts isn’t productive; we aren’t going to be dealt a different hand in life. While past mistakes, poor choices, or unfavorable circumstances may weigh us down, it’s essential to stop focusing on what we cannot change. Instead, shifting...
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232 Don't Be Flat When Presenting In Japan
The Japan Business Mastery Podcast By Dale Carnegie Training Tokyo Japan
"The good is the enemy of the great" reminds us that competent speakers often fall short of their full potential, delivering presentations that are solid but forgettable. Many presenters lack that extra energy—the metaphorical "ten degrees of heat"—needed to elevate their talk from adequate to impactful. An intelligent, prepared presenter can cover content, address questions, and complete their talk. Yet, without that added intensity, the presentation fades from the audience's memory almost instantly. The issue is usually a lackluster opening. When speakers start speaking at the same level...
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231 Dealing With Objections In Japan
The Japan Business Mastery Podcast By Dale Carnegie Training Tokyo Japan
Hearing “no” isn’t easy, especially in sales. It’s a rejection we often react to emotionally, pushing harder in hopes of reversing the answer. However, immediately countering objections is usually ineffective, as this response is driven more by impulse than by strategy. A better approach is to use a “cushion”—a neutral statement that buys a few seconds to regroup and keeps the conversation calm. For example, if a client says, “it’s too expensive,” respond with, “It’s important to have good budget management,” instead of jumping into a justification. This brief pause...
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230 Leadership Visionary In Japan
The Japan Business Mastery Podcast By Dale Carnegie Training Tokyo Japan
Visionary leaders are often seen as motivators and guides, but to lead effectively, they must first have a clear vision for themselves. Many people offer sound advice to others while neglecting to apply it in their own lives, which can undermine their credibility as leaders. To be a visionary, one must back their vision with specific goals. Living an “intentional life” is a good starting point; it means choosing to accumulate meaningful experiences instead of drifting aimlessly through life. Before focusing on a corporate vision, individuals should concentrate on their personal vision. If...
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229 Dress Presentation When Presenting In Japan
The Japan Business Mastery Podcast By Dale Carnegie Training Tokyo Japan
The saying goes that there are "lies, damn lies, and statistics," and in the world of presenting, an often misquoted statistic claims that 55% of audience impressions are based on appearance. While this stems from Professor Mehrabian's research at UCLA, it's crucial to understand the context: this percentage applies when the content and delivery of a presentation are incongruent. When a speaker's words don’t match their presentation style, audiences can become distracted, especially in today’s world filled with distractions like smartphones. As speakers, it’s our responsibility to...
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228 Ending Your FY Powerfully In Japan
The Japan Business Mastery Podcast By Dale Carnegie Training Tokyo Japan
Salespeople often fall into a rhythm of easing off as the year-end approaches, especially in Japan, where the fiscal year ends in March. This period, leading up to the holiday break, can see a decline in productivity that equates to 8% of the year. To maximize sales, it’s essential to maintain focus and activity through December. One effective strategy is to reach out to existing customers. Even if they are currently utilizing some of our solutions, there are often additional products or services they may not yet have considered. To identify these opportunities, create an Opportunity Matrix,...
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227 Getting Trust In Japan
The Japan Business Mastery Podcast By Dale Carnegie Training Tokyo Japan
Leaders often rely on “automatic trust,” stemming from their authority, to gain compliance from team members. However, achieving genuine, “earned trust” is crucial for fostering motivation and commitment within a team. Unlike automatic trust, earned trust develops through consistent, authentic interactions where leaders show integrity in both “talking the talk” and “walking the walk.” Without earned trust, delegation becomes risky, as leaders may feel their team won’t reliably handle tasks, which hampers time management and the team’s growth. Conversely, when trust is high,...
info_outlineSalespeople often fall into a rhythm of easing off as the year-end approaches, especially in Japan, where the fiscal year ends in March. This period, leading up to the holiday break, can see a decline in productivity that equates to 8% of the year. To maximize sales, it’s essential to maintain focus and activity through December.
One effective strategy is to reach out to existing customers. Even if they are currently utilizing some of our solutions, there are often additional products or services they may not yet have considered. To identify these opportunities, create an Opportunity Matrix, listing available solutions at the top and clients on the side. Use check marks to denote what clients are currently purchasing and mark potential sales chances as A, B, or C for follow-up discussions.
December is also an ideal time for prospecting, particularly by reconnecting with “orphans”—clients with whom you previously had a relationship but have since lost contact. Various factors, such as changes in personnel or economic conditions, may have caused these clients to drift away. Use this time to reach out, even if meetings may not occur until January.
Another crucial action is to identify look-alike targets—companies in the same industry as current clients that would likely have similar needs. Instead of random calls, conduct targeted outreach to these potential clients, leveraging existing industry knowledge to craft compelling opening conversations.
Finding the right decision-makers can be challenging, particularly in Japan, where information is not always readily available. Annual reports can provide insights into key personnel, while social media platforms like LinkedIn might also help, though penetration in Japan is relatively low. Utilize your network for referrals, and if necessary, refine your credibility statement to get past gatekeepers and reach decision-makers directly.
When communicating with potential clients, emphasize your experience with their competitors to strengthen your credibility. Present a general statement about your services, back it up with evidence of successful collaborations with similar companies, and assert your authority to command a direct connection to the decision-maker.
Ultimately, the goal is to expand the sales pipeline and maintain momentum through December, setting up meetings for the new year. In Japan, December, known as "shiwasu," signifies a busy time when teachers are on the move. Similarly, salespeople should stay active and focused as the year closes, ensuring a strong finish and a robust start to the new year.