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334 Those Vital Few Seconds When You Start Your Talk In Japan

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Release Date: 01/13/2025

345 Japan Leadership Blind Spots show art 345 Japan Leadership Blind Spots

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

 Leadership is a swamp. Do leaders have to be perfect? It sounds ridiculous to expect that, because none of us are perfect. However, leaders often act like they are perfect. They assume the mantle of position power and shoot out orders and commands to those below them in the hierarchy. They derive the direction forward, make the tough calls and determine how things are to be done. There are always a number of alternative ways of doing things, but the leader says, “my way is correct, so get behind it”. Leaders start small with this idea and over the course of their career they keep...

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344 How Can Chinese Retail Be So Bad In Japan? show art 344 How Can Chinese Retail Be So Bad In Japan?

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Bad service is a brand killer. This is a controversial piece today, because I am singling out one race, one group in isolation.  It is also a total generalisation and there will be exceptions where what I am saying is absolute rubbish.  There will be other races and groups, who are equally guilty as well, who I am not singling out or covering, so I am demonstrating a blatant and singular bias. I know all that, but let the hellfire rain down on my head, I am just sick of some of this lousy service here in Tokyo.  It is a mystery to me how the service in some Chinese restaurants...

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343 Your Inspirational Talk Must Be Dynamic show art 343 Your Inspirational Talk Must Be Dynamic

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Public speaking takes no prisoners. I was attending a Convention in Phuket and the finale was the closing inspirational speech for the week of events.  I had to deliver the same speech myself at the Ho Chi Minh Convention a few years ago.  This is a daunting task.  Actually, when your audience is chock full of presentation’s training experts from Dale Carnegie, it is simply terrifying.  The length of the speech is usually around ten minutes, which though it seems shortish, can feel quite long and challenging to design.  Being an inspirational speech, it adds that...

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342 Success As a Leader In Japan show art 342 Success As a Leader In Japan

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

 Being the leader is no fun anymore. In most Western countries we are raised from an early age to become self-sufficient and independent. When we are young, we enjoy a lot of self-belief and drive hard along the road of individualism. School and university, for the most part, are individual, competitive environments with very little academic teamwork involved. This is changing slowly in some Universities as the importance of teamwork has been re-discovered. However, for the most part, it is still a zero-sum game, of someone is the top scholar and some are in the upper echelons of marks...

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341 Don't Get Sabotaged By Your Colleagues When Selling in Japan show art 341 Don't Get Sabotaged By Your Colleagues When Selling in Japan

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Sales is a nightmare. It is usually a solitary life.  You head off to meet customers all day.  Your occasional return to the office is to restock materials or complete some processes you can’t do on-line.  Japan is a bit different.  Here it is very common to see two salespeople going off to meet the client.  If you are selling to a buyer, it is also common to face more than one person.  This is a country of on-the-job training and consensus decision making, so the numbers involved automatically inflate. Even in Western style operations, there is more of a...

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340 How Crazy Can We Go When Presenting In Japan show art 340 How Crazy Can We Go When Presenting In Japan

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Japan doesn’t love crazy. In our High Impact Presentations Course we have exercises where we ask the participants to really let go of all their inhibitions and let it all hang out – and “go crazy, go over the top”.  This is challenging in Japan. Normally, we are all usually very constrained when we speak in society.  Our voices are very moderate, our body language is quite muted and our gestures are rather restrained.  Unfortunately, this often carries over into our public presentations. Without realising it, we find ourselves speaking in this dreadful monotone, putting...

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339 Building A Team In Stages In Japan show art 339 Building A Team In Stages In Japan

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Team building is fraught. Actually, when do we create teams? Usually we inherit teams from other people, stocked with their selections and built around their preferences, aspirations and prejudices, not ours. In rare cases, we might get to start something new and we get to choose who joins. Does that mean that “team building” only applies when we start a new team? If that were the case, then most of us would never experience building a team in our careers. This concept is too narrow. In reality, we are building our teams every day, regardless of whether we suddenly became their leader or...

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338 Sales Storytelling That Wins In Japan show art 338 Sales Storytelling That Wins In Japan

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Salespeople often miss the point. They are brilliant on telling the client the detail of the product or service. When you think about how we train salespeople, that is a very natural outcome.  Product knowledge is drummed into the heads of salespeople when they first join the company.  The product or service lines are expanded or updated at some point, so again the product knowledge component of the training reigns supreme.  No wonder they default to waxing lyrical about the spec.  These discussions, however, tend to be technical, dry, unemotional and rather boring. ...

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337 Don't Freak Out During The Q&A In Japan show art 337 Don't Freak Out During The Q&A In Japan

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Q&A can destroy your personal brand. Creating and delivering the presentation sees you in 100% total control.  You have designed it, you have been given the floor to talk about it, all is good.  However, the moment the time comes for questions, we are now in a street fight.  Why a street fight?  Because in a street fight there are no rules and the Q&A following a presentation is the same – no rules.  “Oh, that’s not right” you might be thinking.  “What about social norms, propriety, manners, decorum – surely all of these things are a filter on...

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336 Team Glue Insights In Japan show art 336 Team Glue Insights In Japan

The Cutting Edge Japan Business Show By Dale Carnegie Training Tokyo Japan

Staff can be a nightmare. Teams are composed of the most difficult material ever created - people. That requires many capabilities, but two in particular from leaders: communication and people skills. Ironically, leaders are often seriously deficient in one or both. One type of personality who gets to become the leader are the hard driving, take no prisoners, climb over the rival’s bodies to grasp the brass ring crowd. Other types are the functional stars: category experts; best salesperson, long serving staff members; older “grey hairs” or the last man standing at the end of the...

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Don’t let your speaker introduction be a disaster. Usually when we are speaking we are introduced twice.  Once at the very start by the MC when they kick off proceedings and then later just before our segment of the talk.  The MC’s role is quite simple.  It is to set the stage for the speaker, to bring something of their history, their achievements and various details that make them a credible presenter for this audience.  This can often be a problem though, depending on a few key factors.

How big a risk taker are you? Are you relying on the MC to do the necessary research on you? Are you sure they can properly encapsulate your achievements and highlight why you should have the right to stand up here in front of everyone and pontificate on your subject?  Most people in the MC role are not expert or trained speakers.  Usually, they are clueless about this MC gig and just happen to have control over you for this brief interlude.  They are probably too busy to do better than a perfunctory job of preparing your intro and often they won’t appreciate what particular points need grander highlighting than others. 

Be warned.  It is always best to prepare your own excellent introduction.  Keep control of what is being said about you and the areas you wish to showcase. You can decide for each occasion which elements of your history or current focus are going to be most impactful for this particular audience and topic.  Don’t make it too long though, because we are in the Age of Distraction, where audience concentration spans are frankly pathetically brief.  

I was recently organising a speaker for an event and his self-introduction was very long, a potpourri of his entire life.  He obviously couldn’t discriminate between very, very high points, very high points and high points, so he cobbled the whole thing together as a single lengthy unit.  I wasn’t the MC that evening, but the actual MC simply ignored the whole thing altogether, deposed their own role and just said, “you have seen his biography in the meeting event notice, so I won’t go through it now”.  Well, yes, we may have glanced at it, but we were not remembering it in detail.  Thanks to this lazy and incompetent MC, the chance to reconnect with what was in the flyer was no longer there for the speaker.

As you can imagine, the person in the MC role can be difficult to handle for the speaker.  They can choose to ignore everything you wrote and then give their own ad hoc version.  Usually this is laced full of distortions, errors, exaggerations, serious gaps and miscommunication.  Some MCs have pretty big egos too. They think they are the star of the show and that they can do a better job than any offerings from you as the speaker.  What actually comes out of their mouth is usually an amazement to you, because you know what they were supposed to say. It is seriously late by then though and no repairs are possible.

For this reason, my advice is to only feed the MC the key points. Completely deny them the option to seize hold of your reputation and background and pervert it into something totally unrecognisable or unsatisfactory.  You only need them to set the stage and give you a chance to connect with your audience.  When it is your turn to speak you can go freely into the details you want to highlight about your glorious career thus far.

I would also not rush into your background immediately following on from the MC.  We need a break and the biography is not the best way to start your speech anyway.  The start of the talk has only one purpose. That is to stay the hand of every single person in that audience from secretly reaching for their phone, to escape from you, to the irresistible charms and siren calls of the internet.

Take the first few seconds of your talk very, very seriously. Design a blockbuster opening that will grab the attention of the audience. Only after that introduce yourself, rather than the other way around.  Starting with your history is too passe, too expected. It doesn’t get any excitement going. When you get to your self-introduction, rather than reading your resume, look for opportunities to tell a brief story that brings some highlights to the attention of the listeners.  This is a more subtle way of telling everyone how fantastic you are.  This also limits the amount of content you can share with the audience, ensuring it doesn’t get too long and too detailed. 

We will remember your story more than any other part of your introduction, so choose something that is highly memorable about you.  Make it positive rather than negative.  In other words, set yourself up for success. You can tell plenty of stories in your talk about how you suffered and eventually learnt through failure, but for the introduction, choose those incidents which portray you in a good light.  This is what you want people to associate you with – success, ability, innovation, bravery, learning. 

Don’t allow your introduction by the MC just unfold like a train wreck, with you standing there as a horrified, innocent bystander. Grab hold of the key content and feed certain parts to the MC to allow them to do a proper job.  Don’t miss this – tell the MC to stick to the script. Be insistent, because these are your personal and professional brands we are talking about here. Keep the really juicy parts of your intro for yourself, and so set the scene for your speech to be a great success.  Prime your audience for what is to come. We don’t get that many opportunities in business to speak, so let’s go for the best outcome we can manufacture and not let anyone get in our way of achieving that. Be nice about it, but be bolshie about your protecting your intro.