Chasing Buyer “No” Replies
The Cutting Edge Japan Business Show
by Dr. Greg Story
3d ago
 Everyone hates to be rejected, but not many people have this as a fundamental aspect of their work.  We ask colleagues for help and they assist, we ask our bosses for advice and they provide it.  Buyers though are a different case.  They can easily find a million reasons not to buy and unashamedly tell us “no”.  The rejection itself is not so much the problem, as is how we respond, how we deal with the rejection. In Japan, the two areas our clients flag with us for special attention in sales training for their team are around understanding the client’s needs and askin ..read more
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What The Pro Public Speakers Do
The Cutting Edge Japan Business Show
by Dr. Greg Story
1w ago
When you see someone do a very good presentation, your faith in public speaking humanity is restored.  There are so many poor examples of people killing their personal and professional brands with poor public speaking skills, it is refreshing to see talks done well.  It is not that hard really, if you know what you are doing and if you rehearse and practice.  This is where the majority of lousy, boring and uninspiring speakers trip up.  They don’t rehearse or practice. Instead, they just unload on their poor unsuspecting audience.  Here is a pro hint.  Never pract ..read more
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How To Defeat Imposter Syndrome As A Presenter
The Cutting Edge Japan Business Show
by Dr. Greg Story
2w ago
We don’t get the chance to do so many public presentations in business, so it becomes a hard skill set to build or maintain.  The internal presentations we give at work tend to be very mundane. Often we are just reporting on the numbers and why they aren’t where they are supposed to be or where we to date are with the project.   These are normally rather informal affairs and we are not in highly persuade mode when we give them.  We should be clear and concise, but we probably don’t really get out of first gear as a presenter. Obviously, giving public talks is a lot more pre ..read more
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384 Make The Most Of Your Body Language When Presenting In Japan
The Cutting Edge Japan Business Show
by Dr. Greg Story
3w ago
TikTok, Reels, Shorts, etc., are video snippets training everyone to micro absorb information and stimuli.  If it doesn’t grab our attention in three seconds, we are off that screen and scrolling forward to find something more interesting.  The modern instrument of torture for the presenter is the mobile phone. It whips our audience away from our message and us, to the siren calls of the internet.  Presenters must understand that how they start the presentation is that same three second space which will determine whether the audience pays any further attention to us or starts re ..read more
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Create Raving Fans When Presenting In Japan
The Cutting Edge Japan Business Show
by Dr. Greg Story
3w ago
We can speak to a group. Then there is another level, where we try to totally captivate our audience.  What makes the difference?  The content could even be the same, but in the hands of one person it is dry and delivered in a boring manner.  Someone else can take the same basic materials and really bring it to life.  We see this with music.  The same lyrics, but with a different arrangement and something magical happens. This new version becomes a smash hit.  Speeches are similar.  A boring rendition is given a delivery make over and suddenly has the audienc ..read more
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Real World Business Negotiating In Japan
The Cutting Edge Japan Business Show
by Dr. Greg Story
1M ago
We have many images of negotiation thanks to the media.  It could be movie scenes of tough negotiators or reports on political negotiations with lunatic led rogue states.  Most of these representations however have very little relevance in the real world of business.  A lot of the work done on negotiations focuses on “tactics”.  This is completely understandable for any transactional based negotiations.  Those are usually one off deals, where there is no great likelihood of any on-going relationship continuing between buyer and seller. This is false flag.  The aim ..read more
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Spellbinding Speech Endings
The Cutting Edge Japan Business Show
by Dr. Greg Story
1M ago
It is rare to see a presentation completed well, be it inside the organization, to the client or to a larger audience.  The energy often quickly drops away, the voice just fades right out and there is no clear signal that this is the end.  The audience is unsure whether to applaud or if there is more coming.  Everyone is stuck in limbo wondering what to do next.  The narrative arc seems to go missing in action at the final stage and the subsequent silence becomes strained.  It sometimes reminds me of classical music performances, when I am not sure if this is the time ..read more
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Selling Into Each Region Is Different In Japan
The Cutting Edge Japan Business Show
by Dr. Greg Story
1M ago
Japan is a big small place.  It is about the same size as the UK, but is covered in mountains, the latter making up 70% of the land area.  We have very few of those horizon stretching field vistas like they have in England.  This mountainous aspect has led to quite strong sub-regional differences here, especially reflected in language, customs and cuisine.  England has these too, but I think Japan is more pronounced in this regard.  These differences pop up when you are selling here as well.  The following are my experiences having sold in all of these cites and h ..read more
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How To Present As A Team When Selling
The Cutting Edge Japan Business Show
by Dr. Greg Story
2M ago
In business, we are asked to present as a team.  We may be pitching for new business and the presentation requires different specialist areas of expertise.  This is quite different to doing something on your own, where you are the star and have full control over what is going on.  One of the big mistakes with amateur presenters is they don’t rehearse.  They just turn up and fluff it.  They blow up their personal and organisational brands.  When in a team environment, you absolutely cannot neglect the rehearsal component.  There will be many sessions needed be ..read more
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313 Taking Questions When Presenting In Japan
The Cutting Edge Japan Business Show
by Dr. Greg Story
2M ago
 The Question and Answer component of talks are a fixture that we don’t normally analyse for structure possibilities. Having an audience interested enough in your topic to ask questions is a heartening occurrence.  When we are planning the talk though, we may just neglect to factor this Q&A element into our planning. We may have considered what some potential questions might be, so that we are prepared for them, but maybe that is the extent of the planning.  We need to go a bit broader though in our thinking about the full extent of the talk we are going to give.  Shoul ..read more
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