Podcasts about greg story

Why foreign “hammers” fail and what leaders must do differently in 2025 For decades, foreign companies entering Japan have repeated the same mistake: dispatching a “change agent” from HQ to shake things up. The scenario often ends in disaster. Relationships are broken, trust collapses, and revenues fall. In 2025, the lesson is clear—Japan doesn't need hammers. It needs builders who listen, localise, and lead with respect. Why do foreign change agents so often fail in Japan? Most fail because they arrive as “hammers,” assuming Japanese organisations are nails to be pounded. They issue orders, demand compliance, and move quickly to replace “uncooperative” staff. Within months, good people leave, clients are alienated, and HQ is asking why nothing has improved. In Japan's relationship-driven culture, trust and precedent matter more than speed. What works in the US or Europe—shock therapy and rapid restructuring—backfires badly in Tokyo. Mini-Summary: Change agents fail because they impose foreign models on Japan, destroying relationships and trust in the process. What makes Japan's business environment unique? Japan's corporate culture is deeply relationship-based. Employees and clients alike expect stability, respect for hierarchy, and long-term partnership. Leaders who ignore these norms are seen as reckless and disrespectful. Imagine if a Japanese executive were sent to New York or Sydney with no English, no knowledge of local clients, and an eagerness to sack your colleagues. How would staff react? That's how many Japanese employees feel when foreign hammers arrive. Mini-Summary: Japan values stability, respect, and trust. Ignoring cultural context guarantees resistance to foreign-led change. How does poor localisation damage performance? Foreign leaders often fail because they don't understand Japanese customers, laws, or working styles. Policies designed for HQ markets rarely fit Japan. When imposed, they drive away clients and demoralise employees. Losing even a handful of senior staff can devastate sales because relationships with clients are personal and long-standing. Unlike in Silicon Valley or London, relationships in Japan cannot be quickly replaced. Mini-Summary: Poor localisation alienates both staff and customers. Once key relationships are broken in Japan, they are almost impossible to rebuild quickly. What should leaders do differently before landing in Japan? Preparation is everything. Leaders should study Japanese language, culture, and business practices before stepping on the plane. They must also build “air cover” at HQ—support for localisation and patience with results. Quick wins help: small, visible improvements that build credibility. Equally important is identifying influencers inside the Japanese office to champion necessary changes. Instead of dictating, leaders must co-create solutions with the local team. For a comprehensive roadmap, leaders should read Japan Business Mastery and Japan Leadership Mastery, which remain the most up-to-date guides on how to succeed in Japan's unique and complex business environment. Mini-Summary: Leaders should prepare deeply, secure HQ support, and pursue small wins with local influencers. Japan Business Mastery and Japan Leadership Mastery are the definitive playbooks for succeeding in Japan. Why is listening more powerful than ordering in Japan? Successful leaders in Japan listen first. They try to understand why processes exist before changing them. What seems inefficient to outsiders may serve a hidden purpose, such as preserving harmony with partners or complying with local regulations. Listening builds credibility and signals respect. Staff become more open to change when they feel heard. By contrast, ordering without listening provokes silent resistance, where employees nod in meetings but fail to execute later. Mini-Summary: Listening creates buy-in and reveals hidden logic. Ordering without listening triggers silent resistance in Japan. How can foreign leaders build rather than wreck in Japan? The answer is to be a builder, not a wrecker. Builders respect relationships, cultivate influencers, and adapt global practices to local realities. They hasten slowly, introducing sustainable changes without blowing up trust. Executives at firms like Microsoft Japan and Coca-Cola Japan have shown that localisation, patience, and humility create long-term growth. Change agents may deliver in other markets, but in Japan, only builders succeed. Mini-Summary: Builders succeed by respecting trust, localising global models, and moving at Japan's pace. Conclusion The “change agent” model is a repeat failure in Japan. In 2025, foreign companies must abandon the hammer approach and embrace a builder mindset—listening, localising, and cultivating trust. Japan's market is rich, stable, and full of opportunity, but only for leaders who respect its unique culture. For executives who want a practical roadmap, Japan Business Mastery and Japan Leadership Mastery remain the most relevant and up-to-date books on how to win in this demanding environment. About the Author Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have also been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). In addition to his books, Greg publishes daily blogs on LinkedIn, Facebook, and Twitter, offering practical insights on leadership, communication, and Japanese business culture. He is also the host of six weekly podcasts, including The Leadership Japan Series, The Sales Japan Series, The Presentations Japan Series, Japan Business Mastery, and Japan's Top Business Interviews. On YouTube, he produces three weekly shows — The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan's Top Business Interviews — which have become leading resources for executives seeking strategies for success in Japan.

 Nine proven strategies executives and professionals in Japan and worldwide can use to master public speaking and influence with confidence Why do business professionals need presentation guidelines? Most of us stumble into public speaking without training. We focus on doing our jobs, not plotting a public speaking career path. Yet as careers advance, presentations to colleagues, clients, or stakeholders become unavoidable. Executives at firms like Hitachi, SoftBank, or Mitsubishi know that persuasive communication directly affects career progress and credibility. Without guidelines, many professionals waste decades avoiding public speaking. The good news? It's never too late to learn. By following proven principles, anyone can become a confident communicator capable of inspiring audiences and strengthening personal brands. Mini-Summary: Public speaking is not optional in business careers. Guidelines accelerate confidence and credibility, ensuring leaders don't miss opportunities. Should you use notes during a presentation? Yes, brief notes are acceptable. Smart presenters use them as navigation aids, either on the podium or discreetly placed behind the audience. Audiences don't penalise speakers for glancing at notes—they care about clarity and delivery. The real mistake is trying to memorise everything, which creates unnecessary stress. Professionals at companies like Goldman Sachs or Deloitte often carry structured notes to ensure flow without losing authenticity. The key is to avoid reading word-for-word and instead speak naturally to main points. Mini-Summary: Notes provide direction and reduce stress. Reading word-for-word damages authenticity, but reference notes enhance confidence. Why is reading or memorising speeches ineffective? Reading entire speeches is disengaging. Audiences quickly tune out when delivery sounds like a monotone recitation. Memorising 30 minutes of text is equally flawed—it strains memory and removes spontaneity. Modern leaders need flexibility, not rigid scripts. Instead, professionals should memorise key ideas, not sentences. Political leaders and CEOs alike rely on talking points, not full manuscripts, to stay natural and adaptable. In Japan, executives trained in Dale Carnegie programs learn to communicate with presence, not performance. Mini-Summary: Reading or memorising word-for-word suffocates engagement. Focus on key points to remain natural, flexible, and credible. How can evidence strengthen your presentation? Audiences are sceptical of sweeping statements. Without proof, leaders risk credibility damage. Evidence—statistics, expert testimony, and case studies—adds authority. A claim like “our industry is growing” has little weight unless supported with 2025 market research or benchmarks from firms like PwC or Bain & Company. In Japan's cautious corporate culture, data-backed arguments are particularly vital. Numbers, trends, and customer case studies reinforce trust, especially during Q&A sessions where credibility is tested. Mini-Summary: Evidence turns opinion into authority. Leaders should support claims with facts, statistics, and expert sources to maintain credibility. Why is rehearsal so important? Practice transforms delivery. Presenting to trusted colleagues provides feedback and confidence. But avoid asking vague questions like “What do you think?” Instead, request specifics: “What was strong?” and “How can it improve?” This reframes feedback into constructive insight. At global firms, leaders often rehearse in front of teams or communication coaches before critical investor calls or town halls. Japanese executives, known for precision, benefit greatly from structured rehearsal before presenting to boards or government stakeholders. Mini-Summary: Rehearsal reduces anxiety and strengthens delivery. Ask targeted questions to turn feedback into actionable improvement. Do you always need visual aids? Not necessarily. Slides are valuable only if they add clarity. Overloaded decks weaken impact, but visuals with people, trends, or key figures make content memorable. A simple chart highlighting one data point can be more persuasive than 20 dense slides. Visuals also act as navigation, allowing presenters to recall main points naturally. At firms like Apple or Tesla, minimalist visuals emphasise storytelling over clutter—an approach business leaders worldwide can adopt. Mini-Summary: Visual aids should clarify, not confuse. Use them sparingly to highlight key ideas and support storytelling. How should professionals control nerves before speaking? Nervous energy—“butterflies”—is natural. The solution is physical and mental preparation. Deep, slow breathing lowers heart rate and calms the body. Some professionals walk briskly backstage to burn excess energy, while others use pep talks to raise intensity. Finding a personal ritual is key. Research in workplace psychology shows that controlled breathing and physical grounding improve focus. Japanese executives presenting at high-stakes shareholder meetings often use discreet breathing exercises before stepping on stage. Mini-Summary: Anxiety is natural. Breathing, movement, and mental preparation channel nerves into productive energy. Why should you never imitate other speakers? Authenticity wins. Copying others produces inauthentic delivery and limits growth. Instead, leaders should develop their own voice through practice and feedback. Life is too short to be a poor copy of someone else. Famous communicators like Steve Jobs or Sheryl Sandberg became iconic not by imitation but by honing unique, authentic styles. The same is true in Japan: executives respected for leadership presence stand out because they are genuine. Mini-Summary: Don't copy others. Develop a natural, authentic style that reflects your personality and strengths. Conclusion: How do guidelines transform your presentation career? Public speaking is not an optional skill—it defines leadership impact. By applying nine guidelines—using notes, avoiding reading, focusing on key points, backing claims with evidence, knowing more than you say, rehearsing, using visuals wisely, controlling nerves, and being authentic—professionals protect and elevate their personal brands. Key Takeaways: Notes guide, but don't read word-for-word. Memorise ideas, not sentences. Use evidence to back claims and build authority. Rehearse with feedback for confidence. Visuals should enhance, not clutter. Control nerves with breathing and energy rituals. Authenticity beats imitation every time. Leaders at all levels should take action now: seek training, rehearse deliberately, and present with authenticity. Don't waste years avoiding public speaking. The sooner you embrace it, the faster your leadership brand grows. About the Author Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). Greg also publishes daily business insights on LinkedIn, Facebook, and Twitter, and hosts six weekly podcasts. On YouTube, he produces The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan's Top Business Interviews, widely followed by executives seeking success strategies in Japan.

“Anything that stretches you and makes you grow is never easy.” “In general, to gain trust, the three things that work are humility, curiosity, and authenticity.” “In Japan, you have to move from busy to productive, and from productive to impactful.” “As a leader, you must trust others to be your voice, your interpreter, and your proofreader.” “First and foremost, put your hand up—there's too much hesitation and self-censoring.” Dr. Laura Bonamici is the Global Head of Marketing at Fujitsu, based in Tokyo, Japan. Her career has spanned multiple industries and geographies, from consumer goods and luxury fashion to technology, each stage demanding adaptability and reinvention. Previously she was a Communications Specialist, Embedded PR; Commodity Operations Program Manager, Goldman Sachs; Investment Banking Division, Goldman Sachs; Corporate Marketing Assistant, Drake International-Learning Technologies.  She has a Ph.D. from Royal Holloway University of London; and B.A from Universita degli Studi di Firenze. She has built her reputation on her ability to lead transformation across cultures, guiding teams through periods of uncertainty and change. In Japan, she has been tasked directly by Fujitsu's CEO with spearheading marketing transformation, a mandate that challenges her to balance global speed with the local consensus-driven style of decision-making. Fluent in several languages and deeply committed to cultural immersion, Laura has become known for blending precision with creativity, humility with authority, and long-term commitment with immediate impact. She champions diversity, particularly encouraging women to take leadership roles and pursue international assignments, believing that exposure to different cultures is essential for confidence and perspective. Today, she continues to refine her leadership approach in Japan's uniquely complex business environment, guided by authenticity, curiosity, and respect for cultural nuance. Leadership, for Dr. Laura Bonamici, is a process of constant growth, challenge, and adaptation. As Global Head of Marketing at Fujitsu, she has learned that leadership in Japan is unlike anywhere else in the world: demanding patience, cultural sensitivity, and an unwavering commitment to authenticity. Upon her arrival in Tokyo, she was tasked by the CEO with driving transformation. Yet, she quickly discovered that while international markets often prize speed and disruption, Japan's consensus-driven decision-making process values nemawashi (informal groundwork), ringi-sho (formal approval circulation), and a deliberate pace. Rather than imposing a foreign model, Laura chose to respect the cultural norms while still pushing for meaningful change. This balancing act has required resilience and an appreciation that transformation cannot be rushed. Trust lies at the heart of her leadership. As a non-Japanese executive, she is acutely aware of perceptions that foreigners may not stay long. To counter this, she invests time in one-on-one interactions, symbolic gestures like delivering speeches in Japanese, and consistent demonstrations of long-term commitment. These actions, while small, become essential trust-building measures that gradually shift perceptions. Laura's leadership style is built on humility, curiosity, and authenticity. She believes in asking questions, even in a culture where questioning may be uncomfortable, framing them in ways that show genuine interest rather than criticism. She uses tools such as workshops, Post-it brainstorming, and agile methodologies to encourage open participation and psychological safety. For her, leadership is not about imposing a style but about weaving together the best aspects of Japanese precision, international innovation, and Fujitsu's own corporate culture. She also emphasises the need to move from being “busy” to truly “impactful.” By deliberately carving out time in her calendar for reflection and creativity, she models the behaviours she wants her team to adopt. This philosophy resonates strongly in Japan, where overwork is common but does not always translate to high impact. For women, she acknowledges both the barriers and the opportunities in Japan. She urges female leaders to “put their hand up” rather than self-censor, and advocates for international assignments to build resilience and global perspective. With Fujitsu's goal of 30% female leadership, she sees systemic change as gradual but achievable through consistent encouragement and role modelling. Ultimately, Laura likens leadership to salt: essential when used wisely, overwhelming when misapplied. Her approach, grounded in authenticity and cultural respect, is a reminder that leadership is both an art and a discipline, particularly in the nuanced environment of Japan. What makes leadership in Japan unique? Leadership in Japan is shaped by consensus-driven decision-making and cultural expectations of humility and harmony. Unlike markets that prioritise speed, Japan values nemawashi and ringi-sho, where alignment is painstakingly built. For Laura, leadership here requires balancing international urgency with local patience. Why do global executives struggle? Executives often arrive expecting to implement rapid change, only to find progress feels slow. They underestimate the importance of trust and long-term commitment. As Laura highlights, without demonstrating persistence and cultural respect, leaders may be dismissed as transient. Is Japan truly risk-averse? Rather than being risk-averse, Laura believes Japan exhibits high uncertainty avoidance. Transformation is not rejected but must be managed through careful consensus-building. She frames this as a shift from rushing decisions to ensuring impact, which aligns with decision intelligence principles. What leadership style actually works? Authenticity, humility, and curiosity are key. Asking questions, even when uncomfortable, models openness and encourages dialogue. Laura avoids imposing a singular “foreign” leadership style, instead blending the strengths of Japanese precision, international innovation, and Fujitsu's own values. How can technology help? Laura leverages agile methodologies, workshops, and digital collaboration tools to break down silos and create psychological safety. She believes technology, such as digital twins and agile design frameworks, enables experimentation without fear, helping bridge the gap between speed and consensus. Does language proficiency matter? Yes, both symbolically and practically. Delivering speeches in Japanese signals respect and commitment. It also reduces the reliance on interpreters, though Laura emphasises trusting interpreters and proofreaders as extensions of leadership. What's the ultimate leadership lesson? Leadership, like salt, must be applied with balance. Too much control overwhelms; too little leaves teams directionless. Laura's ultimate lesson is that leadership is about fostering trust, modelling authenticity, and creating the conditions for impact rather than imposing authority. [00:00] Dr. Laura Bonamici introduces her leadership philosophy, stressing that anything that stretches and challenges you is never easy. She frames leadership as a balance of authenticity and cultural adaptation. [05:20] Discusses her arrival in Japan and mandate from Fujitsu's CEO to drive transformation. She quickly identifies the challenge of aligning international speed with Japan's consensus culture, rooted in nemawashi and ringi-sho. [12:45] Highlights the importance of trust-building as a foreign leader. Shares strategies such as one-on-one meetings, learning Japanese, and consistent presence to counter perceptions of transience. [18:30] Outlines her leadership pillars of humility, curiosity, and authenticity. Explains how asking questions, though culturally uncomfortable, demonstrates genuine interest and encourages dialogue. [25:10] Describes practical tools like workshops, Post-it brainstorming, and agile practices to foster innovation and psychological safety within teams. [32:00] Emphasises the shift from being busy to impactful. She blocks time for reflection and creativity, modelling productive behaviours in contrast to Japan's culture of overwork. [39:15] Addresses the challenges and opportunities for women leaders in Japan. Urges women to put their hand up, avoid self-censoring, and take overseas assignments to build resilience. [45:00] Concludes with her metaphor of leadership as salt — essential in balance, destructive in excess — encapsulating her philosophy of authenticity, cultural sensitivity, and patience. Host Credentials Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have also been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). In addition to his books, Greg publishes daily blogs on LinkedIn, Facebook, and Twitter, offering practical insights on leadership, communication, and Japanese business culture. He is also the host of six weekly podcasts, including The Leadership Japan Series, The Sales Japan Series, The Presentations Japan Series, Japan Business Mastery, and Japan's Top Business Interviews. On YouTube, he produces three weekly shows — The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan's Top Business Interviews — which have become leading resources for executives seeking strategies for success in Japan.

Balancing strength and flexibility in leadership in 2025 Leaders are often told to “never surrender” and “winners don't quit.” At the same time, they are also expected to be flexible, adaptable, and open to change. These opposing demands resemble the yin-yang symbol—two seemingly contradictory forces that must coexist. As of 2025, when Japanese and global organisations face complex challenges from AI disruption to demographic decline, the real question is: should leaders concede, and if so, when? Why are leaders expected to be both tough and flexible? Leadership has long been framed as toughness—perseverance, resilience, and determination. Leaders are expected to stand firm when others waver. Yet modern organisations also demand agility. Executives must adapt to shifting markets, employee expectations, and cultural norms. In Japan, this dualism is particularly acute. The expectation of gaman (endurance) coexists with the need for kaizen (continuous improvement). Leaders must embody both, choosing when to persist and when to pivot. Mini-Summary: Leaders must balance resilience with adaptability. In Japan, gaman (endurance) and kaizen (improvement) highlight this dual demand. Why do most people avoid leadership roles? Leadership is stressful. It involves accountability, difficult decisions, and constant scrutiny. As Yogi Berra once quipped, “Leading is easy. It's getting people to follow you that's hard.” Leaders must sometimes fire underperformers, push unpopular decisions, and absorb criticism. In Japan, where harmony is valued, these responsibilities are even more daunting. Many professionals choose to remain followers, leaving leadership to those willing to shoulder the stress. Mini-Summary: Leadership is hard because it involves accountability and stress. Most people avoid it, which is why true leaders are rare. Why is delegation so difficult for leaders? Many leaders struggle to delegate effectively. The pressure to deliver results tempts them to keep control. Yet failing to delegate creates bottlenecks and burnout. In Japan, where leaders are often overloaded with both strategic and administrative tasks, this is a recurring challenge. Research shows that high-performing leaders focus on tasks only they can do, while delegating the rest. This requires trust, coaching, and patience. Without it, leaders end up hoarding tasks that should be done by others. Mini-Summary: Leaders often fail to delegate, but true effectiveness comes from focusing on high-value tasks and trusting the team. How should leaders balance authority with openness? Many leaders mouth platitudes about “servant leadership” or “management by walking around.” In reality, these often turn into issuing orders from new locations. The real test is whether leaders listen and incorporate team input. In Japan, where collectivism runs deep, openness is crucial. Employees are more engaged when they feel heard. Leaders who concede occasionally—adopting team ideas over their own—strengthen trust without losing authority. Mini-Summary: True openness means listening and conceding when team ideas are better. In Japan, this strengthens trust and loyalty. Can conceding actually make leaders stronger? Conceding is often seen as weakness, but in fact, it signals confidence. Leaders who admit they don't know everything gain credibility. They also encourage innovation, as employees feel safe proposing new approaches. In my own case, developing self-awareness has been key. Recognising that my way is not always the only way allows me to adapt and grow. Conceding doesn't mean surrendering; it means being smart enough to choose the best path. Mini-Summary: Conceding wisely shows strength, not weakness. Leaders gain credibility and foster innovation by admitting they don't know everything. How can leaders develop flexibility without losing authority? The key is mindset. Leaders must accept that multiple paths can lead to success. Flexibility requires conscious effort: more coaching, more listening, and more openness to alternatives. Japanese leaders, often trained in rigid hierarchies, may find this shift difficult. Yet flexibility is essential in today's unpredictable business environment. By selecting the best ideas—whether theirs or others'—leaders strengthen both their authority and their team's performance. Mini-Summary: Flexibility doesn't erode authority. By adopting the best ideas available, leaders remain strong while empowering their teams. Conclusion Leadership is not about rigidly holding the line or constantly conceding. It's about knowing when to do each. In 2025, leaders in Japan and worldwide must master the dualism of resilience and flexibility. By conceding strategically—listening, delegating, and adapting—leaders can inspire loyalty, foster innovation, and remain credible anchors in uncertain times. About the Author Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have also been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). In addition to his books, Greg publishes daily blogs on LinkedIn, Facebook, and Twitter, offering practical insights on leadership, communication, and Japanese business culture. He is also the host of six weekly podcasts, including The Leadership Japan Series, The Sales Japan Series, The Presentations Japan Series, Japan Business Mastery, and Japan's Top Business Interviews. On YouTube, he produces three weekly shows — The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan's Top Business Interviews — which have become leading resources for executives seeking strategies for success in Japan.

How a structured roadmap transforms sales performance in Japan At the centre of every sale is the customer relationship. Surrounding that relationship are the stages of the sales cycle, which act like planets revolving around the sun. Without a structured cycle, salespeople risk being led by the buyer instead of guiding the process themselves. With it, they always know where they are and what comes next. Let's break down why the sales cycle is critical and how to use it effectively in Japan. What is the sales cycle and why does it matter? The sales cycle is a five-stage roadmap that moves from first contact through to closing and after-sales follow-up. Each stage—credibility, questioning, solution, objections, and close—ensures that salespeople remain in control of the process. In Japan, where buyers are cautious and expect professionalism, having a clear cycle prevents missteps. It reassures clients that the salesperson is competent and methodical. Just as Toyota uses structured processes for manufacturing excellence, salespeople need a reliable process to achieve consistent results. Mini-Summary: The sales cycle provides a roadmap that keeps salespeople in control, especially in Japan where clients expect structure and professionalism. How should salespeople make a strong first impression? The first step is credibility. Buyers often meet salespeople through referrals, events, or cold calls, and they form impressions quickly. A refined credibility statement is essential: it should clearly communicate who you are, your expertise, and why you are reliable. At this stage, qualifying questions are also critical. They help determine whether the prospect is a genuine fit for your solution. Without qualification, time and resources are wasted. In Japan's relationship-driven market, credibility and early alignment build the trust needed to advance the conversation. Mini-Summary: A polished credibility statement and targeted qualification questions establish trust and ensure you're talking to the right buyer. Why is questioning compared to a doctor's diagnosis? Just like doctors, salespeople must diagnose before prescribing. Asking questions reveals the buyer's current situation, future goals, barriers to success, and personal motivations. These insights uncover not only organisational needs but also the executive's personal stakes in the outcome. In Japan, where buyers may not volunteer information freely, structured questioning is vital. It demonstrates that the salesperson genuinely wants to understand before offering solutions. This approach aligns with consultative selling methods used by multinational firms, which outperform competitors relying on generic pitches. Mini-Summary: Diagnostic questioning uncovers both company needs and personal stakes, showing buyers you are serious about solving their problems. How do you present solutions effectively in Japan? Once needs are clear, the salesperson must outline the solution with detail and proof. This involves explaining features, translating them into benefits, and providing evidence of success in similar contexts. For example, showing how Fujitsu or Rakuten solved a comparable problem makes the solution credible. Importantly, salespeople should use trial closes to test understanding and identify concerns before the final ask. In Japan, this gentle approach respects hierarchy and allows buyers to raise issues without losing face. Mini-Summary: Effective solution presentations combine features, benefits, and proof, reinforced by trial closes to surface and resolve concerns early. How should objections be handled? If objections arise, it signals that either clarity or persuasion was lacking. The professional response is to address concerns respectfully, provide further evidence, and reframe value. In Japan, objections are often indirect, so listening carefully is essential. Global best practice suggests preparing objection-handling strategies in advance. Whether in consumer goods or B2B tech, salespeople who anticipate resistance show competence. Japanese clients in particular value patience and persistence in overcoming doubts. Mini-Summary: Objections reveal gaps in clarity or persuasion; handling them calmly and respectfully strengthens trust in Japan's relationship-driven culture. How do you close the sale and secure loyalty? Closing should not be abrupt. Instead, salespeople can “paint a word picture” of success, helping the buyer imagine the benefits of the solution in action. Then, a soft closing technique invites agreement. After closing, follow-up is critical. Maintaining contact ensures satisfaction, resolves issues, and opens the door for referrals. In Japan, where reputation spreads through networks, happy clients become powerful advocates. The sales cycle does not end with the sale—it ends with loyalty. Mini-Summary: Successful closing combines gentle persuasion with strong follow-up, turning satisfied clients into long-term advocates and referral sources. Conclusion The sales cycle—credibility, questioning, solution, objections, and closing—is the roadmap that guides salespeople through every conversation. Without it, sales interactions risk becoming chaotic or buyer-led. In Japan, where professionalism, trust, and long-term relationships are paramount, mastering the cycle is non-negotiable. Salespeople who use it consistently not only close more deals but also create loyal clients who sustain their business for years to come. About the Author Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have also been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). In addition to his books, Greg publishes daily blogs on LinkedIn, Facebook, and Twitter, offering practical insights on leadership, communication, and Japanese business culture. He is also the host of six weekly podcasts, including The Leadership Japan Series, The Sales Japan Series, The Presentations Japan Series, Japan Business Mastery, and Japan's Top Business Interviews. On YouTube, he produces three weekly shows — The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan's Top Business Interviews — which have become leading resources for executives seeking strategies for success in Japan.

Why enthusiasm is the decisive factor in leadership, persuasion, and presentation success in Japan and globally Why is enthusiasm essential in business presentations? Enthusiasm is the engine of persuasion. In leadership, sales, and communication, passion signals conviction and credibility. Without energy, even well-researched data or strategic recommendations fall flat. Executives at companies like Toyota or Rakuten expect presenters to not only deliver facts but to inject life into them. A lack of enthusiasm is not neutral—it actively drains attention. In Japan's post-pandemic corporate environment, where remote meetings and hybrid presentations are common, leaders who fail to project energy risk being forgotten. Conversely, those who speak with passion become memorable influencers. Mini-Summary: Enthusiasm transforms presentations from lifeless reports into persuasive communication. Without it, leaders risk losing trust and engagement. Can you be too enthusiastic about numbers and data? Yes, and that's where balance is key. In internal meetings—revenue updates, quarterly reporting, or client statistics—overt enthusiasm for raw numbers can feel inauthentic. But data doesn't persuade on its own. Context, storytelling, and contrast bring numbers to life. Instead of showing an unreadable spreadsheet, effective communicators use visuals, animation, and narratives. For example, a single key revenue figure, enlarged on screen with a compelling story, leaves more impact than a crowded Excel chart. Global consulting firms like McKinsey & Company and Accenture regularly use this principle to frame insights for clients. Mini-Summary: Numbers without stories are dead. Leaders must animate data with context and narrative to persuade effectively. What happens when leaders speak without energy? Low-energy speakers drain motivation. Watching former Japanese Prime Minister Yoshihide Suga's press conferences illustrated how the absence of passion can make communication painful. His monotone delivery of critical COVID-19 emergency updates left audiences disengaged. In corporate life, the same dynamic applies. Leaders who fail to bring enthusiasm become “energy thieves,” leaving their teams uninspired. Conversely, when presenters share passion, energy transfers to the audience—lifting morale, confidence, and trust. Mini-Summary: Low energy kills influence. Leaders either inspire with enthusiasm or exhaust audiences with monotony. How can business leaders find enthusiasm in mundane topics? Not every subject excites naturally, but every presentation contains an angle that matters to the audience. Skilled communicators search for that thread—whether it's how trends affect profitability, customer loyalty, or employee well-being. Dale Carnegie Training in Tokyo teaches leaders to reframe even humdrum updates into stories of impact. Enthusiasm doesn't mean shouting; it means showing genuine conviction. Executives can highlight stakes, contrasts, or future implications to capture interest. Even logistics updates, when framed as customer-impact stories, can resonate. Mini-Summary: Find the human or business impact inside routine topics, and speak with conviction to make them engaging. How can presenters inject energy into their delivery? Energy is built, not born. Leaders must train, rehearse, and refine delivery. Techniques include varying pace, emphasising key junctures, and pausing strategically for impact. In Japan's competitive corporate training market, firms invest in executive coaching to help managers avoid monotony and build presence. Simple techniques—raising intensity during turning points, using stories, and changing tone—keep audiences alert. Professional speakers worldwide use rehearsal as their competitive edge. Mini-Summary: Enthusiasm requires skill and rehearsal. Leaders must train delivery techniques to project energy consistently. What's the risk of neglecting enthusiasm in business communication? The consequences are reputational. Every presentation is a personal branding moment. Leaders who consistently project enthusiasm are remembered as energisers. Those who don't, like Suga, risk being remembered as uninspiring and quickly forgotten. In Japan's relationship-driven business culture, credibility and energy directly affect trust. Companies invest heavily in sales and leadership training because they know reputations are made—or broken—every time someone speaks. Mini-Summary: Leaders who fail to project enthusiasm damage both personal and corporate brands. Energy is not optional—it's strategic. Conclusion: Why enthusiasm defines your legacy as a communicator Every presentation is an opportunity to shape how people perceive you. Audiences remember how you made them feel more than what you said. If you want to influence decisions, inspire teams, and strengthen your leadership brand, enthusiasm is non-negotiable. Key Takeaways: Enthusiasm transforms presentations into persuasive experiences. Numbers need stories and context to have meaning. Low energy drains audiences; high energy uplifts them. Even mundane topics can be reframed with conviction. Energy skills require training and rehearsal. Reputation and leadership legacy depend on enthusiasm. Executives, managers, and sales leaders should act now: rehearse presentations, seek coaching, and commit to bringing visible passion to every communication moment. About the Author Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). Greg also publishes daily business insights on LinkedIn, Facebook, and Twitter, and hosts six weekly podcasts. On YouTube, he produces The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan's Top Business Interviews, widely followed by executives seeking success strategies in Japan.

  “Japan's strength in rule-based processes has become its weakness in today's information age.” “In Japan, leadership succeeds when data removes uncertainty and consensus replaces command.” “Risk is not avoided in Japan; uncertainty is — and data is the antidote.” “To lead here, map out every cause and effect until the team sees clarity in the decision.” “Leaders thrive by respecting tradition first, then carefully opening the door to innovation.” Evan Burkosky is the Founder and CEO of Kimaru, a Tokyo-based decision intelligence startup helping supply chain leaders use AI-powered digital twins for faster, smarter decisions. Previously he was Sales Director at Meltwater Japan, Country Manager Japan for Dynamic Yield, CEO of Tourism Builder, Consultant at J. Walter Thompson Worldwide, Business Development Manager at e-Agency Japan, and CEO and founder of Konnichiwa-Japan. His career arc reflects the adaptability required to succeed as a foreign leader in Japan. Arriving more than two decades ago with the intention of building a seafood import venture, he instead navigated into marketing, technology, and eventually decision intelligence. His journey highlights both the challenges and the opportunities of leadership in a country where consensus, process, and tradition dominate corporate life. Evan Burkosky's journey in Japan reflects adaptability, persistence, and the ability to lead in one of the world's most intricate corporate cultures. He arrived with entrepreneurial ambitions in seafood imports, then pivoted into consulting, marketing, and digital transformation before co-founding Kimaru, a Tokyo decision-intelligence startup that uses AI-powered digital twins to model choices for supply-chain leaders. The platform maps cause and effect, runs permutations, and recommends the best course — a data-driven approach that mirrors Japan's approvals ritual, the ringi-sho, but at machine speed. Burkosky argues that Japan's post-war management strengths — codified rules, painstaking manuals, and consensus routines — now slow responsiveness. What worked on factory floors in the industrial era hinders agility in the information age. Leaders must honour those norms while introducing flexible, analytical decision-making that accelerates progress without eroding trust. He frames nemawashi, the informal alignment process, and ringi-sho as unavoidable realities, but insists they can be supported, not replaced, by decision intelligence. The core obstacle in Japan is often mislabelled as risk aversion. In fact, the real issue is uncertainty avoidance: once teams can see the variables and likely outcomes, they will embrace bold choices. Data removes ambiguity; probability calms fear. Burkosky's leadership method is to construct decisions like equations — define assumptions, model scenarios, quantify trade-offs — until stakeholders feel clarity and consent to move. Trust, however, cannot be commanded. Western “shoot-from-the-hip” decisiveness tends to trigger resistance. In Japan, credibility grows when leaders explain why a proposal fits the rules-based system, show the data, and respect the process. That mix of transparency, patience, and cultural translation builds executive presence and employee engagement. Language fluency is another multiplier. By opening meetings in Japanese and persisting long enough to establish competence, Burkosky found prospects opened up. He has sold millions of dollars' worth of software entirely in Japanese, signalling commitment and cultural respect that unlock deeper relationships. Ultimately, Burkosky defines leadership as being “the example that people willingly choose to follow.” In Japan, that means balancing safety and tradition with methodical innovation; using data to reduce uncertainty; and aligning stakeholders through nemawashi rather than bypassing them. Done well, this approach preserves harmony while restoring speed — and turns Japan's famed process discipline into a competitive advantage for the digital era.   What makes leadership in Japan unique? Japan's corporate system prizes rules, manuals, and consensus — legacies of manufacturing excellence that ensured quality but now slow adaptation. Leaders who respect these foundations while introducing analytical speed fare best. Why do global executives struggle? Top-down authority often fails because stakeholders expect thorough, evidence-rich explanations. Executives must make the logic visible — mapping assumptions, scenarios, and ROI — so that decisions feel safe within the existing framework. Is Japan truly risk-averse? Burkosky reframes the issue as uncertainty avoidance: when data clarifies outcomes, teams are willing to act decisively. Leaders who quantify probabilities transform “risky” ideas into acceptable bets. What leadership style actually works? Replace “shoot-from-the-hip” heroics with patient, mathematical storytelling. Explain how the strategy fits the rules-based culture; run the numbers; and secure alignment through nemawashi and ringi-sho. How can technology help? Decision intelligence and digital twins of decisions let organisations test permutations quickly and surface recommended actions — a sped-up ringi-sho that supports consensus with evidence. Does language proficiency matter? Yes. Opening in Japanese and holding the floor builds credibility; Burkosky has closed multi-million-dollar deals entirely in Japanese, deepening trust and rapport. What's the ultimate leadership lesson? “Be the example others choose to follow.” In Japan, that means reducing uncertainty with data, aligning people through process, and pacing change with respect. Timecoded Summary [00:00] Evan Burkosky traces his path from Canada's West Coast fishing life to Japan, then into consulting, marketing, and data-driven transformation work that led to co-founding Kimaru in Tokyo. [05:20] He explains Kimaru's purpose: model decisions, create digital twins of choices, run permutations, and recommend actions — effectively a sped-up ringi-sho that equips managers with evidence for alignment. [12:45] Burkosky describes Japan's rules-based culture as a strength turned constraint in the information age, arguing that leaders must respect consensus processes while introducing data-accelerated decision-making. [20:10] He reframes “risk aversion” as uncertainty avoidance and shows how probability, modelling, and clear logic unlock bolder choices once ambiguity is reduced. [28:30] Practical playbook: explain strategy mathematically, align stakeholders through nemawashi and ringi-sho, and avoid Western “shoot-from-the-hip” leadership that triggers resistance. [36:00] Language matters: by starting in Japanese and maintaining it through the opening minutes, he signals competence and respect — a habit linked to multi-million-dollar wins. [42:15] He closes with a definition of leadership as example-setting that others willingly follow, achieved in Japan by balancing safety and tradition with methodical innovation. Author Credentials Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including best-sellers Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery, along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have also been translated into Japanese. Greg also produces six weekly podcasts and three weekly YouTube shows on Japanese business and leadership.

Why leadership requires sensing and feeling, not just knowing, in 2025 Managers often prioritise what they “know,” while leaders rely more on what they “sense” and “feel.” This distinction, popularised by executive coach Marcel Danne, is more than semantics—it highlights a profound difference in mindset. As of 2025, with Japan navigating demographic challenges, digital disruption, and global uncertainty, the ability to sense and adapt has become more critical than simply knowing facts. What's the difference between managers and leaders in decision-making? Managers tend to focus on knowing first—building confidence through data, self-education, and sheer hard work. Leaders, however, prioritise sensing first—tuning into people, context, and emotions before deciding. In practice, this means managers often bulldoze forward with certainty, while leaders pause to feel and reflect before acting. In Japan, this distinction matters. Hierarchical firms often elevate those who “know,” but the complexity of 2025 requires leaders who can sense subtle shifts in markets, teams, and cultures. Mini-Summary: Managers lead with knowledge; leaders lead with sensing. In 2025 Japan, sensing is critical for navigating complexity. Why are managers often so confident in their own answers? Managers often rely on personal effort: self-education, long hours, and relentless execution. This creates confidence, even ego, but often without much self-awareness. Many managers assume the path is clear because they've worked hard to “know” it. This overconfidence mirrors Western corporate cultures where rugged individualism is prized. But in Japan, such confidence can clash with collaborative norms. A “my way or the highway” mindset alienates teams, undermining innovation and engagement. Mini-Summary: Managerial confidence stems from effort and ego, but without self-awareness, it risks alienating teams—especially in Japan. Why do Japanese firms prioritise questions over answers? Japanese business culture values asking the right questions more than having immediate answers. To a Western-trained manager, this seems counterintuitive, but it ensures decisions reflect collective wisdom. Leaders in Japan often pause to ask: Are we even solving the right problem? This contrasts with the West, where speed and decisiveness are praised. In 2025, Japanese organisations that blend both—rigorous questioning plus timely execution—are best positioned for global competition. Mini-Summary: In Japan, leaders prioritise asking the right questions before jumping to answers, ensuring collective wisdom shapes decisions. How do feelings reshape leadership effectiveness? Managers often dismiss emotions as distractions. Leaders, however, integrate feelings into decision-making. Dale Carnegie's Human Relations Principles emphasise empathy, appreciation, and understanding as essential leadership skills. Leaders who sense how people feel can adjust tone, timing, and messaging. In 2025, with hybrid work and employee burnout prevalent, emotional intelligence is more critical than ever. Companies like Hitachi and Sony are embedding empathy into leadership development to retain talent and drive innovation. Mini-Summary: Feelings, once ignored by managers, are now essential for leaders managing hybrid workforces and avoiding burnout. Can leaders evolve from “knowing” to “sensing”? Yes. Leaders can shift by gradually reordering their priorities. Many, like myself, began as managers focused on knowing and execution. Over time, through feedback and reflection, feelings and sensing moved to the forefront. For example, Dale Carnegie training encourages leaders to practice empathy, appreciation, and active listening. These skills shift behaviour from control to collaboration. Even small changes—like pausing before responding—signal growth. Mini-Summary: Leaders can evolve from knowing-first to sensing-first through training, reflection, and small behavioural changes. What should leaders do today to balance sensing and knowing? In 2025, leaders must balance data with empathy. This means: Asking the right questions before chasing answers. Listening actively to signals from teams and markets. Using knowledge as a foundation but not the driver. Modelling humility and curiosity in decision-making. Executives at firms like Toyota and Rakuten illustrate this blend, combining rigorous data with people-first leadership. Leaders who fail to evolve remain stuck in outdated managerial mindsets. Mini-Summary: Leaders must balance sensing and knowing by listening, questioning, and modelling humility—skills critical in 2025 Japan. Conclusion The difference between managers and leaders lies in order of priority: managers know first, leaders sense first. In Japan's complex 2025 environment, sensing, feeling, and questioning matter more than simply knowing. Leadership is a journey of self-discovery—moving from rugged individualism to collaborative sensing. The challenge for executives today is clear: are you still managing by knowing, or are you leading by sensing? About the Author Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have also been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). In addition to his books, Greg publishes daily blogs on LinkedIn, Facebook, and Twitter, offering practical insights on leadership, communication, and Japanese business culture. He is also the host of six weekly podcasts, including The Leadership Japan Series, The Sales Japan Series, The Presentations Japan Series, Japan Business Mastery, and Japan's Top Business Interviews. On YouTube, he produces three weekly shows — The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan's Top Business Interviews — which have become leading resources for executives seeking strategies for success in Japan.

Why trust is the ultimate driver of long-term sales success in Japan Salespeople everywhere know that trust is essential for winning deals, but in Japan, trust is the difference between a one-off sale and a lifelong customer. Research shows that 63% of buyers prefer to purchase from someone they completely trust—even over someone offering a lower price. In a market where relationships outweigh transactions, trust doesn't just support sales, it builds loyalty. Why does trust outweigh price in Japanese sales? While discounting may win a deal, it doesn't create loyalty. Trust, on the other hand, generates repeat business. The cost of building trust is far lower than repeatedly slashing prices to close deals. Buyers in Japan, who are highly attuned to signs of insincerity, quickly detect opportunistic sales tactics. When they find a salesperson who is genuinely trustworthy, they hold on tightly. This is why successful firms in industries from pharmaceuticals to IT services prioritise building trust-based partnerships over price competition. Global research and local practice confirm that loyalty is rooted in belief, not bargains. Mini-Summary: Trust is more powerful than price in Japan because it creates repeat business and loyalty, while discounting only secures short-term wins. What mindset builds long-term customer loyalty? The salesperson's mindset determines whether buyers see them as a partner or a pusher. A focus on long-term relationships rather than one-off transactions changes everything. When salespeople think in terms of “partnership” and “reorder,” communication becomes more genuine, reassuring buyers that their interests are respected. In Japan, this long-term orientation aligns with cultural norms of reliability and stability. Buyers expect a salesperson to stand by them through multiple cycles, not just disappear after the first contract. Sales leaders at companies like Toyota and Hitachi have reinforced this by emphasising repeat business as a performance metric, not just one-time deals. Mini-Summary: A partnership mindset—focused on reorders and long-term success—creates loyalty and aligns with Japanese business culture. How do buyers sense a salesperson's true intention? Buyers are experts at detecting hidden agendas. If a salesperson approaches with a “win-lose” attitude, buyers sense it immediately. Past purchasing mistakes make buyers cautious and wary of being taken advantage of. By contrast, when salespeople project genuine interest in mutual success, buyers relax and open the door to trust. The key is consistency: every action, from initial meetings to after-sales support, must reinforce the message that the salesperson is invested in a “win-win” relationship. Mini-Summary: Buyers intuitively sense whether a salesperson is seeking a win-win or win-lose deal. Only the former leads to loyalty. What drives buyer loyalty beyond trust? Loyalty is both emotional and behavioural. It stems from the buyer's belief that the salesperson is reliable, competent, and focused on their success. The trust-loyalty equation can be expressed as: Trust + Relationship = Buyer Loyalty At one extreme sits the “product pusher,” chasing maximum price before moving on. At the other extreme is the “trusted advisor,” dedicated to mutual benefit and long-term collaboration. The question every salesperson must ask is: where do you sit on this scale? Mini-Summary: Buyer loyalty comes from the combination of trust and relationship, positioning the salesperson as a trusted advisor rather than a product pusher. What are the five drivers of trust in sales? To earn loyalty, salespeople must master five trust drivers: Intention: Always seek win-win outcomes. Competence: Deliver reliable solutions that meet buyer needs. Customer Focus: Prioritise the buyer's success as the path to your own. Communication: Provide clarity, manage expectations, and follow through. Value Creation: Continuously add value that goes beyond the product. In sectors like finance and healthcare, where risk is high, these drivers determine whether clients commit for the long term. Without them, loyalty cannot be sustained. Mini-Summary: Trust is built on intention, competence, customer focus, communication, and value creation—five pillars every salesperson must master. What should leaders do to embed loyalty in sales teams? Organisational culture matters as much as individual behaviour. Some firms claim to be “customer-first,” but internally reward only short-term sales. Leaders must align messaging and incentives with trust-building behaviours. Salespeople working in trust-driven environments are more motivated, more professional, and more successful. If a company does not encourage loyalty-driven practices, sales professionals may need to move to one that does. In Japan's competitive market, those who embody trust and loyalty enjoy longer, more rewarding careers. Mini-Summary: Leaders must create environments that reward trust-building, or risk losing both customers and talented salespeople. Conclusion Customer loyalty is built on trust, not discounts. For salespeople in Japan, adopting a win-win mindset, projecting genuine intentions, and mastering the five drivers of trust are essential to becoming a trusted advisor. Companies that encourage loyalty-focused behaviour will thrive, while those stuck in transactional models will struggle to sustain growth. About the Author Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have also been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). In addition to his books, Greg publishes daily blogs on LinkedIn, Facebook, and Twitter, offering practical insights on leadership, communication, and Japanese business culture. He is also the host of six weekly podcasts, including The Leadership Japan Series, The Sales Japan Series, The Presentations Japan Series, Japan Business Mastery, and Japan's Top Business Interviews. On YouTube, he produces three weekly shows — The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan's Top Business Interviews — which have become leading resources for executives seeking strategies for success in Japan.

Why Western sales revolutions haven't reshaped Japanese selling practices Sales gurus often argue that “sales has changed.” They introduce new frameworks—SPIN Selling, Consultative Selling, Challenger Selling—that dominate Western business schools and corporate training. But in Japan, sales methods look surprisingly similar to how they did decades ago. Why hasn't Japan embraced these waves of change? Let's break it down. Why has Japan resisted Western sales revolutions? Japan's business culture is defined by consensus decision-making. Unlike in the US, where one buyer may have authority to sign a deal, Japanese firms typically rely on group approval. Aggressive closing techniques—“100 ways to overcome objections”—don't resonate in a context where no single buyer holds final power. When a salesperson meets a Japanese executive, even the president, decisions are often delegated downward for due diligence. The result? What looks like a top-level entry point becomes just the beginning of a long bottom-up approval process. Mini-Summary: Western-style “hard closes” fail in Japan because decisions are made through collective consensus, not individual authority. Who really decides in Japanese sales negotiations? Salespeople often assume they're negotiating with the decision-maker. In Japan, that's rarely the case. The person in front of you is usually an influencer, not the final authority. They gather information and share it with unseen stakeholders—division heads, section chiefs, back-office teams—who never meet the salesperson directly. This creates the sensation of “fighting invisible ninjas.” You prepare to persuade one buyer, but in reality, you must equip your contact to persuade a network of hidden decision-makers. Mini-Summary: In Japan, sales success depends on influencing unseen stakeholders through the buyer's internal champion. How do Japanese buyers expect salespeople to behave? Unlike Western buyers who are open to consultative approaches, Japanese buyers often expect a pitch. When salespeople arrive, they are typically asked to explain features and price. This isn't necessarily because they don't value needs analysis, but because decades of feature-focused selling have conditioned buyers to expect the “pitch-first” style. Even in 2021, many Japanese sales meetings begin with a features dump, not diagnostic questions. As one veteran trainer notes, Dale Carnegie's 1939 sales model of asking questions before proposing solutions remains largely ignored in Japan today. Mini-Summary: Japanese buyers have been trained by decades of salespeople to expect a feature-and-price pitch, making consultative selling harder to implement. What problems arise from pitching before asking questions? Pitching before discovery creates major risks. If you don't know the buyer's actual needs, you can't know which features matter most. Worse, buyers may dismiss your solution as irrelevant or commoditised. Globally, best practice is clear: ask questions, uncover pain points, align benefits, provide proof, then close. Yet in Japan, many salespeople still rush to pitch, skipping diagnostic discovery altogether. This keeps Japanese sales culture stuck in the “dark ages” compared to markets like the US or Europe, where consultative and challenger methods are standard. Mini-Summary: Pitching without discovery weakens sales effectiveness and prevents alignment with buyer needs, but remains common in Japan. How can sales teams in Japan modernise their approach? The roadmap is simple but powerful: Ask permission to ask questions. Diagnose needs thoroughly. Identify the best-fit solution. Present that solution clearly. Handle hesitations and objections. Ask for the order. This structure modernises Japanese sales while respecting cultural norms. It avoids “pushing” while still providing a disciplined process for uncovering and addressing client needs. Executives at global firms like Toyota, Sony, and Mitsubishi increasingly expect this approach, especially when dealing with multinational partners. Mini-Summary: A structured consultative process—diagnose, propose, resolve—aligns global best practice with Japanese cultural norms. What should leaders do to drive change in Japan's sales culture? Leaders must train salespeople to abandon outdated pitching habits and embrace consultative questioning. This requires coaching, reinforcement, and role-modelling from the top. Japanese firms that continue with pitch-driven sales risk falling behind global competitors. By contrast, firms that shift to questioning-based sales processes build trust faster, uncover hidden opportunities, and shorten approval cycles. The future of sales in Japan depends on whether leaders push for transformation or let tradition slow them down. Mini-Summary: Leaders must drive the shift from pitch-first to consultative sales or risk being left behind in a globalising market. Conclusion Japan hasn't embraced the sales revolutions of the West because its business culture is consensus-driven, pitch-conditioned, and tradition-bound. But the future demands change. The companies that modernise sales processes—by asking permission, diagnosing needs, and presenting tailored solutions—will outpace those stuck in pitch-first habits. Leaders have a choice: keep Japan's sales culture in the past, or bring it decisively into the 21st century. About the Author Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have also been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). In addition to his books, Greg publishes daily blogs on LinkedIn, Facebook, and Twitter, offering practical insights on leadership, communication, and Japanese business culture. He is also the host of six weekly podcasts, including The Leadership Japan Series, The Sales Japan Series, The Presentations Japan Series, Japan Business Mastery, and Japan's Top Business Interviews. On YouTube, he produces three weekly shows — The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan's Top Business Interviews — which have become leading resources for executives seeking strategies for success in Japan.

Introduction Sales conversations in Japan follow a rhythm: build rapport, ask questions, present solutions, handle objections, and close. But what makes this rhythm flow smoothly is often overlooked—sales progression bridges. These subtle transitions connect each stage of the meeting. Without them, the dialogue feels disjointed, like spaghetti instead of a roadmap. In Japan, where subtlety and cultural awareness matter as much as logic, mastering these bridges is the difference between a stalled pitch and a successful close. What are sales bridges, and why do they matter in Japan? A sales bridge is a smooth transition between phases of the sales process. Western sales training often assumes you can jump directly from rapport to needs analysis, or from presenting to closing. In Japan, that doesn't work. Buyers expect subtle, respectful transitions that guide them without pressure. Bridges are the “glue” that holds the meeting together. Without them, the buyer feels rushed or confused, and the relationship suffers. Japanese clients, in particular, are sensitive to abrupt shifts. They value harmony, and salespeople who miss these bridges risk coming across as pushy or tone-deaf. Mini-summary: Sales bridges are the hidden connectors that make Japanese sales conversations flow naturally and respectfully. How does the meishi exchange create the first bridge? In Japan, the sales conversation starts even before the first question—at the meishi (business card) exchange. While many Western firms have abandoned business cards, they remain central here. A meishi is not just contact information; it's a cultural key. By flipping the card to check the Japanese side, noticing a rare kanji, and asking if it relates to a regional origin, salespeople display cultural literacy. That small act signals respect, builds rapport, and warms up the room. It's a bridge that transforms a cold introduction into a human connection. Mini-summary: The meishi exchange, handled with curiosity and respect, is the first and most powerful bridge in Japan. Why do Japanese salespeople avoid asking questions, and how can bridges help? In Japan, many salespeople hesitate to ask questions. The buyer is often treated as a “god” who should not be challenged. But without questions, you're pitching blindly. With hundreds of solutions available—like Dale Carnegie Tokyo's 270 training modules—how can a salesperson know which to recommend? The bridge here is gaining permission. For example: “We helped ABC Company achieve XYZ. To see if we can do the same for you, may I ask a few questions?” This respectful phrasing reassures the buyer while opening the door to real dialogue. Mini-summary: A permission bridge allows Japanese salespeople to ask questions without disrespecting the buyer's authority. How do bridges help when presenting solutions? Once needs are clarified, many salespeople make the mistake of overwhelming the client with too many options. In Japan's consensus-driven decision-making culture, this can paralyse the buyer. A reassurance bridge helps frame the presentation. Phrases like, “Having listened carefully, I've narrowed our wide range to the best fit for your situation,” show the client that the solution is tailored. It prevents information overload and strengthens trust by demonstrating that the salesperson has filtered complexity into clarity. Mini-summary: The solution bridge reassures clients that options are tailored, not dumped, preventing decision paralysis. How do sales bridges transform objections? Objections are inevitable. In Japan, how you handle them determines whether trust grows or dies. Instead of reacting defensively when a buyer says, “Your price is too high,” the effective bridge is calm inquiry. Respond with: “Thank you for raising that. May I ask, why do you say that?” Then stay silent. This respectful pause forces the client to explain. Often, the issue is not price at all but timing, budgeting cycles, or internal politics. By holding silence, you uncover the real barrier and transform the objection into an opportunity. Mini-summary: An objection bridge turns confrontation into dialogue by asking respectfully and listening in silence. How should salespeople bridge into the close in Japan? Closing in Japan is delicate. High-pressure tactics that work in New York often backfire in Tokyo. A bridge into the close needs to feel natural and respectful. After confirming that all concerns are addressed, a soft transition works: “In that case, shall we go ahead?” This style feels like an invitation, not a trap. It protects harmony, preserves the relationship, and still moves the sale forward. In Japan, where saving face is critical, such subtle bridges make the difference between securing agreement and losing trust. Mini-summary: The closing bridge in Japan is respectful, natural, and face-saving—not pushy or aggressive. Conclusion Sales progression bridges may seem small, but in Japan they hold the sales cycle together. From the cultural literacy of the meishi exchange to gaining permission for questions, tailoring solutions, handling objections with silence, and closing softly, these transitions create trust and flow. Without them, meetings feel clumsy and disconnected. With them, the conversation respects Japanese values of harmony and subtlety while still advancing toward a deal. In 2025, as Japan's business culture balances tradition with globalisation, sales bridges remain an indispensable skill for anyone serious about selling here. About the Author Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have also been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). In addition to his books, Greg publishes daily blogs on LinkedIn, Facebook, and Twitter, offering practical insights on leadership, communication, and Japanese business culture. He is also the host of six weekly podcasts, including The Leadership Japan Series, The Sales Japan Series, The Presentations Japan Series, Japan Business Mastery, and Japan's Top Business Interviews. On YouTube, he produces three weekly shows — The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan's Top Business Interviews — which have become leading resources for executives seeking strategies for success in Japan.     

Why vision, mission, and values still matter in 2025—if leaders make them real Not long ago, talking about “vision” often invited sneers. Leaders who spoke about visions were mocked as spouting psychobabble. Part of the cynicism came from the poor quality of early vision statements—trite platitudes that could double as sleeping aids. But times have changed. In 2025, vision, mission, and values are essential leadership tools, yet most organisations still struggle to make them resonate with staff. Why were visions mocked in the past? In the 1980s and 1990s, many vision statements were badly written—either too vague, too long, or too clichéd. Employees saw them as irrelevant. Cynical cultures, like Australia's, dismissed them as hollow leadership exercises. Fast-forward to today, and vision has become mainstream. Companies in Japan, the US, and Europe frame it as a strategic anchor. But credibility remains the challenge: if employees can't recall the vision, they can't live it. Mini-Summary: Early visions failed because they were clichéd or irrelevant. Today they are vital, but only if staff remember and act on them. Do employees actually know their company's vision, mission, and values? Research and field experience suggest most don't. Trainers often test this by flipping framed statements on the wall and asking staff to recite them. Typically, no one remembers the vision or mission, and at best, a few values. In Japan, where employees pride themselves on discipline and detail, this gap is striking. It shows that leadership communication is failing. Employees can't live what they can't recall. Mini-Summary: Most employees cannot recite their organisation's vision, mission, or values—evidence that communication and ownership are missing. Why do so many statements fail to inspire? There are two extremes: bloated statements too long to recall, or cut-down slogans so short they become vapid clichés. Both kill engagement. Worse, leaders often draft them alone, without wordsmithing skills or input from employees. Even when teams co-create content, turnover means newcomers feel no ownership. In Japan, where lifetime employment has eroded, this turnover effect is magnified. Leaders must find mechanisms to refresh ownership constantly. Mini-Summary: Vision and value statements fail when they're too long, too short, or disconnected from employees—especially in high-turnover environments. What practices help embed vision into daily work? One proven method is daily repetition. Ritz-Carlton Hotels review their values at every shift worldwide, with even junior staff leading the discussion. Inspired by this, Dale Carnegie Tokyo holds a “Daily Dale” every morning, where team members take turns to lead the session and recites the vision, mission, and values and discuss one of 60 Dale Carnegie Human Relations Principles. This practice ensures even new hires quickly internalise the culture. Egalitarian leadership—having secretaries, not just presidents, lead—also deepens ownership. Mini-Summary: Embedding vision requires daily rituals, repetition, and egalitarian involvement, not just posters on walls. Should companies also create a “strategic vision”? Yes. Many visions describe identity—who we are and what we stand for—but not direction. During the pandemic, Dale Carnegie Tokyo added a “Strategic Vision” to articulate where the company was heading. In 2025, with Japan navigating digital transformation, demographic decline, and global competition, leaders need both: a cultural compass (vision, mission, values) and a directional map (strategic vision). Without both, organisations drift. Mini-Summary: Companies need two visions: a cultural compass for identity, and a strategic vision for direction—especially in turbulent times. How can leaders bring visions to life in 2025? Leaders must test whether employees know the vision, mission, and values. If they don't, leaders should redesign communication and embedding processes. Mechanisms like daily recitation, story-sharing, and recognition linked to values make culture tangible. The post-pandemic world has raised expectations: employees want meaningful work, and customers want values-driven partners. Leaders who treat vision statements as wallpaper risk being left behind. Mini-Summary: Leaders bring visions to life by testing recall, embedding practices into daily routines, and aligning recognition with values. Conclusion Vision, mission, and values were once dismissed as leadership fluff. Today, they are essential but often forgotten or poorly implemented. In 2025, leaders in Japan and globally must transform them into living tools—clear, repeatable, and tied to both culture and strategy. If your team can't recite your vision, mission, and values today, you don't have a culture—you have a poster. About the Author Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have also been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). In addition to his books, Greg publishes daily blogs on LinkedIn, Facebook, and Twitter, offering practical insights on leadership, communication, and Japanese business culture. He is also the host of six weekly podcasts, including The Leadership Japan Series, The Sales Japan Series, The Presentations Japan Series, Japan Business Mastery, and Japan's Top Business Interviews. On YouTube, he produces three weekly shows — The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan's Top Business Interviews — which have become leading resources for executives seeking strategies for success in Japan.

Why rehearsal, timing, and delivery shape your reputation as a professional speaker in Japan and beyond Why is timing so critical in business presentations? The single biggest mistake in presentations is poor time control. In Japan and globally, conference organisers run tight schedules. Going overtime is seen as disrespectful and unprofessional. Conversely, trying to squeeze too much content into too little time leaves the audience frustrated and overwhelmed. Leaders at firms like Toyota or Rakuten expect speakers to stay on time, not sprint through slides like “deranged people.” A presentation that runs forty minutes when you had an hour is forgivable; a talk that overruns its slot is not. Mini-Summary: Time discipline in presentations signals professionalism. Overrunning damages your personal brand and your company's credibility in Japan's business culture. What happens when speakers mismanage time? When a presenter announces, “I'll need to move quickly,” they reveal poor preparation. Audiences infer: if you can't plan a forty-minute talk into forty minutes, how can you manage a multimillion-dollar project? Reputation damage extends beyond the individual to the entire organisation. In competitive markets like Japan, the US, and Europe, this kind of slip erodes trust and can cost business opportunities. Mini-Summary: Rushed, overloaded talks erode trust. Stakeholders extrapolate poor time discipline to the presenter's overall competence. Why do rehearsals matter more than you think? Most leaders convince themselves they “don't have time” to rehearse. Yet rehearsal is where professionals discover misalignment between content and allocated time. In my experience delivering Dale Carnegie Tokyo Training programmes, presenters nearly always start with too much material, not too little. The solution is cutting ruthlessly before stepping on stage. Rehearsals let you refine, simplify, and focus on impact — rather than embarrass yourself with speed-reading slides in public. Mini-Summary: Rehearsals reveal excess material and allow refinement. Skipping practice causes rushed, incoherent delivery that undermines executive presence. How does rehearsal improve delivery, not just timing? Once timing is fixed, rehearsal shifts to performance. Business presentations are performances — polished but authentic, not theatrical. Leaders who read from a script signal insecurity and lack of mastery. Rehearsal allows executives to internalise their key points, so the audience sees confidence, not desperation. In Tokyo boardrooms and at global investor conferences alike, polished delivery builds gravitas and trust. Mini-Summary: Rehearsal ensures smooth delivery. Executives should appear confident and persuasive, not reliant on scripts. What role does video feedback play? In training rooms, we record participants so they can see what the audience sees. Video feedback is humbling but invaluable. You catch distracting habits, vocal weaknesses, or pacing errors you'd otherwise miss. Replaying live presentations helps refine delivery across markets. Whether speaking to Japanese stakeholders or Western boards, professionals who rehearse, review, and improve demonstrate credibility. Mini-Summary: Video feedback exposes blind spots. Reviewing performances builds stronger delivery across diverse business cultures. What is the ultimate standard of professionalism? True professionals prepare, rehearse, review, and deliver within time. They treat every presentation — whether to staff, shareholders, or industry peers — as a performance shaping their reputation. In Japan's high-context culture, small lapses in timing or preparation send big signals. Internationally, executives with strong presence are trusted to lead. Are you seen as a polished professional, or as someone who exposes flaws by failing to rehearse? Mini-Summary: Professionalism in presentations means mastering timing, rehearsing delivery, and safeguarding your reputation. Conclusion Getting the timing right is not about clocks — it is about credibility. Leaders who rehearse, respect the schedule, and refine delivery project authority in every market. Those who don't risk reputational damage far greater than the value of any single presentation slot. About the Author Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー).

Why leaders must nurture ideas if they want innovation to thrive in Japan People are more creative than they give themselves credit for, yet many work environments suppress rather than encourage innovation. Brainstorming sessions often produce nothing but wasted calendar space, or worse, good ideas that die on arrival because no one champions them. In Japan and globally, corporate graveyards are filled with unrealised concepts. Leaders must understand that creativity is not a one-off spark—it's a journey that requires cultivation, sponsorship, and careful timing. Why do so many good ideas die inside companies? Most ideas never make it past the brainstorming stage. Either nothing actionable emerges, or promising suggestions are quietly buried. Even in companies with innovation-friendly cultures, ideas face hurdles before they can be applied. Lack of sponsorship, risk aversion, and overloaded leadership pipelines kill innovation before it matures. In Japan, this is amplified by hierarchical decision-making. Ideas often stall before reaching senior management because middle managers, stretched thin and politically cautious, block their path. Without a system to shepherd ideas upward, they disappear. Mini-Summary: Good ideas often fail because they lack sponsorship, timing, or pathways upward—especially in Japan's hierarchical organisations. Where do creative ideas come from? Ideas start with individuals. Inspiration can come from anywhere—external networks, professional communities, or day-to-day frustrations. The broader an employee's networks, the higher the likelihood of fresh sparks. The problem is engagement. In Japan, only about 5–7% of employees rank as “highly engaged” in surveys. That means most staff aren't motivated to generate or push ideas. Without engagement, even the most creative sparks fizzle. Leaders must connect daily work to purpose so employees see why innovation matters. Mini-Summary: Creative ideas emerge from individuals with broad networks and high engagement—but in Japan, low engagement is a major innovation barrier. How can leaders cultivate employee ideas? Cultivation requires more than slogans about innovation. Leaders must make purpose explicit, encourage risk-taking, and reward those who step outside comfort zones. If junior staff can't articulate the company's “why,” their ideas will lack direction. In Japan, where conformity often trumps experimentation, leaders must show daily that trying new things is safe. Recognising effort, even when ideas fail, builds confidence. The way leaders treat innovators—successes and failures alike—sets the tone for the whole organisation. Mini-Summary: Leaders cultivate ideas by clarifying purpose, rewarding risk-taking, and encouraging experimentation—even in failure. Why do smart ideas need sponsors and champions? Ideas rarely succeed alone. They need collaborators to refine them and sponsors to promote them. Expecting to walk straight into a boardroom with a raw idea is unrealistic. Allies, mentors, and champions must first shepherd it through the system. In Japanese firms, where harmony is prized, ideas must often be “harmonised” at lower levels before reaching executives. Champions play a critical role in ensuring promising concepts aren't lost to politics or hierarchy. Mini-Summary: Ideas need allies and champions to survive the political journey inside companies, especially in hierarchical Japan. How does timing affect idea success? Even brilliant ideas fail if introduced at the wrong time. Microsoft famously launched its Tablet PC years before the iPad, and its SPOT Watch long before the Apple Watch. Both flopped, not because the ideas were bad, but because the market wasn't ready. In Japan, timing is especially crucial when companies face cost-cutting or conservative leadership cycles. Innovation requires resources—time, talent, and money—which are scarce during downturns. Leaders must align idea introduction with corporate readiness. Mini-Summary: Timing can make or break ideas—introduce them too early or in the wrong climate, and they will fail regardless of quality. What systems help ideas travel upward? Without an “express lane” for good ideas, most are trapped in corporate silos. Middle managers, often protective of their turf, can stall innovation. Creating formal pathways that allow vetted ideas to reach senior leaders quickly is essential. Some global companies use innovation labs or dedicated sponsorship committees to fast-track ideas. In Japan, establishing such systems prevents good ideas from being smothered by bureaucracy or politics. Leaders who create express lanes differentiate themselves and unlock competitive advantage. Mini-Summary: Formal “express lanes” help promising ideas bypass bureaucracy and reach top decision-makers, ensuring innovation isn't lost. Conclusion The creative idea journey within companies is long and fraught with obstacles. Ideas require engaged employees, cultivation, sponsorship, careful timing, and systems that allow them to travel upward. In Japan's conservative corporate culture, leaders must work even harder to ensure innovation isn't stifled by hierarchy or risk aversion. The true white-collar crime of leadership is failing to apply ideas that could have transformed the business. About the Author Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have also been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). In addition to his books, Greg publishes daily blogs on LinkedIn, Facebook, and Twitter, offering practical insights on leadership, communication, and Japanese business culture. He is also the host of six weekly podcasts, including The Leadership Japan Series, The Sales Japan Series, The Presentations Japan Series, Japan Business Mastery, and Japan's Top Business Interviews. On YouTube, he produces three weekly shows — The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan's Top Business Interviews — which have become leading resources for executives seeking strategies for success in Japan.

Why mastering client conversations in Japan defines long-term sales success When salespeople meet new clients, the first few minutes set the tone for everything that follows. This “transition zone” between pleasantries and serious discussion is where trust is either built—or broken. Let's explore how professionals in Japan and globally can own this crucial phase. Why is the sales transition zone so critical? The sales transition zone is the moment when the buyer and seller move from small talk into business. For the client, the first question is usually, “How much will this cost me?”. For the salesperson, the focus is on proving value beyond price. Unless this gap is bridged quickly, the conversation can collapse into a price war. In Japan, where relationship-building and long-term trust are prized, handling this transition with sensitivity is even more critical than in the US or Europe. Western executives may prefer blunt efficiency—“Let's get straight to business”—but Japanese buyers expect context, respect, and subtlety. Mini-Summary: The transition zone is where price-driven client expectations collide with value-focused sales strategy. Mastering it determines whether the meeting builds trust or breaks down. How should salespeople frame the meeting agenda? After greetings, professionals should set a clear agenda that shows respect for the client's time. For example: “I appreciate Suzuki-san introducing us. She felt there may be mutual benefit, so today I'd like to explore how our solutions may support your business. I also want to better understand your needs and see if there's a fit. Are there other items you'd like to cover?” This framing balances structure with flexibility. It prevents the client from feeling “sold to” while subtly keeping control of the meeting. Across industries—from pharmaceuticals to IT services—Japanese clients respond positively when they feel their input is requested early. Mini-Summary: Outlining a flexible agenda signals professionalism and respect, while keeping the salesperson in control of the meeting flow. How can unique selling propositions (USPs) be introduced naturally? Clients don't want a corporate brochure; they want proof of relevance. Introduce USPs in a conversational way: “We are global soft-skills training experts, here since 1963, specialising in sales training in Japan.” This single sentence embeds four powerful points: global scope, world best practice, 60 years of Japanese experience, and local market adaptation. Companies like Toyota, Rakuten, and Fujitsu look for vendors who demonstrate both international credibility and deep domestic roots. Mini-Summary: Well-crafted introductions should deliver layered USPs that combine global credibility, local experience, and proven relevance. How can salespeople prove credibility with results? Proof must be concrete, relevant, and measurable. For example: “Recently we trained a company in your industry. Salesperson confidence rose 40%, and revenues increased 18% within six months.” This approach works across sectors—manufacturing, finance, and consumer goods—because executives trust comparative results. But credibility evaporates if numbers are exaggerated. In Japan, where long-term relationships matter, any suspicion of dishonesty ends future business. Mini-Summary: Share specific, industry-relevant metrics to prove impact. Honesty is non-negotiable if you want repeat business in Japan. How do you smoothly shift to client questioning? Once credibility is established, invite permission to ask questions: “I don't know if we could achieve the same results for you, but may I ask a few questions to better understand your situation?” This low-pressure approach keeps the salesperson in control while respecting the client's space. It allows for uncovering challenges—talent gaps, process inefficiencies, competitive threats—without triggering defensiveness. Japanese executives particularly value humility paired with competence. Mini-Summary: The best transition uses respectful permission to shift into diagnostic questioning, creating trust and revealing real client needs. What if you discover you can't help the client? Not every prospect is a fit. Forcing a solution damages reputation. Instead, tell the client: “This may not be the right match.” This honesty preserves brand integrity. In Japan's tight-knit business networks, reputation compounds: one display of integrity can open doors elsewhere. Global comparisons support this: US firms often admire aggressiveness in sales, but in Japan, restraint builds credibility. Long-term success comes not from a single deal, but from a portfolio of reorders, referrals, and reputation. Mini-Summary: Walking away respectfully when there is no fit strengthens credibility and ensures long-term opportunities in Japan's relationship-driven market. Conclusion Owning the sales transition zone means balancing confidence with humility, structure with flexibility, and proof with empathy. Salespeople who master this moment avoid premature price talk, build credibility through structured storytelling, and earn the right to ask deeper questions. Ultimately, success is not about one transaction but about sustaining long-term partnerships in Japan's trust-based business culture. About the Author Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have also been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). In addition to his books, Greg publishes daily blogs on LinkedIn, Facebook, and Twitter, offering practical insights on leadership, communication, and Japanese business culture. He is also the host of six weekly podcasts, including The Leadership Japan Series, The Sales Japan Series, The Presentations Japan Series, Japan Business Mastery, and Japan's Top Business Interviews. On YouTube, he produces three weekly shows — The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan's Top Business Interviews — which have become leading resources for executives seeking strategies for success in Japan.

During the month of July we will be enjoying some summer weather and taking a break from recording new episodes. To satiate your thirst we will be re-releasing the hottest episodes of the year, every week, for you to enjoy with a Mai Tai by the pool like David will be.Welcome back to the FocusCore podcast with host Dr. David Sweet. This week we are talking about leadership and business mastery with Dr. Greg Story, President of Dale Carnegie Tokyo Training Japan. Greg is an author of a suite of books focusing specifically on mastering various aspects of doing business in Japan. He also releases multiple podcasts weekly and is a certified master trainer in all of the major Dale Carnegie training courses. So join us for this enlightening conversation about leadership, communication and the unique dynamics of doing business in Japan.In this episode you will hear:How Greg started Dale Carnegie Tokyo Training JapanWhy on the job training is not working for Japanese companies anymoreAbout Greg's books teaching mastery in business and leadership in JapanThe importance of middle management in retaining quality talentHow technology like AI is changing recruitment in JapanParticipate in our 2026 Salary Survey here: 2026 Salary Survey Things mentioned in the episode:Dale Carnegie Tokyo WebsiteDr. Greg Story's author page on AmazonDr. Greg Story's podcast page on Apple PodcastsAbout Dr. Greg Story:A Ph.D. in Japanese organisational decision-making, and a 40 year veteran of Japan, he has broad experience, having been Country Head of four organisations in Japan.He launched a “start up” in Nagoya, and completed “turn-arounds” in both Osaka and Tokyo for Austrade.In 2001 he was promoted to Minister Commercial in the Australian Embassy and the Country Head for Austrade.In November 2003, Dr. Story joined Shinsei's Retail Bank, which interestingly was a special combination of “start-up” and “turn-around”. He had 550 staff in his Platinum Banking Division, responsible for two-thirds of the revenue of the Retail Bank, eventually becoming the Joint CEO of the Retail Bank.In July 2007, Dr. Story became the Country Head for the National Australia Bank in Japan.In October 2010, he became President of Dale Carnegie Tokyo Training Japan. He is a Master Trainer and an international award winning Sales Leader with Dale Carnegie. He is a thought leader and has written eight books: Japan Sales Mastery, Za Eigyo (The 営業), Japan Business Mastery, Japan Presentations Mastery, Anata mo Purezen Tatsujin (あなたもプレゼンの達人), Stop Wasting Money On Training, Toreningu de Okane Wo Muda Ni Suru No Wa Yamemashoo (トレニングでお金を無駄にするのわやめましょう) and Japan Leadership Mastery.He is an Adjunct Professor in the International Business Faculty of Griffith University. A 6th Dan in traditional Shitoryu Karate, he applies martial art philosophies and strategies to business issues.Connect with Dr. Greg Story:LinkedIn: https://www.linkedin.com/in/gregstory/Connect with David Sweet:LinkedIn: https://www.linkedin.com/in/drdavidsweet/ Twitter:

Previously Akiko was a Commentator for Fuji TV; Co-Founder of Women In Action; Partner, Strategy &; Division Head at Japan Post; Vice-President Calyon Securities; Associate McKinsey & Company; Vice-President and Associate, General Counsel J.P. Morgan. She graduated with a JD in Law from Tokyo University and has a Master Of Law from Columbia Law School “Culture is an accumulation of behaviors—what you say and do becomes the culture.” “If the ownership is there, it's really easy to engage with them.” “Listen more than you speak—especially in Japan, silence often hides valuable insight.” “You can't have a single leadership approach—it's person by person.” “Deliver, manage expectations, and be transparent—that's how you build trust.” Akiko's leadership approach is deeply rooted in clarity of direction, respect for individuality, and adaptive engagement. Her philosophy is shaped by diverse experiences in legal, consulting, and advisory roles, and it centres on fostering ownership within her teams. She emphasizes the importance of building a shared vision and selecting people whose strengths and motivations align with that direction. For her, engagement begins with recruiting the right individuals and then shaping an environment that supports their ownership of outcomes. Whether inheriting a team or building one from scratch, she focuses on identifying key issues, defining areas of impact, and matching people to those missions. She acknowledges that leadership today demands flexibility, as people differ in how they want to be led—some thrive with autonomy while others need close collaboration. Her leadership style is not one-size-fits-all; instead, it's adaptive and rooted in an appreciation of diversity—not only in personality but in professional backgrounds. Akiko credits the richness of ideas within her organization to this diversity, noting that innovation emerges from intentional dialogue across disciplines. However, she is clear that shared goals are the foundation for extracting those ideas meaningfully. Without common purpose, even diverse teams can become fragmented. Trust-building, in her view, requires consistent delivery, expectation management, and transparency. She strives to keep her promises, communicates constraints openly, and balances optimism with realism. She views culture as the accumulation of behaviour, underscoring the importance of consistent actions and clear communication in shaping a cohesive and connected team identity. Akiko also makes intentional efforts to keep her Japan-based office plugged into the global organization by fostering English-language meetings and inter-office collaboration. She believes that inclusion means not only being open to new ideas but actively drawing them out, especially in Japan where silence is often misread by Western leaders. Her advice for foreign leaders in Japan centres on listening more than speaking, respecting the local communication style, and recognizing that lack of feedback doesn't imply satisfaction. For aspiring female leaders, her message is one of encouragement—step forward, trust those who support you, and don't be deterred by fear. Her leadership is marked by resilience, clarity, and a deep commitment to enabling others to lead and succeed in their own right. Master the Art of Persuasion In today's business world, persuasion is essential. Yet most professionals lack this critical skill, watching their ideas go nowhere. What if you could command attention and have your recommendations consistently adopted? This game-changing ability isn't just for "natural communicators"—it's a skill you can master. There is a perfect solution for you- to LEARN MORE click here (https://bit.ly/3VhvR2B) To get your free guide “How To Stop Wasting Money On Training” click here ( https://bit.ly/4agbvLj ) To get your free “Goal Setting Blueprint 2.0” click here (https://bit.ly/43o5FVK) If you enjoy our content, then head over to www.dale-carnegie.co.jp and check out our Japanese and English seminars, workshops, course information and schedules and our whitepapers, guidebooks, training videos, podcasts, blogs. About The Author Dr. Greg Story, President Dale Carnegie Tokyo Training Contact me at greg.story@dalecarnegie.com Bestselling author of “Japan Sales Mastery” (the Japanese translation is "The Eigyo" (The営業), “Japan Business Mastery” and "Japan Presentations Mastery".  He has also written "How To Stop Wasting Money On Training" and the translation "Toreningu De Okane Wo Muda Ni Suru No Wa Yamemashoo" (トレーニングでお金を無駄にするのは止めましょう) and his brand new book is “Japan Leadership Mastery”.   Dr. Greg Story is an international keynote speaker, an executive coach, and a thought leader in the four critical areas for business people: leadership, communication, sales and presentations. He leads the Dale Carnegie Franchise in Tokyo which traces its roots straight back to the very establishment of Dale Carnegie in Japan in 1963 by Mr. Frank Mochizuki. He publishes daily blogs on LinkedIn, Facebook and Twitter Has 6 weekly podcasts: 1.     Mondays -  The Leadership Japan Series, 2.    Tuesdays – The Presentations Japan Series Every second Tuesday - ビジネス達人の教え 3.    Wednesdays - The Sales Japan Series 4.    Thursdays – The Leadership Japan Series Also every second Thursday - ビジネスプロポッドキャスト 5.    Fridays - The Japan Business Mastery Show 6.    Saturdays – Japan's Top Business Interviews Has 3 weekly TV shows on YouTube: 1.     Mondays - The Cutting Edge Japan Business Show Also every Second Thursday - ビジネスプロTV 2.    Fridays – Japan Business Mastery 3.    Saturdays – Japan Top Business Interviews In the course of his career Dr. Greg Story has moved from the academic world, to consulting, investments, trade representation, international diplomacy, retail banking and people development. Growing up in Brisbane, Australia he never imagined he would have a Ph.D. in Japanese decision-making, become a 40 year veteran of Japan and run his own company in Tokyo. Since 1971, he has been a disciple of traditional Shitoryu Karate (糸東流) and is currently a 6th Dan. Bunbu Ryodo (文武両道-both pen & sword) is his mantra and he applies martial art philosophies and strategies to business.    

  “If you want to impact people, first, you need to trust them—and then give them space.” “You forget about collective decision-making in Japan—you build consensus privately, one by one.” “The best execution comes from ideas people believe are their own.” “I listen first. Then I discuss. Then I decide. But always, I listen first.” “Leadership is not about being the hero—it's about helping the team become the heroes together.” Previously for Societe Generale, Bruno was Head of Risk on Capital Market Activities and ALM, Co-Head of Market Risk, Risk Assessor on Capital Market Activities; Head of Market Risk for Natixis, Head of Market Risk on Capital Market Activities ENGIE, Head of Market Risk On Credit Derivatives Credit Agricole CIB; Head of UK Market Risk for LCL. Bruno emphasizes that trust is the foundation of leadership—both giving it and earning it. He believes in creating space for team members to voice their ideas, as people are most committed when implementing their own suggestions. When he arrived in Japan, he made it a priority to listen first. Recognizing that he was new to the local context, he relied heavily on the insights of his team, who had decades of experience. His role, as he sees it, is to synthesize their ideas into a clear strategy, advocate for it at headquarters, and ensure it gets the green light. He highlights the cultural difference in decision-making between France and Japan. In France, decisions emerge through open challenge and brainstorming. In Japan, consensus must be built privately through one-on-one discussions before any meeting. He adopted this approach, understanding that Japanese professionals are less likely to speak up in group forums but are open and candid in private. These individual conversations are time-consuming but essential for building alignment and trust. Bruno also sees leadership as deeply tied to authenticity and leading by example. His background in risk management taught him that courage—especially the courage to stand up for what's right, even against pressure—is critical. His teams observe whether he is willing to defend their ideas and protect their interests. That credibility is what earns their loyalty. He's learned that new ideas are more likely to succeed when they come from the team, not top-down. Japanese staff often hesitate to share ideas if early feedback is lukewarm, so Bruno takes care to signal encouragement and patience, giving them time and space to think creatively. When they do, the results are powerful—his team's strategic proposal was not only approved by Paris but became the only strategic initiative for Japan in the region. Bruno's approach is to listen deeply, guide gently, champion ideas effectively, and push for change when it makes sense locally. He believes culture is not something to impose, but to live consistently. By modelling respect, patience, courage, and transparency, he creates an environment where trust grows and leadership becomes a shared endeavour. He calls this collective success—not about being the hero himself, but about helping the team become successful. Unlock Your Leadership Potential: Be the Leader Everyone Wants to Follow Are you tired of watching your team struggle while you figure out leadership through trial and error? Wish you could inspire genuine commitment and achieve remarkable results? You're not alone—and there's a better way. There is a perfect solution for you- To LEARN MORE click here (https://bit.ly/43sQHxV) At Dale Carnegie Tokyo, we've helped thousands of professionals transform into confident, effective leaders who drive real results. Our proven methodology eliminates the guesswork and accelerates your leadership journey. To get your free guide “How To Stop Wasting Money On Training” click here ( https://bit.ly/4agbvLj ) To get your free “Goal Setting Blueprint 2.0” click here (https://bit.ly/43o5FVK) If you enjoy our content then head over to www.dale-carnegie.co.jp and check out our Japanese and English seminars, workshops, course information and schedules and our whitepapers, guidebooks, training videos, podcasts, blogs. About The Author Dr. Greg Story, President Dale Carnegie Tokyo Training Contact me at greg.story@dalecarnegie.com Bestselling author of “Japan Sales Mastery” (the Japanese translation is "The Eigyo" (The営業), “Japan Business Mastery” and "Japan Presentations Mastery".  He has also written "How To Stop Wasting Money On Training" and the translation "Toreningu De Okane Wo Muda Ni Suru No Wa Yamemashoo" (トレーニングでお金を無駄にするのは止めましょう) and his brand new book is “Japan Leadership Mastery”. Dr. Greg Story is an international keynote speaker, an executive coach, and a thought leader in the four critical areas for business people: leadership, communication, sales and presentations. He leads the Dale Carnegie Franchise in Tokyo which traces its roots straight back to the very establishment of Dale Carnegie in Japan in 1963 by Mr. Frank Mochizuki. He publishes daily blogs on LinkedIn, Facebook and Twitter Has 6 weekly podcasts: 1.     Mondays -  The Leadership Japan Series, 2.    Tuesdays – The Presentations Japan Series Every second Tuesday - ビジネス達人の教え 3.    Wednesdays - The Sales Japan Series 4.    Thursdays – The Leadership Japan Series Also every second Thursday - ビジネスプロポッドキャスト 5.    Fridays - The Japan Business Mastery Show 6.    Saturdays – Japan's Top Business Interviews Has 3 weekly TV shows on YouTube: 1.     Mondays - The Cutting Edge Japan Business Show Also every Second Thursday - ビジネスプロTV 2.    Fridays – Japan Business Mastery 3.    Saturdays – Japan Top Business Interviews In the course of his career Dr. Greg Story has moved from the academic world, to consulting, investments, trade representation, international diplomacy, retail banking and people development. Growing up in Brisbane, Australia he never imagined he would have a Ph.D. in Japanese decision-making, become a 40 year veteran of Japan and run his own company in Tokyo. Since 1971, he has been a disciple of traditional Shitoryu Karate (糸東流) and is currently a 6th Dan. Bunbu Ryodo (文武両道-both pen & sword) is his mantra and he applies martial art philosophies and strategies to business.      

Primacy refers to the beginning of something, as it enters our brain. This new entity has a powerful impact on our memory and our concentration.  To muscle itself into our existing brain thought stream, takes a lot of mental energy. If successful, the new direction grabs us more powerfully than continuing with the same existing thought pattern.  Recency is focused on the last thing we have heard.  One of the narky criticisms of some people is that the thoughts we share with you are the result of our most recent conversation. We tend to remember the last thing we heard.  That makes a lot of sense doesn't it, but what does this mean for speakers? Are we only able to have our audience remember our openings and closings of our speechs?  Yes, the audience will certainly most easily recall the first and last pieces of information.  They will also strike an impression of us, on the basis of our first and last visual and vocal touches.  Obviously, we need to plan for and control the delivery of all of this opening and closing business, but we can go beyond that.  There will also be numerous other opens and closings going on during the audiences' busy day. How do we shove all of those completely aside and dominate the minds of our audience.  We want them to absorb our message and to exclude all other competing thoughts? Why do we have only one opening and one closing?  Could we break the talk up into chapters?  Each chapter is given a gangbuster opening and closing for that particular thought or point we want to convey.  Could we bring some physical action to the fore to differentiate the chapters and lift the audiences' engagement with us?  This is only possible if we switch up our thinking about what is achievable with a talk.  The speaker's normal fare is the same as everyone else's normal fare.  We are immediately at a disadvantage to stand out from the crowd.  Sadly, we are at one with the speaker push, fitting in with standard operating procedures and methodologies.  We become another grey automaton lined up with all the other robot speakers.  Let's stop doing that. In a forty minute talk, there will be room for around seven to eight chapters, an opening and the first close before the Q&A, then the final close.  Let's change up the opening at both the mental and physical levels.  We want an opening statement, question, quote, testimonial or story that rocks the audience back into the folds of their seat and makes them take note that they are strapping in for a major ride here today.  This shatters everything that came before for them up until that point. We must extinguish their previous thoughts and proclivities.  This is especially so, if you are one of a number of speakers tumbling along one after another, launching forth on some worthy topic. Let's organise some crew, instead of always going solo. If there is a switch between you and the MC or the previous speaker, there is always some dithering around with the tech to get the laptops exchanged and your slides up.  This drains the lifeblood of your first impression and the energy in the room simply tanks.  The MC roars, “Ladies and Gentlemen, the incomparable, the amazing, the stupendous Dr. Greg Story. Please welcome him to the stage, because he is going to totally rock our world today”.  You scramble up on stage and are immediately bent over like an old, old man, head down, trying to get the laptop hooked up to the projector.  This unwanted intrusion into the opening segment continues while you are zipping around with your mouse, looking to boot that slide show up.  This lull in proceedings has cratered the impact of that powerhouse MC introduction. It has now effectively been driven down to a pathetic whimper.  People have whipped into scrolling through their Facebook, LinkedIn or email, ignoring you while you get your act together.  The opening's marvellous, magical momentum has melted away. Why not get someone else to handle the logistics, so that you can get straight into your talk?  They set it all up while you are already speaking to the audience.  At the right moment they leave the slide advancer for you on top of the laptop, gracefully glide off stage and leave you to continue solo.  This way we float directly onto the power stream of the MC and then take the audience even higher with our own energy.  Yes, we need to have a lot of energy at the start, because remember there are two bodies on stage. We want to monopolise the audience's attention for ourselves.  We purposely stand on the far side of the stage, to draw everyone's looking line away from the tech God and have the audience focus on us instead. In Part Two, we will go deeper with our entry and exit points of the chapters and then how to choreograph the big crescendo for our polemic's sparkling conclusion.  

Previously, Orjan was Director of Sales, Japan at iPoint Systems gmbh, Area Sales Manager Thule Group, Director of Sales & Marketing Asia-Pacific, BA Bags/President Thule Japan, Directeur des ventes VB Autobatteries S.A.S., Regional Sales Manager East & SEA Optima Batteries, Johnson Controls, Import and Export Coordinator Aichi Sangyo. He has a Masters Degree in east Asian studies from Stockholm University Orjan Pettersson's leadership journey in Japan is shaped by his deep understanding of the local culture, his ability to build trust, and his belief in the importance of personal connection. Having lived in Japan for over 27 years, Pettersson has navigated diverse roles, from working in a small Japanese company to leading major international businesses. His leadership philosophy centers around empathy, responsibility, and fostering a collaborative work environment. Pettersson highlights the significance of cultural adaptation, emphasizing that foreign leaders must learn how Japanese businesses operate, particularly in terms of hierarchy, loyalty, and long-term stability. He believes that understanding the unwritten rules of Japanese corporate culture—such as respect, obligation, and group harmony—is essential to gaining trust and credibility. One of his key leadership approaches is maintaining open communication with employees, valuing their expertise, and empowering them with greater responsibility. A major factor in Pettersson's leadership success is his commitment to authenticity and relationship-building. He fosters a work environment where employees feel personally invested in their roles, rather than merely following orders. By insisting on working in Japanese and immersing himself in the local business culture, he has gained the respect of his teams and counterparts. Pettersson also stresses the need for adaptability and resilience. From the Lehman shock to the 2011 earthquake and the COVID-19 pandemic, he has faced numerous challenges, but his ability to stay grounded, make decisive decisions, and support his employees through uncertain times has strengthened his leadership. His belief that leadership is about "innovation with empathy" reflects his approach to balancing strategic direction with human-centered management. Additionally, he recognizes the importance of fostering creativity within his teams. While Japanese employees may be hesitant to take risks, he encourages idea generation through open discussions and structured brainstorming sessions. His introduction of informal team-building activities, such as a weekly coffee break, has helped create a culture of trust and collaboration. For foreign leaders in Japan, Pettersson advises learning the language, engaging directly with employees and clients, and demonstrating an understanding of Japanese business values. He acknowledges that bridging the gap between headquarters' expectations and local realities is an ongoing challenge, requiring both cultural sensitivity and strategic negotiation. Ultimately, Pettersson's leadership style is defined by his ability to balance Western efficiency with Japanese business traditions, fostering an environment where both innovation and long-term stability can thrive.   How can you become a leader people actually want to follow? How can you be the leader whose team gets results? Do it yourself trial and error wastes time and resources.There is a perfect solution for you- To LEARN MORE click here (https://bit.ly/43sQHxV ) To get your free guide “How To Stop Wasting Money On Training” click here ( https://bit.ly/4agbvLj ) To get your free “Goal Setting Blueprint 2.0” click here (https://bit.ly/43o5FVK) If you enjoy our content then head over to www.dale-carnegie.co.jp and check out our Japanese and English seminars, workshops, course information and schedules and our whitepapers, guidebooks, training videos, podcasts, blogs. About The Author Dr. Greg Story, President Dale Carnegie Tokyo Training Contact me at greg.story@dalecarnegie.com Bestselling author of “Japan Sales Mastery” (the Japanese translation is "The Eigyo" (The営業), “Japan Business Mastery” and "Japan Presentations Mastery".  He has also written "How To Stop Wasting Money On Training" and the translation "Toreningu De Okane Wo Muda Ni Suru No Wa Yamemashoo" (トレーニングでお金を無駄にするのは止めましょう) and his brand new book is “Japan Leadership Mastery”. Dr. Greg Story is an international keynote speaker, an executive coach, and a thought leader in the four critical areas for business people: leadership, communication, sales and presentations. He leads the Dale Carnegie Franchise in Tokyo which traces its roots straight back to the very establishment of Dale Carnegie in Japan in 1963 by Mr. Frank Mochizuki. He publishes daily blogs on LinkedIn, Facebook and Twitter Has 6 weekly podcasts: 1.     Mondays -  The Leadership Japan Series, 2.    Tuesdays – The Presentations Japan Series Every second Tuesday - ビジネス達人の教え 3.    Wednesdays - The Sales Japan Series 4.    Thursdays – The Leadership Japan Series Also every second Thursday - ビジネスプロポッドキャスト 5.    Fridays - The Japan Business Mastery Show 6.    Saturdays – Japan's Top Business Interviews Has 3 weekly TV shows on YouTube: 1.     Mondays - The Cutting Edge Japan Business Show Also every Second Thursday - ビジネスプロTV 2.    Fridays – Japan Business Mastery 3.    Saturdays – Japan Top Business Interviews In the course of his career Dr. Greg Story has moved from the academic world, to consulting, investments, trade representation, international diplomacy, retail banking and people development. Growing up in Brisbane, Australia he never imagined he would have a Ph.D. in Japanese decision-making, become a 39 year veteran of Japan and run his own company in Tokyo. Since 1971, he has been a disciple of traditional Shitoryu Karate (糸東流) and is currently a 6th Dan. Bunbu Ryodo (文武両道-both pen & sword) is his mantra and he applies martial art philosophies and strategies to business.  

The latest FocusCore Salary Guide is here: 2025 Salary Guide Welcome back to the FocusCore podcast with host Dr. David Sweet. This week we are talking about leadership and business mastery with Dr. Greg Story, President of Dale Carnegie Tokyo Training Japan. Greg is an author of a suite of books focusing specifically on mastering various aspects of doing business in Japan. He also releases multiple podcasts weekly and is a certified master trainer in all of the major Dale Carnegie training courses. So join us for this enlightening conversation about leadership, communication and the unique dynamics of doing business in Japan.In this episode you will hear:How Greg started Dale Carnegie Tokyo Training JapanWhy on the job training is not working for Japanese companies anymoreAbout Greg's books teaching mastery in business and leadership in JapanThe importance of middle management in retaining quality talentHow technology like AI is changing recruitment in JapanThings mentioned in the episode:Dale Carnegie Tokyo WebsiteDr. Greg Story's author page on AmazonDr. Greg Story's podcast page on Apple PodcastsAbout Dr. Greg Story:A Ph.D. in Japanese organisational decision-making, and a 40 year veteran of Japan, he has broad experience, having been Country Head of four organisations in Japan.He launched a “start up” in Nagoya, and completed “turn-arounds” in both Osaka and Tokyo for Austrade.In 2001 he was promoted to Minister Commercial in the Australian Embassy and the Country Head for Austrade.In November 2003, Dr. Story joined Shinsei's Retail Bank, which interestingly was a special combination of “start-up” and “turn-around”. He had 550 staff in his Platinum Banking Division, responsible for two-thirds of the revenue of the Retail Bank, eventually becoming the Joint CEO of the Retail Bank.In July 2007, Dr. Story became the Country Head for the National Australia Bank in Japan.In October 2010, he became President of Dale Carnegie Tokyo Training Japan. He is a Master Trainer and an international award winning Sales Leader with Dale Carnegie. He is a thought leader and has written eight books: Japan Sales Mastery, Za Eigyo (The 営業), Japan Business Mastery, Japan Presentations Mastery, Anata mo Purezen Tatsujin (あなたもプレゼンの達人), Stop Wasting Money On Training, Toreningu de Okane Wo Muda Ni Suru No Wa Yamemashoo (トレニングでお金を無駄にするのわやめましょう) and Japan Leadership Mastery.He is an Adjunct Professor in the International Business Faculty of Griffith University. A 6th Dan in traditional Shitoryu Karate, he applies martial art philosophies and strategies to business issues.Connect with Dr. Greg Story:LinkedIn: https://www.linkedin.com/in/gregstory/Connect with David Sweet:LinkedIn: https://www.linkedin.com/in/drdavidsweet/ Twitter: https://twitter.com/focuscorejp Facebook: :

Why Japanese buyers demand sharper differentiation in today's competitive market Many companies thought that surviving the global pandemic would reduce competition. Instead, by 2025 the business environment in Japan has become even more intense. Buyers have more choices, new competitors are entering the market, and digital transformation is raising expectations. Today, if your Unique Selling Propositions (USPs) are vague or outdated, you risk being treated as a replaceable commodity. Why are Unique Selling Propositions still so critical in 2025? In today's market, uncertainty is constant. Inflationary pressures, geopolitical instability, and shifting customer needs mean buyers are cautious about whom they partner with. In Japan, risk reduction remains paramount—executives will only commit if they feel reassured that your offering is safe and superior. A strong USP is no longer optional. It must demonstrate not only why you are different but also why you are the least risky choice in a volatile economy. Companies like Toyota or NTT still look for partners that can prove stability and reliability as much as innovation. Mini-Summary: In 2025, sharp USPs differentiate suppliers and reassure risk-averse Japanese buyers facing an unpredictable economy. Why do USPs need regular updating? The pandemic highlighted how fast buyer priorities can shift, but the same lesson continues today. Executives in 2025 are focused on digital integration, sustainable growth, and talent retention. If your USP still emphasises pre-2020 value points, you will sound irrelevant. For example, training firms that once sold “programmes” now must sell “employee engagement, resilience, and measurable performance outcomes.” The buyer's lens has shifted, and USPs must evolve to keep pace. Mini-Summary: USPs must be revisited frequently to stay aligned with fast-changing buyer priorities—today that means outcomes, not offerings. How should sales teams frame USPs from the buyer's perspective? The danger is always that we describe what we sell, rather than what the buyer values. In 2025, Japanese executives expect ROI, measurable outcomes, and global standards delivered locally. For Dale Carnegie, the shift is clear: we don't just sell “sales training.” We sell “higher per-head revenue, improved leadership bench strength, and stronger client retention.” Buyers want results they can report to boards and shareholders, not abstract promises. Mini-Summary: USPs framed around outcomes and ROI resonate with today's Japanese buyers, who demand measurable impact, not just services. What makes a strong USP in Japan's 2025 market? Several tested examples show how reframing traditional USPs creates sharper impact: Longevity: Instead of “in business since 1912,” highlight that “113 years of proven success reduces your risk.” Client base: “We train 90% of the Fortune 500” works better when reframed as “the world's largest firms have done their due diligence and continue to trust us.” Global presence: Replace “100 countries” with “we deliver seamlessly worldwide, in the local language and culture that ensures your teams succeed.” Trainer quality: Rather than “250 hours of certification,” stress that “only the most dedicated professionals survive an 18-month global certification process, guaranteeing world-class trainers.” Mini-Summary: Japanese USPs must emphasise precedent, trust, and global proof—reframed to reduce buyer risk and highlight safe outcomes. How do you know if your USPs are still relevant? The simplest test is buyer reaction. If a client says “so what?” you haven't nailed it. If they nod and lean in, you've struck a chord. By 2025, issues such as digital adoption, ESG commitments, and workforce resilience dominate board agendas in Japan. If your USPs don't speak to these themes, they may no longer land. Companies like Rakuten, Hitachi, and Fujitsu regularly update their value propositions to mirror client concerns. Your USPs need the same refresh cycle. Mini-Summary: The best test of a USP is buyer reaction. If it doesn't connect to today's challenges—digital, ESG, resilience—it needs revising. What role should leaders play in sharpening USPs? Leaders can't delegate USP development entirely to marketing. They must personally review and test whether the messaging truly answers buyer concerns. If USPs are seller-centric or outdated, leaders need to drive a reset. In Japan, where precedent and reassurance matter, the strongest USPs highlight proven track records, client references, and measurable results. Leaders who fail to sharpen differentiation risk being treated as interchangeable—and in today's crowded market, that's fatal. Mini-Summary: Leaders must ensure USPs emphasise outcomes, precedent, and proof—or risk being commoditised in Japan's 2025 market. Conclusion By 2025, competition has intensified rather than eased. Buyers in Japan are cautious, risk-averse, and increasingly demanding. Unique Selling Propositions must be crisp, regularly refreshed, and reframed around outcomes and risk reduction. Those who cling to outdated USPs risk irrelevance. Those who sharpen them will win trust, stand out in crowded markets, and secure long-term partnerships. About the Author Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie “One Carnegie Award” (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have also been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban “Hito o Ugokasu” Rīdā (現代版「人を動かす」リーダー). In addition to his books, Greg publishes daily blogs on LinkedIn, Facebook, and Twitter, offering practical insights on leadership, communication, and Japanese business culture. He is also the host of six weekly podcasts, including The Leadership Japan Series, The Sales Japan Series, The Presentations Japan Series, Japan Business Mastery, and Japan's Top Business Interviews. On YouTube, he produces three weekly shows — The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan's Top Business Interviews — which have become leading resources for executives seeking strategies for success in Japan.

About the Guest:You may know him as the illustrious host of the Take Command podcast and the CEO of Dale Carnegie & Associates, but today, you can meet the “Average Joe” behind his story. Joe says, “My ambition as a high school and college person was to go to law school, become a lawyer, join a large firm, become very successful, and do that for 40 years. And I was on that track.” But Dale Carnegie would come to pull him repeatedly in a new direction throughout his life.From lawyer to real estate mogul to owner of an eLearning company to CEO of Dale Carnegie, Joe's life path has been anything but straightforward. The throughline? Joe is wholly passionate about everything he does—including maximizing the value of everything he spends money on. He says, “Six months after I took the course, I was thinking about all these Dale Carnegie principles that I was not applying. So I said, ‘You know, I spent $890 on this program. I want to maximize my value. So I developed a calendar, and every day I started to practice Dale Carnegie principles.”Learn how the practice of these principles has led Joe to where he is today.What You Will Learn:A plea in why AI is a technology to be engaged with, not threatened byLessons in how to make real connections, not the pseudo-connections of social mediaStories on why it's better to be the “man with ideas” than the “man with the plan”Reasons behind the changes in the ways employees see leadershipJoe Hart has truly embraced a life of purpose, and he teaches you how to do the same in this episode of the Take Command podcast, featuring host Dr. Greg Story from the podcast Japan's Top Business Interviews. Tune in if you want to hear about how agility leads to resilience, why being happy is better than rotely following a plan, and where trust really comes from (hint: it's based in one-to-one relationships!). Your future is awaiting. Listen in today. Please rate and review this Episode!We'd love to hear from you! Leaving a review helps us ensure we deliver content that resonates with you. Your feedback can inspire others to join our Take Command: A Dale Carnegie Podcast community & benefit from the leadership insights we share.

I have been coaching a founder client here for quite a while now and his emotional reaction to his clients not buying on his schedule always surprises me.  I keep telling him, “it is business; it is not personal”.  We know that there are some customers who will just never buy, some who will buy now and some who will buy in the future.  We just don't know which is which until we get rejected.  When I get rejected in a deal, they are not rejecting Greg Story.  They are rejecting my offer, in its current construction, at this point in their cash flow cycle, within the bounds of their strategic direction, in relation to what my competitors are offering and a whole bunch of other stuff I will never even know about. Does it still hurt?  Yes, of course it does.  I get super annoyed and upset like everyone else.  The difference between me and my client, who I am coaching, is I never pass that emotional reaction on to the client, who said “no” to my stupendous offer.  He does pass it on because he feels so upset and frustrated. I keep telling him to chill.  Write the email if you must, to get your hurt feelings out, just never send it.  My advice isn't working as yet, but I will continue to counsel him to not take it personally. I had my own rejection case the other day.  I was doing an RFP for a client and they came back and said they went with a rival firm who specialises in sales in their industry.  What was my initial thought?  “They are idiots” was the first reaction. This was followed by “why are they just doing what all of their competitors are doing? Why not use another more differentiated approach with something more fresh?”.  What did I reply?  I didn't mention any of that.  By the time the decision has worked its way through their internal decision-making system, there is no going back. Telling them they are stupid may make me feel good, but it won't alter their course of action.  I wrote what I always write, “thank you for letting me know” and that is that.  I don't bother with appeals for consideration in the future. I just accept their idiotic decision and move on to find someone smarter, taller, better looking and who bathes and who can do a deal with us. Now I also put them on my follow up list, because not every deal works out. Their situation can change and maybe my competitor is useless and what they provide doesn't work.  So I keep in touch and ask them if they have any needs that we can help them with, and I do this regularly.  The initial interval is around six months.  That is long enough for them to realise they made a huge mistake by using my competitor and that they got nothing from that ridiculous solution they chose instead of mine.  After that, I follow up every three to four months, because business is fluid and what wasn't on the table is now in play.  How long should you follow up for?  Ryan Serhant, who I follow and who started his own successful real estate brokerage in the US, says “keep following up until they die”.  I am not that pushy, because I figure there are reputational costs to being too pushy and too insistent in Japan.  Tokyo is big, but it is also a small village in many ways.  We sell to Japanese domestic firms and foreign multi-national companies.  Our reputation as Dale Carnegie, a business based on being able to get on well with all different types of people, has to be careful how we are perceived in the market.  If we say one thing, but do another, then our brand consistency will suffer and so will our sales. Where is the line between persistence, which is admirable, and being too pushy, which is frowned upon here?  It is not always clear, but if I feel that there is no interest, then after about four follow-ups with no reaction stretched over a twelve-month period, I will shelve that firm for a while.  The people may change in the future and maybe someone smarter will be the person to talk to or maybe their business has changed and they are now more open to our solutions. Regardless of what the client does, we can control how we react and we must keep cool, calm and collected in the face of failure and rejection.  Is that easy?  No, but the choices are few.  My client hasn't quite gotten to the point of handling the rejection in a calm, non-emotive manner yet, but I will keep working on him until he gets there. I am constantly working on myself, too. I have found that no one is a clear genius with this stuff and we are all a work in progress.    

I meet a lot of CEOs in Japan.  I am always out there networking and looking for clients.  If they cannot become a client, then I try to encourage them to be a guest on my podcast Japan's Top Business Interviews.  I get two groups in particular who will refuse the offer – women and Scandinavians.  They say that women are more reticent about putting themselves forward than men and my own unscientific survey would seem to bear that out.  If a man only has 60% of the qualifications for a job, he will raise his hand whereas a woman will only do so, if she has 90%.  This is what I guess is happening with my invitation to come on the podcast and talk about one topic - leading in Japan.  The women are lacking in confidence to talk about the subject, because they are not feeling they are perfect enough. The Scandinavians I know here tell me that their culture is to not push yourself forward and to stay in the background.  Their podcast guest refusal rate stands out, so I guess this is what is happening with their thinking.  So far, 213 leaders have managed to spend an hour with me talking about leading in Japan for the weekly podcast, so I am finding enough of those in agreement.  It isn't as if I cannot get guests, because no one wants to join me on video and audio to talk about leadership. I think both groups reflect a misunderstanding of what their leader role is in Japan.  The leader here is the face of the business and particularly in this social media age, we need to be masters of this new universe.  I get it.  Taking your photo or even worse – video – is not something we all welcome.  We are very self-conscious about how lacking we are in terms of being photogenic or how awkward we look on video and when we hear our own voice, we shudder.  In life, I have found I am particularly unable to be photogenic, so I totally sympathise.  You know when you take that group shot and when you get it back you look for yourself – it is always a disappointment for me. In this modern world of work, however, we are all in a life and death struggle to attract a declining demographic of young people and mid-careers hires to join us.  We must be competitive, and that means we need to be getting some clear messages out into the world about who we are and what are our values. We need to be good communicators and also add our image to go with the words.  If we can speak the words on video and audio even better. I have been told by numerous guests on my podcast that they found that they were successful in attracting new staff who had checked them and seen the video interview.  I can believe that, because the nature of the interview is very authentic and no one so far has succeeded in pushing forth a fake version of themselves to fool the masses.  I don't say much during the interview and just let the guests talk. Occasionally, I will dig down on a point to go a bit deeper, but the bulk of the time is theirs.  People watching the interview get a very clear picture of the boss and then can decide if this is the type of place where they want to work. Clients also check us out and they are making decisions about us too in terms of do they want to have a relationship with our company.  They want to know who we are and what we stand for.  This is an important chance for the CEO to become active and provide the content the buyers are looking for.  They want to know who the boss is and what they are like. Hiding in the background is not a clever option.  It is much better to work on mastering the medium.  Looking straight down the barrel of the camera lens is not that easy and for many people, it is a formidable obstacle.  Video is difficult to come across naturally, I find.  Using teleprompters is not easy either and getting the right rhythm is a challenge for me. I always have trouble with photo shoots because I manage to look like a dork more often than not.  I was watching something on TikTok where a male model was demonstrating how to move and stand, to get the right shot and I realised I have no ability to do that. Fortunately, Tia Haygood, who is my local photographer here, manages to make me look presentable enough to squeak by. What I have found is that the more you do it, the better you become, and refusing to participate is a guarantee that you will never master the medium.  The CEO shouldn't be hiding. Instead, they should be pushing their message forward at every opportunity.  So find Tia if you are in Tokyo and work on your official portrait shots to use on social media and on your website.  Get a videographer like Rionne McAvoy, who I use from Japan Media Services, involved to help you with creating quality videos.  I have been using Tia and Rionne for years and I trust their work, which is why I am mentioning them if you are looking for help locally here in Japan. The point is the leader has to lead from the front and be the face of the business.  We need to break down any potential barriers to getting staff or clients.  Get the photos, the video, the audio, go on podcasts, do the interviews – do every possible thing you can to control the image you are projecting.  If you can't speak confidently or coherently, then come and do some training with us and we will fix that for you.  There are no excuses anymore because there are plenty of people around to help. Be honest – are you a great leader or are you a mediocre leader? How can you become a leader people actually want to follow? How can you be the leader whose team gets results? Do it yourself trial and error wastes time and resources.There is a perfect solution for you- To LEARN MORE click here (https://bit.ly/43sQHxV ) To get your free guide “How To Stop Wasting Money On Training” click here ( https://bit.ly/4agbvLj ) To get your free “Goal Setting Blueprint 2.0” click here (https://bit.ly/43o5FVK) If you enjoy our content then head over to www.dale-carnegie.co.jp and check out our Japanese and English seminars, workshops, course information and schedules and our whitepapers, guidebooks, training videos, podcasts, blogs. About The Author Dr. Greg Story, President Dale Carnegie Tokyo Training Contact me at greg.story@dalecarnegie.com Bestselling author of “Japan Sales Mastery” (the Japanese translation is "The Eigyo" (The営業), “Japan Business Mastery” and "Japan Presentations Mastery".  He has also written "How To Stop Wasting Money On Training" and the translation "Toreningu De Okane Wo Muda Ni Suru No Wa Yamemashoo" (トレーニングでお金を無駄にするのは止めましょう) and his brand new book is “Japan Leadership Mastery”. Dr. Greg Story is an international keynote speaker, an executive coach, and a thought leader in the four critical areas for business people: leadership, communication, sales and presentations. He leads the Dale Carnegie Franchise in Tokyo which traces its roots straight back to the very establishment of Dale Carnegie in Japan in 1963 by Mr. Frank Mochizuki. He publishes daily blogs on LinkedIn, Facebook and Twitter Has 6 weekly podcasts: 1.     Mondays -  The Leadership Japan Series, 2.    Tuesdays – The Presentations Japan Series Every second Tuesday - ビジネス達人の教え 3.    Wednesdays - The Sales Japan Series 4.    Thursdays – The Leadership Japan Series Also every second Thursday - ビジネスプロポッドキャスト 5.    Fridays - The Japan Business Mastery Show 6.    Saturdays – Japan's Top Business Interviews Has 3 weekly TV shows on YouTube: 1.     Mondays - The Cutting Edge Japan Business Show Also every Second Thursday - ビジネスプロTV 2.    Fridays – Japan Business Mastery 3.    Saturdays – Japan Top Business Interviews In the course of his career Dr. Greg Story has moved from the academic world, to consulting, investments, trade representation, international diplomacy, retail banking and people development. Growing up in Brisbane, Australia he never imagined he would have a Ph.D. in Japanese decision-making, become a 39 year veteran of Japan and run his own company in Tokyo. Since 1971, he has been a disciple of traditional Shitoryu Karate (糸東流) and is currently a 6th Dan. Bunbu Ryodo (文武両道-both pen & sword) is his mantra and he applies martial art philosophies and strategies to business.      

Elements Of Outstanding Customer Service In Japan (Part One) Customer service in Japan is pretty good by comparison with most other countries.  To me, it is polite yet impersonal.  The status gap between those serving and those being served is quite rigid.  In my own country of Australia, those serving are quite happy to have a conversation with the customer. They don't see themselves as inferior in status and treat customers as equals.  In Japan, there is no such equality.  The language and the culture both reinforce the buyer as God, and those serving are mere mortals there to do God's bidding. Let's look at some elements of excellent customer service over a three-part series. The sad aspect here is that what I am going to describe is totally obvious and will garner a “so what” reaction.  I urge you to go beyond that initial first blush and use this as a measuring rod to calibrate how your organisation deals with customer service problems and check if you are operating at the right level of service or not.    1.    Totally professional This is fairly obvious, but that professionalism comes from a combination of attitude, experience and training.  Even if you don't have much experience, if your attitude is that you want to provide the highest level of service, then good things will flow from that starting point and we gain experience over time.  If properly trained, then the whole process gets sped up. 2.    Knowledge Surprisingly, a lot of people in the service sector have very little knowledge of the inventory, systems, ethos and values.  When you ask a clarifying question, their face fills with panic and they have to go seek the answer from someone else.  This is a failure of leadership.  If they were properly invested in, then they would know the answer without having to run off and find the answer. 3.    Highly personalised service  Manualised or formulistic service is the norm in Japan.  Companies try to reduce all complexity down to one way of doing things and for the majority of clients, that will be fine.  To lift above the great unwashed competitors, we need to be able to provide a more personalised service. I was reminded of this recently when I brought a pocket square online from Massimo Pirrone in Antwerp. The item arrived in a nice box and additionally, he included a short note and a very nice pen as well.  It felt very personalised and I became an instant fan. 4.    Take Ownership Japan is very good when order and harmony prevail.  Chaos, the unexpected disasters – not so much. The nature of customer service is that there is always going to be a high frequency of the unexpected occurring.  The key is how we react to the changing situation.  When things go wrong, customers want the issue solved and solved instantly.  They expect the person they are interacting with to make it happen, regardless of the degree of difficulty.  Japan has a nasty edge to it when customers exploit their expectations too far and start bullying staff, because the customer is God. If the person serving the customer takes ownership of the problem, they will keep pursuing the solution until resolution.  That is the mentality the supervision and training need to reinforce. 5.    Anticipatory Omotenashi is the high point of Japanese service and a big element is the person serving the customer to anticipate what the customer needs before they voice that request.  On a hot day, being served some iced water as you enter the business is a nice touch, completed without you have to place an order. This is an attitude of service that drives behaviour.  With the right leadership, this can be taught. 6.    Proactive This is similar to anticipatory, in the sense that we are not adopting a passive stance. We try to arrange things well before the need arises by being well prepared.  We are always looking for faster and better ways of doing things.  We are making suggestions for the client, for their best interests, rather than expecting them to have complete knowledge of what we can do for them.  They will never know our business to the depths that we do and so we have to be thinking ahead and bringing up possibilities which wouldn't necessarily occur to them. We will keep going with our list of things to think about in terms of the service we currently supply and how we supply it in parts Two and Three. Do you need to sell more?  Is your sales manager stressing you about making your monthly sales quota? Do it yourself trial and error wastes time and resources. There is a perfect solution for you- to LEARN MORE click here (https://bit.ly/43kQpsN ) To get your free guide “How To Stop Wasting Money On Training” click here ( https://bit.ly/4agbvLj ) To get your free “Goal Setting Blueprint 2.0” click here (https://bit.ly/43o5FVK) If you enjoy our content then head over to www.dale-carnegie.co.jp and check out our Japanese and English seminars, workshops, course information and schedules and our whitepapers, guidebooks, training videos, podcasts, blogs. About The Author Dr. Greg Story, President Dale Carnegie Tokyo Training greg.story@dalecarnegie.com Bestselling author of “Japan Sales Mastery” (the Japanese translation is "The Eigyo" (The営業), “Japan Business Mastery” and "Japan Presentations Mastery".  He has also written "How To Stop Wasting Money On Training" and the translation "Toreningu De Okane Wo Muda Ni Suru No Wa Yamemashoo" (トレーニングでお金を無駄にするのは止めましょう) and his brand new book is “Japan Leadership Mastery”. Dr. Greg Story is an international keynote speaker, an executive coach, and a thought leader in the four critical areas for business people: leadership, communication, sales and presentations. He leads the Dale Carnegie Franchise in Tokyo which traces its roots straight back to the very establishment of Dale Carnegie in Japan in 1963 by Mr. Frank Mochizuki. He publishes daily blogs on LinkedIn, Facebook and Twitter Has 6 weekly podcasts: 1.     Mondays -  The Leadership Japan Series, 2.    Tuesdays – The Presentations Japan Series Every second Tuesday - ビジネス達人の教え 3.    Wednesdays - The Sales Japan Series 4.    Thursdays – The Leadership Japan Series Also every second Thursday - ビジネスプロポッドキャスト 5.    Fridays - The Japan Business Mastery Show 6.    Saturdays – Japan's Top Business Interviews Has 3 weekly TV shows on YouTube: 1.     Mondays - The Cutting Edge Japan Business Show Also every Second Thursday - ビジネスプロTV 2.    Fridays – Japan Business Mastery 3.    Saturdays – Japan Top Business Interviews In the course of his career Dr. Greg Story has moved from the academic world, to consulting, investments, trade representation, international diplomacy, retail banking and people development. Growing up in Brisbane, Australia he never imagined he would have a Ph.D. in Japanese decision-making, become a 39 year veteran of Japan and run his own company in Tokyo. Since 1971, he has been a disciple of traditional Shitoryu Karate (糸東流) and is currently a 6th Dan. Bunbu Ryodo (文武両道-both pen & sword) is his mantra and he applies martial art philosophies and strategies to business.      

The premise of tonight's theme is how we position ourselves for the client before we even meet them. With the advent of social media, people will know they are going to meet you and will check you out. That wasn't possible before, but it certainly is now. So, how do we put ourselves in the best light, in the best position before we meet the buyer or the client? That's what I'll be looking at tonight. A bit about Dale Carnegie: we're a very well-established company, 112 years old, originating in New York, and we've been in Japan for 61 years. We have 200 offices around the world and are quite well known. These are our locations, so wherever you're coming from, we're probably there. We have eight million graduates and 100,000 in Japan. Warren Buffett is a graduate, as is Chuck Norris, one of my favourites, and the current president of Shiseido, Uotani san, is also a graduate. These books are very well known: How to Win Friends and Influence People, Hito Wo Ugokasu, How to Stop Worrying and Start Living, Michi Wa Hirakeru, all very well-known books. They sell well. Dale Carnegie's book, How to Win Friends and Influence People, is consistently in the top ten business books in every language every year around the world. In the publishing industry, they say there are two massive long-sellers: one is the Bible, and the second one is Dale Carnegie's book, which is just incredible but true. So it does very well. My theme here is that in business, know, like, and trust are some fundamentals. People have to know you to do business with you. They have to like you, generally speaking. While we might do business with people we don't like, it's not our preference, and they have to trust us. Now, I'm not going to deal with like and trust tonight. That's too much, but I'll deal particularly with getting to know you, and we'll look at that. So, how do I build credibility before I meet the buyer? How do I establish that remotely? That's what we'll be looking at. In 2010, I was scared of social media. I wasn't on any social media at all, and these are the themes I was worried about. It was an unknown thing to me. I didn't understand it. I thought, oh, my identity will be stolen. They're going to hack my credit card. Trolls will hammer me if I post something. I was scared. At that time, social media was fairly limited. LinkedIn was the longest-running, but it was really a recruiting site for people posting their resumes. Facebook was mainly in America. Twitter was only four years old by that time, and Instagram was only one year old. It was all very new, and I was scared of it. Then something happened. I met Jeffrey Gitomer, an American, a very famous author on sales, and an interesting character. He attended our Dale Carnegie International Convention in San Diego, which, by the way, is a beautiful place. I was very impressed by San Diego. He said to the convention delegates, all Dale Carnegie people, "How many people are on Twitter?" Nobody was on Twitter. Trust me, nobody. At that stage, he had 30,000 followers on Twitter, and he basically said to us, "You are all idiots." He didn't say that directly, but that was the message. "You should get onto social media." I thought, well, okay, he's probably right. I should check this out. So that's where I started. I also got into a thing called content marketing. I had never heard this expression before, and there was a very good podcast with Joe Pulizzi and Robert Rose called This Old Marketing, which was really pioneering and promoting the whole concept of content marketing. I started listening to these guys and learning about content marketing, which was a revolutionary idea at the time: you put your best stuff out there for nothing. At that time, people were protecting their IP, hiding their details, their data. But they said, no, you put it out there. That was not a typical idea at that time. So I was studying that. Today, I have 27,680 followers on LinkedIn and 3,383 articles and blogs published on LinkedIn. On Facebook, I have 4,200 friends. I'm not really big into Facebook, to be honest. On Instagram, I have 536 followers. I only started Instagram recently. On Twitter, I don't have many followers. I've never quite come to grips with Twitter myself. I post on it but never look at it, basically. As mentioned by Jeff, we started YouTube in 2013 and called it Tokyo Japan Dale Carnegie TV. Now, we have 1,920 subscribers. It has taken a long time to get over 1,000 and close to 2,000. Very hard work. We have 2,500 videos on YouTube, which is a lot. And of course, we're a training company, so we have lots of content in the areas we cover. Another big influence on me was Grant Cardone, another American, a very famous hardcore sales guy, very successful. He makes this point: we are all invisible. I was talking about know, like, trust. But if you're invisible, how do you build a business? People don't know you, and that's what he's on about. People don't know you. You have to make a big effort to get out there and be known. So I took that on board and said, okay, I have to become more visible. I have to work on that. Social media is one of the big content marketing delivery mechanisms. We're trying to get attention. Where is the attention on social media? Are we where the buyer's attention is found on social media? Are we where they're looking on social media? In Japan, YouTube kills everything with 102 million. Next is Line, of course. X, formerly known as Twitter. Instagram, Facebook, TikTok, Pinterest, and LinkedIn. LinkedIn has very low numbers, just three million. But if you're in the expat community, it would be an incredibly high proportion of people on LinkedIn. My personal main target is expat leaders because I have all these Japanese working for them who need training. If I can get to the expat leader, maybe I can get the whole company. So that's one of my targets. Yes, it's true. Facebook is basically Japanese. The comment was that Facebook is like LinkedIn for Japanese, and very true. I post all my stuff on Facebook. I post on all these things except for Pinterest. I don't do Pinterest, and I can't work out how to use Line. If I could work it out, I'd probably do something there, but I haven't yet. We are trying to dominate our niches as a training company. This gets tricky because we have three main curriculum areas: leadership, presentation, and sales. If we were only doing leadership, that would be one level of content we need to produce. But we're not just doing leadership, so we have to produce a lot of content to compete with others who specialise in leadership. We have to produce a lot of content to compete with people who specialise in presentations and the same for sales. So we are tripling what would be a normal company's requirement, which is why we're pumping out so much content. What about AI? You might think, "No problem, AI will produce this presentation for tonight." In thirty seconds, you've got it. How easy is this? AI will write some posts for LinkedIn, and bingo, out comes the content. We are redundant as content creators because AI will do it all for us. Well, maybe. Your rivals might be using it. Maybe you're using it. But how can we differentiate our content? Here are some ideas. First of all, it doesn't know your stories. It hasn't been able to scrape those. Your personal stories are only known to you. You have a hundred percent control of that. When you write LinkedIn posts, AI tends to be a bit generic in the way it creates content. You look at the outputs, and they all have a similar style. But if you write as you speak, in the vernacular, that's very much you. Very authentic, very individual, and with your own point of view. AI will scrape all of the world's viewpoints on a topic, but you have your own individual viewpoint. That's unique. You must become highly skilled in presenting. You can get the best content from AI, but you still have to stand up here and deliver it. AI might do this online with an avatar, but in the real world, no. It can't do it. Have your own personal style, which is hard to duplicate. Some of my differentiation approaches include using my title, Dr. Greg Story. I have a PhD, and I use that distinctly because I'm in the training business. You'd rather be taught by Dr. Story than someone with just a basic degree, right? So I use that as a differentiator through my education as branding. I use a lot of alliteration when I write: "super sushi service." It's alliteration. I use that style for my writing and use words in unexpected ways, normal words but in slightly unexpected ways. When you're reading, it feels a bit different because it's me. Others won't do it. AI certainly won't do it. I try to use unusual words to differentiate and have a style that's recognisable. I hope that when you see my stuff, you'll say, "Oh, that's written by Greg Story" as opposed to anyone else. I also try to include personal stories to connect with my audience and make the content relatable and memorable. So, AI is a tool we can use, but to truly stand out and make our content unique, we have to infuse it with our personal touch, experiences, and style. That's something AI can't replicate.   Again, to differentiate, to have a style that's recognizable. I hope that when you see my stuff, you'll say, oh, that's written by Greg's story as opposed to it could bewritten by anybody. And then try to include personal storiesto connect with my Now, I I avoided that. And I broadcast, as Jeff said, video. I broadcast audio. And then, what's your message? And then, you can have a story with a lesson, a parable, something that you've learned. Something happened. You've learned a lesson from that and you share that lesson. So these are some typical storytelling themes we can use when we're putting together our content. But I finally broke through as a presenter. I started sharing my personal information. I found I could connect with people in a way I wasn't able to connect so well before. But we have these self limiting beliefs. The point is we've got to get over those. If we're going to project ourselves into the market and be credible with clients before we meet them, they've got to know us. We've got to get out there.So let's work on that. But we've got some self limiting beliefs. For example, I had a meeting with the president. I had a meeting with Suzuki Taro, the president. I hate being recorded on camera. I'm an introvert. I knew where to hit certain words and phrases, key ideas,and bring my energy to that point in the sentence. Very hard for AI to know how to do that. So these are things that differentiate. I think the name Story, someone can correct me here, but it's actually originally a Scandinavian name. I try to make the client the hero. I try to use my own cadence, my own rhythm. When I'm highlighting key ideas and phrases, which again, it's going to be very hard for AI to replicate that because it's my definition. For example, I've recorded one of my books,Japan Sales Mastery, whichn just about killed me, I've got to tell you. I can't believe how hard narrating your own damn book is. I used to be scared of the camera, but I've managed to get over that and I am an introvert, actually. So this is very taxing for me tonight to have all these people in the room with me. I'll have to go home later and lay down for quite along time to recover. I'm a very private person, Jeff. I don't share much. If you look publicly online, you find very little about me personally.You will find a lot of stuff about presentations, leadership, sales, not a lot about Greg's story. I'm not beautiful enough or handsome enough to appear on video. I'm not photogenic at all. I always look terrible in photographs. I'm not photogenic. I'm the guide. I've got a very raspy voice from ten million kiais in the karate dojo, actually. In this room, we put a green screen set over there. We set up the camera here and I will record myself on green screen video. Include the names. Even if you have a code name for someone, include the names. It automatically sent to my YouTube channel with the audio podcast and also, the podcast video goes to YouTube. It was and I didn't do anymore after that. It's exhausted me. But someone else could narrate it. But I wrote it, so I knew where to put the emphasis. It wasn't planned. It's out there about a very small amount. Much better. There's got to be a context. Something'shappening in the background. Something's going on. What is it? Bring out that background. My Saturday mornings are writing every week. Saturday morning, I write. I write one on presentations, one on sales, one on leadership. My voice sounds terrible. Now I'm not handsome. So I can multipurpose my one piece of content very, very effectively. So I start, in my case, always with a blog text. So include the people in the story. So my copywriting structure looks like this. So that text gets turned into podcast audio. So this is multipurposing of content. So we have different stories. We have the warning story, we can writeabout that. Bad things are coming. So we're going tell some stories. Now, someone said to me tonight, oh, your name's Story. That's handy if you're gonna be in the storytelling business. So, we need, I believe, to master video and audio and text in this modern age. So, who are we according to what does Google say about you? Who are you when you look up Google? Story, which got anglicized in the great Viking invasion of England, I believe in the eighth century. So there we go. That audio will go to the podcast and will go to a place called Libsyn, Liberated Syndication, which hosts podcasts on Apple Podcasts.  It's got a huge list of different podcasts they get my content out to. That's what all those little green arrows mean. But it also turns up on my YouTube channel as audio. The opportunity cost of no action because in a lot of cases, people think no action means no cost. That's not true. The plan, let's get rid of the villain. Let's fix thatproblem. The villain, client's problem. Then I'll record those for my podcast. Then, this is important. Then, we have the narrative arc. There'll be certain characters in the story. There'll be some conflict, some problem, or a big opportunity. What is that? Set the context with the opportunity. Then there's gonna be a resolution. Could be good, could be bad, but there'll be a resolution one way or another. There's a teleprompter behind here and I'll be reading theteleprompter of what I've written and I'll take that text and I'll turn it into video. There's an opportunity cost there. And then finally, the solution, the happy outcome. We talk about that. We can have the success story, hey, we did well. We can have a humorous story, something amusing. We can have a branding story, talking about your company and how great you're doing and how you're helping save the world, etcetera. What's the learning? What's the thing you want to get across to people? So that's an arc in the narrative. When you're writing a story, you're putting stuff together to think about. What do you find? Yahoo, Bing, ChatGPT, YouTube, Amazon. If you search yourself on these items, what does it tell us about you? Who are you? I'm possibly going to be your client. I want to know about you. This is where I'm going to look. This is where I'll go. And what will I find? Now, a lot of Americans have said to me that they can't use Facebook for business because there are a lot of embarrassing frat house photographs of them in very compromising positions, drinking very exotic-looking drinks with umbrellas in them, in very bad locations with very dodgy people. So they are excluded. But I said I was terrified of social media. I came late to the party. What you'll see on these mediums is me in business all the time. You're not going to see me casual very often. I control it. So if you look up Greg Story, there are seventy-one entries on Google, forty-four on YouTube, ninety-one on Bing. I stopped at page ten. Chat GPT, one entry. I did a presentation last December for the American Chamber Sales Committee. At that time, I wasn't even existing on Chat GPT. So finally, I made it. I'm there. And it's actually correct. It wasn't hallucinating. I'm actually there. And then YouTube, there are fifty entries. I stopped at fifty. There's a lot more. And then Amazon, one entry. What's going on here? I've got, well, seven books already published, and the eighth one is with Amazon right now. So Amazon's search engine is not very good. So anyway, I don't know how that works. So what has been useful for me to become known and credible with my potential buyers? LinkedIn is my main medium for business, and this is what my front page looks like. You see lots of me in action. I'm running a soft skills training company. So what am I doing? I'm teaching or I'm speaking, naturally. And then, here I am. My name is not Dr Greg Story. The name in LinkedIn is Dr Greg Story, franchise owner, master trainer, executive coach, leadership sales, presentations, Tokyo, Japan. That is what's in my name bracket on LinkedIn, not just Dr Greg Story. And then, it talks about global master trainer, executive coach, three-time best-selling author, global business expert, leadership, sales, presentations and communication president. There's a lot of propaganda about me on that one page, and then you have all of my postings would come after that. Massive numbers. In this case, on LinkedIn, three thousand three hundred and fifty of them. And then, as I said, twenty-seven thousand six hundred and eighty followers. Post impressions, seven thousand thirty-two in the last seven days. In the last ninety days, seven hundred and sixty-four people looked at my profile. Eight hundred and seventeen people searched for me. How many people are searching for you? You go to your LinkedIn, have a look at your number. How many people are searching for you? When I see that number's high, I'm happy. It says that what I'm doing is working. They're searching for me. I'm trying to find them, of course, but they're looking for me. I may not know who they are, but I'm giving them what I want them to find. I'm packaging it up. I'm saying, this is me. I'm credible. I can do everything on leadership, everything on sales and presentations. I've got it. That's what I'm saying. So Roberto DeVito was the editor of the American Chamber Journal, and I used to submit articles to the journal. I made a big mistake. When I first submitted them, I thought, you've got Dale Carnegie on the wall over there. I thought, well, Dale Carnegie, he's the icon. I can't compete with the icon. So I never put my name and photograph with the articles, only my name. Until one day, I was at an event. I gave someone my card. “Are you the guy that writes those articles in the American Chamber Journal?”,  I said, yes. I realised, you idiot. You should have put your own face and name, so people could recognise both instead of just the name. Trust me, my face and name is on everything I can find now, to catch up. But I met, actually, I bumped into Roberto across the road in front of the Ark Hills building one day just by accident. I'm having a quick chat, because he's editing my articles. I'm putting them up there. He said, “Greg, why don't you start a podcast?” Here's my response. “What's a podcast?”. I'd sort of heard of it. In the 1990s, there were podcasts, and they sort of disappeared, and they came back in the mid-2000s, right? 2013. So and I thought, wow, a podcast. Okay. So I'll take that on board. So this was a re-creation, but this would have been me back in 2013, 2014 actually, with this exact mic recording my podcast. I had zero idea. I was clueless. I didn't even think about the mic, you know. I didn't know the quality. But now, for the techy people here, and I'm sure there's a lot of techy people here. I use a Shure SM58 microphone. I use a Zoom H6 handy recorder, which actually is recording this presentation right now. I use Adobe Audition for the editing, and I use Libsyn to host my Apple podcasts. So that's some of the tech. Now, I'm not going to discuss what we do for the videos because there's a lot of lighting and camera and stuff for that, but we have a lot of gear for all that stuff. So I'm better organised now. So what did I learn about podcasting? First of all, don't be an idiot like me. Spend the money and get a good quality microphone. Straight up. Don't muck around. Get the right gear. Find a platform which can upload your content to multiple areas like Libsyn. You need something like that. If you're gonna do interviews, the guest provides the IP. Jeff has been a guest on my podcast, Japan's top Business Interviews, and he provided all the IP. But if you're doing it yourself, then you need to have content. And I have a lot of content, as I'll talk about in a minute, because I can do that because we're in the business of doing training. So we know about leadership, presentations, sales, communication. And you got to be like clockwork. We say weekly. It's got to be weekly. You can't miss. And if you're going to do it, commit to it. There are so many podcasts that fail within the first ten episodes and they quit. Don't be one of those people. If you're going to commit to it, keep going with it. Don't worry about the numbers. Keep going with it. You'll eventually get the numbers you want. So, this is my first podcast, August the second, 2014. Every Thursday, Leadership Japan Series. This is where I started. So now, we've got nearly seventy-four thousand five hundred ninety-nine downloads. Five hundred and fifty-nine episodes weekly. Now, in 2016, I'm following this content marketing. The guru says, niche down. Right. But, get ready to ride the tiger's back. Because what I thought was, okay, niche down, I am going to break them out. The Leadership Japan series had content about sales. It had content about presenting. I know, I'll break them out and separate them. I'll niche down. “How hard could that be”,  I said to myself. Well, once you jump on to the tiger's back, as soon as you jump off, you get eaten. So you have got to be careful what you do here. So I started with one and then I presented this one. This is November third, 2016. Every Tuesday, this has twenty-three thousand nine hundred and fifty-two downloads. We're up to episode three eighty-five on this one. And then I did this one, which was the Sales Japan series. It's every Wednesday, three thirty-one thousand three hundred and sixty-seven downloads, three hundred and eighty-five episodes. But the work to produce these additional two was much bigger than I expected. But remember, we are a training company. We are doing all of these areas, so we have to have content in each of these areas to compete with companies who only do sales, only do leadership, only do presentations. So we just triple our workload immediately and we're prepared for that. Now, in 2018, Google said, we are going to now do voice-based search as well as text, and I believed them. And I thought, bingo. Because how many blogs were there in the world in 2018? Major, major, major number of blogs around the world. How can you compete with so many millions of people producing billions of people producing blogs? And I thought, ah, audio. I have a lot of audio. Maybe I can win in the audio market. It's hard to win in the text market. So I know, I know, I got a great idea “Why don't I create more audio?”, I said to myself and try and dominate that voice-based search. Well, guess what? You Google Greg Story, you're not going find much in the vocal department from Google. Thank you very much. Where's my voice-based search, Google? Still not there. So anyway, but I didn't know that. I believed them. So I was inspired by, some people might remember the show, Tokyo on Fire from Tim Langley. It was a very good program on politics. So, yeah, I was inspired by this. I said, “you know what? I'm going do video”. So this is how I got started. The first one, my weekly podcast. So December 28th, 2018, I started doing my weekly podcast, and then I converted it into a video and put it on YouTube. So now we've got nine hundred and ninety-three videos, nine hundred and twenty-four subscribers, not a big number, nine hundred ninety-five episodes weekly. So if you look at this, I'm doing six podcasts a week, fifty-two weeks a year. I'm doing three videos a week, fifty-two weeks a year. It's a machine. I've got a machine behind me. It wasn't there when I started. I was terrified of social media. My colleagues, who were twenty years younger than me, had social media. I said, yeah, it's a fad. I was wrong. I was wrong. Now, I don't have twenty years to play catch up, so I have to run hard. And these are some of the lessons I learnt from all this. So first, don't be afraid of social media. Second, repurpose content. So once I created all this, I realised the power of having all this content. So I turned it into books, as Jeff mentioned. These were the four books that were done. These three were audiobooks and Kindle. This is the latest one, done on audiobooks and Kindle. It's a lot of work, but you can turn it into other things. So what I did was, I took the content from the podcast. The podcasts are turned into transcriptions. The transcriptions are turned into books. And I've done, as I said, seven books like that. This is an example of repurposing the content. Take the content and put it everywhere. Don't be afraid of social media. It is a gold mine. Don't worry about the numbers. Don't worry if you have no viewers, no followers. Keep producing, because people will start to come to you. But be like clockwork. Every week, deliver. Don't be afraid to get on social media. Don't be afraid to put your face out there. And, very importantly, get a high-quality microphone. It makes all the difference.  Then, I wrote this one, Japan Presentations Mastery because we teach presentations and we want to get more business. So, we wrote this and then we did Anata Mo Purezen No Tatsujin. We translated it, so we have a Japanese version. I rewrite the books for a Japanese audience. I write it for a foreign audience first, for the expats, the CEO, who's going to buy training, and then I rewrite it for a Japanese audience. Then I wrote this book. Stop Wasting Money On Training. I think that's a bit counterintuitive for a training company.Subtitle, “how to get the best results from your training budget in Japan” because I realized you couldn't find any books on on how to pick a training company. We are experts in training. So I wrote a book, a neutral book. It's not a propaganda piece for Dale Carnegie. If you read it, it's not like that at all. It's very, very neutral,very objective, but it talks about the things you need to think about. When I go to see the client, I've got two books.This is one of them. Now, theres presentation and sales and very shortly leadership and I give them both. Do I care if they read them? No. This says, we are expertson training. That's enough for credibility. Okay? This is my new book. I say, we're waiting for Amazon to give us the thumbs up. Could be tonight. Could be tomorrow morning. It's that close. I have never seen any books in English about leading in Japan written by foreigners. If you can find one, let me know. I couldn't find any. I believe this is the first book ever written on this topic. And the target audience are expat CEOs who are leading here to help them because these are the people who pay for our training, who have the decision making power or at least get me in front of the HR team to try and convince them to take us on as a training company. So very, very fresh. Very, very fresh. And I call it your complete leadership toolkit and it is a very complete book. So now, I have soon to be eight books, right? Coming up will be eight books. Then, I will rewrite that leadership book for a Japanese audience and we'll translate that. That'll be number nine. So everyone's heard of Gary Vaynerchuk, I presume. He's a legend. He's an amazing business person, incredible entrepreneur. He took reality TV, combined it with motivation, and he combined it with education. And he has another trading name as Gary Vee. He had a guy following him around, video him all day long, which they cut up and brought out. He's unbelievable volume producer. But Gary Vee or Gary Vaynerchuk has thirty people working in team Gary, chopping all this stuff up. He's a legend. He says, I heard this recently, you have got to post twelve times aday. I'm like, “that's ridiculous”. How could you do that? Well, guess what? I'm posting twelve times a day. I counted them up. The blog goes to LinkedIn. It automatically goes to Facebook and Twitter. Now, purists would say,you're a very bad boy, Greg. You should be recrafting that for Facebook and you should be recrafting that for Twitter instead of sending in the same stuff. Hey. Do I have that sort of time? No. I've got three areas, presentation, sales, and leadership to cover. I'm busy. So I just flick a switch and bingo. It's there. Done. I upload something I'll talk about in a moment called Fare Bella Figura. I'll talk about that shortly. It goes to, to LinkedIn and I share it also to Facebook, Twitter, TikTok, Instagram. I upload video shorts to LinkedIn, then they get switched over to TikTok, threads, and Instagram, which is actually twelve a day. So I'm actually doing what Gary Vaynerchuk said to do. I thought it was impossible, but I'm actually doing it. Amazed me. So we need a mindset shift here. We need to be agnostic about the funnel that brings the client to us. But we got a brace for trouble. We're doing something new. We should try it anyway. And if it doesn't work, well, you know, retreat if you have to and don't say no for the buyer in terms of trying something new. And if it works, go all in and ignore the critics and hammer it. So this is something that I was thinking about. There are some fundamental business truths. People judge us when they first meet us based on our bodylanguage, how we're standing, how we move. The second thing they judge us on is how we're dressed. They look us up and down. They're checking us out. They're making judgments. We haven't even opened our mouth yet, but they're making judgments, first impressions about us. So we have to control that first impression and we mustbecome more knowledgeable about image control in business. So I had some innovation considerations. I found people often complimented me about the way I'm dressed. I thought, can I drive that as a differentiator against my competitors in the training industry? Can I take that and drive it harder? I didn't see any businessmen blogging about what they wear except for people who are in the clothing business.They got their own boutiques or whatever. I didn't see any business people blogging about men's clothing. So I needed to execute though in a very light low touch manner, because I'm pretty busy and I have to have the guts, right, to court trolls, mockery, derision, abuse and hatred by putting myself out there and I was scared to do it. I thought, you know, if I put out what I'm wearing, man, I'm going get hammered by these people. Well, I'm just going to be abused all day long. So I took a deep breath. I said, okay, I'll go for it. Here's my premise and every one of my blog starts like this. I run my own soft skills training franchise business here in Tokyo. And many years ago, I decided to dress for success. Each day, I consult my schedule and that day's work content drives my sartorial choices. Before I head out the door every day, I check myself in the mirror and ask, do I look like one of the most professional people in my industry? That's the premise, okay? Then, this comes up. This is the Fare Bella Figura.  In Italian, it means make a good impression. I use Italian because I think it's pretty cool. Sounds better. Fare Bella Fugira. Sounds pretty good in Italian,bright? So, master your first impressions. Be a sharp dressed man. Now, which is the band we know about being a sharp dressed man? ZZ Top. You know that song, Be a Sharp Dressed Man. I thought, that's pretty cool. I'll use that. So I put in Be A Sharp Dressed Man. Now, this is what they get. I put in very detailed comment on what I'm wearing. You can see all the stuff on LinkedIn. This is just what I'm showing you. It's like wallpaper. And I have a photograph of me. But guess what's in the background? Nineteen twelve. Dale Carnegie. I'm taking it right here. So, I'm promoting the company and the longevity of the company at the same time I'm promoting what I'm wearing. Right? So, I'm getting double value there. So, now, here's the distressing part. Here's the results. My handcrafted, really carefully written blogs, which I work really hard on every Saturday morning and come up with these eight hundred thousand word pieces, I get two hundred impressions on LinkedIn. The first Fare Bella Figura,  when I put up, sixteenhundred impressions. I felt like crying.I couldn't believe it. Like, just show me in a suit and I get sixteen hundred. I'm writing all this stuff on leadership and presentation and sales and I get two hundred. And it continues to outrank my other blogs. Still. So, at the end of my blogs, there's a sales funnel. There are three lead magnets and then the description about my podcasts and my books and about me and all the propaganda is there. Guess what? On the end of all these posst, that same propaganda is there.It's there. It's a funnel to get people to come to our websitethrough these lead magnets. So here's some takeaways. Observe trends. I've noticed, and this audience is not very good representation of that, but suits are coming back for men. Suits are coming back for men. Ties are going to come back for men. Shoes, serious shoes, not sneakers. It's coming. Check me in five years to see if I'm right. But I feel it'smoving in that direction. I might be an early mover maybe in this trend. I don't know. I don't know. I might be totally wrong. Let's see. There's a gap in the market. No men are putting themselves out there talking about what they wear every work day. I only do it five days a week. I only do Monday to Friday when I'm at work. Right? So what's my point of view and experience here? Got to embrace that, some new ways to engage an audience.   How do I differentiate myself from my rivals? Try something new and stop if it doesn't work. So these are some ideas for you on how to control your image, your message, your content to hook into the client's mindset before they meet you. So you're crafting their expectations about who you are and what they can do with you before you even meet them. Now, I don't know everything about digital marketing. This is only what I've done myself and I'm sure there are many things I can improve which I don't even know about. So if you see something tonight and you say, what are you doing, you idiot? You should be using this and you should be doing that and don't you know about this? Tell me, because I'm still educating myself about this stuff. I'm a boomer, but in here, I'm still nineteen. So with that, I'd like to invite you, who has the first question? Thank you.  

There is a debate about whether Japan is any different from anywhere else when it comes to leading the team.  Intellectually, I can appreciate there are many similarities because people are people, but I always feel there are important differences.  One of the biggest differences is how people are trained to become leaders in Japan.  I should really clarify that statement and say how they are not trained to become leaders. The main methodology for creating leaders in Japan is through On The Job Training (OJT). I can see there is a crisp logic to the idea of OJT back in the day, however it is now a flawed system in the modern world of Japan.  In the West, leadership training is a given, because the value is recognised and so the investment is made to better educate the leadership cohorts through each generation. The first problem with Japan OJT is it presumes your boss knows about leading.  There is very little formal leadership training going on in Japan.  I don't believe it just about investing the money.  There is no great tradition here for corporate leadership training.  Before we dive into this subject, I believe we should clarify what is a leader in Japan and what is a manager and what is different.  Japan, in my observation, is full of managers, and there are few leaders. A manager runs the machine on budget, on quality, and on time. The leader does all of that and two very important additional tasks.  The leader persuades the team that the direction they are advocating is the correct one and, secondly, they build up the capabilities of their staff through one-on-one coaching.  By the way, barking out orders like a mad pirate captain doesn't qualify as coaching. OJT probably made a lot of sense up until about fifty years ago, when it started to be disrupted by technology.  By the 1980s, desktop computing became common in Japan and gradually the boss lost his (and they were mainly men) typist and had to start doing his own typing on the computer.  The advent of email in the mid-1990s was the real death blow to the boss's time management.  Now the boss had become super busy and time availability for coaching staff became much diminished. What this means is that we have had been through multiple generations of staff mainly educated through OJT and who have been short-changed on the leadership modelling by their “manager” boss.  Each corporate generation passes on how to be a manager to the next generation and unless there is some intervention through formal leadership training, there is no real progress.  Of course, there will always be exceptions who prove the rule and some managers who make it out of that gravitational pull of OJT and become real leaders.  This is the lightning strike theory of leadership development and isn't a great proposition to ensure that the firm's leadership bench is stacked with professionals. The key plank in leadership is no longer task experience.  The old model was the boss had done all the tasks of their subordinates and knew their jobs inside out.  Today, there is much more speciality and technology is making sure it isn't experience alone which will carry the day for the boss.  Many companies in Japan are moving away from the old model of age and stage and instead promoting people based on ability.  Just rotating through various jobs in the machine won't be enough anymore. Leaders have to become expert communicators and masters of environment building, such that individuals can motivate themselves.  How many leaders receive any training to assist their communication and people skills?  Very, very few and everyone else had to work it all out through trial and error. That hit and miss approach is very expensive. The younger staff want different things to their parents and the modern boss in Japan has to adjust.  The bishibishi or super strict model of leadership is now cast out on to the rubbish tip of leadership history in Japan.  Bosses still using this model will see their younger staff departing in droves.  Already 30% are leaving after three to four years of employ and that number will only get worse as we run out of people to hire and the younger generation all become free agents. The younger generation wants a psychologically safe environment and a lot of personal encouragement by the boss. One of the greatest elements to gaining engagement from staff is that they feel the boss cares about them.  The way they know that is through the boss's communication skills.  If you believe that given people are getting paid, they should be engaged, then there is bound to be a lack of the needed communication of “I care about you” going on. If you don't have well-developed communication skills, then being the boss is only going to get harder and harder.  How much communication training do bosses get?  Very little and they certainly don't get much value through OJT, because their own bosses were crap communicators, as were their bosses, and back we go through the generations. Japan needs to raise its white-collar worker productivity and investing in boss leadership and communication training makes a lot of sense.  OJT is a dead duck and won't work as the vehicle to get the needed progress on the leadership front.  We need a change in thinking about leadership here in Japan to take us forward. Be honest – are you a great leader or are you a mediocre leader? How can you become a leader people actually want to follow? How can you be the leader whose team gets results? Do it yourself trial and error wastes time and resources.There is a perfect solution for you- To LEARN MORE click here (https://bit.ly/43sQHxV ) To get your free guide “How To Stop Wasting Money On Training” click here ( https://bit.ly/4agbvLj ) To get your free “Goal Setting Blueprint 2.0” click here (https://bit.ly/43o5FVK) If you enjoy our content then head over to www.dale-carnegie.co.jp and check out our Japanese and English seminars, workshops, course information and schedules and our whitepapers, guidebooks, training videos, podcasts, blogs. About The Author Dr. Greg Story, President Dale Carnegie Tokyo Training Contact me at greg.story@dalecarnegie.com The bestselling author of “Japan Sales Mastery” (the Japanese translation is "The Eigyo" (The営業), “Japan Business Mastery” and "Japan Presentations Mastery" and his new books "How To Stop Wasting Money On Training" and the translation "Toreningu De Okane Wo Muda Ni Suru No Wa Yamemashoo" (トレーニングでお金を無駄にするのは止めま Dr. Greg Story is an international keynote speaker, an executive coach, and a thought leader in the four critical areas for business people: leadership, communication, sales and presentations. He leads the Dale Carnegie Franchise in Tokyo which traces its roots straight back to the very establishment of Dale Carnegie in Japan in 1963 by Mr. Frank Mochizuki. He publishes daily blogs on LinkedIn, Facebook and Twitter Has 6 weekly podcasts: 1.     Mondays -  The Leadership Japan Series, 2.    Tuesdays – The Presentations Japan Series Every second Tuesday - ビジネス達人の教え 3.    Wednesdays - The Sales Japan Series 4.    Thursdays – The Leadership Japan Series Also every second Thursday - ビジネスプロポッドキャスト 5.    Fridays - The Japan Business Mastery Show 6.    Saturdays – Japan's Top Business Interviews Has 3 weekly TV shows on YouTube: 1.     Mondays - The Cutting Edge Japan Business Show Also every Second Thursday - ビジネスプロTV 2.    Fridays – Japan Business Mastery 3.    Saturdays – Japan Top Business Interviews In the course of his career Dr. Greg Story has moved from the academic world, to consulting, investments, trade representation, international diplomacy, retail banking and people development. Growing up in Brisbane, Australia he never imagined he would have a Ph.D. in Japanese decision-making, become a 39 year veteran of Japan and run his own company in Tokyo. Since 1971, he has been a disciple of traditional Shitoryu Karate (糸東流) and is currently a 6th Dan. Bunbu Ryodo (文武両道-both pen & sword) is his mantra and he applies martial art philosophies and strategies to business.    

Prior to her Japan posting Simone was VP Marketing International Business Unit in Indianapolis, VP and General Manager Germany, Austria and Switzerland, Chief Marketing Officer Japan, Managing Director Austria, International Marketing Leader Cardiology Indianapolis, National Sales Director Germany, Austria and Switzerland, New Product Planning Manager Germany, Head of corporate Communications.  Prior to Eli Lilly with Fresenius Kabi she was Head of Area Management Japan, Head of Corporate Communications, Group Product Manager Anaesthesia, and an International trainee. Be honest – are you a great leader or are you a mediocre leader? How can you become a leader people actually want to follow? How can you be the leader whose team gets results? Do it yourself trial and error wastes time and resources.There is a perfect solution for you- To LEARN MORE click here (https://bit.ly/43sQHxV ) To get your free guide “How To Stop Wasting Money On Training” click here ( https://bit.ly/4agbvLj ) To get your free “Goal Setting Blueprint 2.0” click here (https://bit.ly/43o5FVK) If you enjoy our content then head over to www.dale-carnegie.co.jp and check out our Japanese and English seminars, workshops, course information and schedules and our whitepapers, guidebooks, training videos, podcasts, blogs. About The Author Dr. Greg Story, President Dale Carnegie Tokyo Training Contact me at greg.story@dalecarnegie.com The bestselling author of “Japan Sales Mastery” (the Japanese translation is "The Eigyo" (The営業), “Japan Business Mastery” and "Japan Presentations Mastery" and his new books "How To Stop Wasting Money On Training" and the translation "Toreningu De Okane Wo Muda Ni Suru No Wa Yamemashoo" (トレーニングでお金を無駄にするのは止めま Dr. Greg Story is an international keynote speaker, an executive coach, and a thought leader in the four critical areas for business people: leadership, communication, sales and presentations. He leads the Dale Carnegie Franchise in Tokyo which traces its roots straight back to the very establishment of Dale Carnegie in Japan in 1963 by Mr. Frank Mochizuki. He publishes daily blogs on LinkedIn, Facebook and Twitter Has 6 weekly podcasts: 1.     Mondays -  The Leadership Japan Series, 2.    Tuesdays – The Presentations Japan Series Every second Tuesday - ビジネス達人の教え 3.    Wednesdays - The Sales Japan Series 4.    Thursdays – The Leadership Japan Series Also every second Thursday - ビジネスプロポッドキャスト 5.    Fridays - The Japan Business Mastery Show 6.    Saturdays – Japan's Top Business Interviews Has 3 weekly TV shows on YouTube: 1.     Mondays - The Cutting Edge Japan Business Show Also every Second Thursday - ビジネスプロTV 2.    Fridays – Japan Business Mastery 3.    Saturdays – Japan Top Business Interviews In the course of his career Dr. Greg Story has moved from the academic world, to consulting, investments, trade representation, international diplomacy, retail banking and people development. Growing up in Brisbane, Australia he never imagined he would have a Ph.D. in Japanese decision-making, become a 39 year veteran of Japan and run his own company in Tokyo. Since 1971, he has been a disciple of traditional Shitoryu Karate (糸東流) and is currently a 6th Dan. Bunbu Ryodo (文武両道-both pen & sword) is his mantra and he applies martial art philosophies and strategies to business.  

Here is a handy success equation which is easy to remember: our mindset plus our skill set, will equal our results.  This is very straightforward and unremarkable, but we get so embroiled in our day to day world, we forget to helicopter above the melee and observe the lay of the land.  A great mindset coupled with lacklustre skills, won't get us very far.  A poor mindset with great skills won't do it either, so we need both. What is our mindset composed of?  How we think is critical.  Are we operating with a positive mindset?  If we are deep in depression about the circumstances of the business, we are stuck in a hole from which it can be hard to emerge.  We are what we think, so control over what we think becomes so important. That also means being strict about what we put into our minds.  Stay away for fluff, endless scrolling on social media and negativity.  Find the useful, positive and valuable and make that the diet for our mind. Our opinions influence how we see the world.  Where do these opinions come from?  They are usually the product of our access to quality, correct information.  There is a tricky balance here because a lot of the news we need to consume is laced with negativity and that can pollute our positive attitude.  So we need to curate the information we take in, to help us make informed decisions, based on correct data. Our beliefs are similarly formed from data, personal experience and what we hear from people we trust.  Our degree of success can be impacted by our self-belief. It can be a drag on our progress if we are limiting how we see our potential. We believe we are operating logically, except we often make decisions based on emotion rather than logic. Being in control of our emotion is a fundamental first step to getting ourselves into a position to be successful. Wild mood swings make us a difficult person to work with or get close to.  A short temper can have us explode in haste and repent at leisure, after we have created havoc all around us. We are all drowning is a sea of information today as the internet propels constant updates and new content at us.  When I was at University we went to the stacks in the library to find the few books available there and if someone else had that textbook you needed you dipped out. Microfiche was the big innovation to access information in a non-paper format. For the younger generation out there, microfiche was an ancient method of taking microphotographs of physical pages and putting it on to film you could scroll through, using a special microfiche reader. I noticed with my son's education, his problem is the constant assault of data and the difficulty of working out which information was valuable amongst the flotsam and jetsam battering his attention everyday. Getting insight becomes the game of success because we don't lack for content anymore. Once we have the mindset correct then we have to take action.  This is often easier said than done. We are so busy and translating insight into outcomes is not a given in this constant rabid struggle against the demands on our time. Behaviour determines outcomes and the formation of good habits is the key here. If we form the right habits then we take the right actions and we form the right default behaviour which adds to our success. The way we communicate flows from these habits and behaviours and we should be seeking inclusivity.  Business is too complex for relying on the hero worker who can do it all by themselves – that ship has sailed.  We need to be persuasive and able to garner collaboration in the workplace today.  There is so much technology available today and it spews out endless choices.  How do we get others to follow our ideas and adopt our suggestions? Our degree of cooperation from others is a compilation of our interactivity.  If we have good people skills then we can interact with other in a constructive and positive way which adds to our success. Often technical people struggle in this area because their education hasn't focused on the human interaction dimension.  Communication and people skills are new sets of complexities they need to master otherwise they will always be soldiers and never become generals. Our mindsets and skill sets combine to offer us opportunities to influence others and to direct the way forward. That is what it means to lead.  If we are busily working in our business, we may neglect to work on ourselves, so that we can work on the business.  It always good to step back and regroup around the fundamentals and refocus on where we need to put our energy and passion. Be honest – are you a great leader or are you a mediocre leader? How can you become a leader people actually want to follow? How can you be the leader whose team gets results? Do it yourself trial and error wastes time and resources.There is a perfect solution for you- To LEARN MORE click here (https://bit.ly/43sQHxV ) To get your free guide “How To Stop Wasting Money On Training” click here ( https://bit.ly/4agbvLj ) To get your free “Goal Setting Blueprint 2.0” click here (https://bit.ly/43o5FVK) If you enjoy our content then head over to www.dale-carnegie.co.jp and check out our Japanese and English seminars, workshops, course information and schedules and our whitepapers, guidebooks, training videos, podcasts, blogs. About The Author Dr. Greg Story, President Dale Carnegie Tokyo Training Contact me at greg.story@dalecarnegie.com The bestselling author of “Japan Sales Mastery” (the Japanese translation is "The Eigyo" (The営業), “Japan Business Mastery” and "Japan Presentations Mastery" and his new books "How To Stop Wasting Money On Training" and the translation "Toreningu De Okane Wo Muda Ni Suru No Wa Yamemashoo" (トレーニングでお金を無駄にするのは止めま Dr. Greg Story is an international keynote speaker, an executive coach, and a thought leader in the four critical areas for business people: leadership, communication, sales and presentations. He leads the Dale Carnegie Franchise in Tokyo which traces its roots straight back to the very establishment of Dale Carnegie in Japan in 1963 by Mr. Frank Mochizuki. He publishes daily blogs on LinkedIn, Facebook and Twitter Has 6 weekly podcasts: 1.     Mondays -  The Leadership Japan Series, 2.    Tuesdays – The Presentations Japan Series Every second Tuesday - ビジネス達人の教え 3.    Wednesdays - The Sales Japan Series 4.    Thursdays – The Leadership Japan Series Also every second Thursday - ビジネスプロポッドキャスト 5.    Fridays - The Japan Business Mastery Show 6.    Saturdays – Japan's Top Business Interviews Has 3 weekly TV shows on YouTube: 1.     Mondays - The Cutting Edge Japan Business Show Also every Second Thursday - ビジネスプロTV 2.    Fridays – Japan Business Mastery 3.    Saturdays – Japan Top Business Interviews In the course of his career Dr. Greg Story has moved from the academic world, to consulting, investments, trade representation, international diplomacy, retail banking and people development. Growing up in Brisbane, Australia he never imagined he would have a Ph.D. in Japanese decision-making, become a 39 year veteran of Japan and run his own company in Tokyo. Since 1971, he has been a disciple of traditional Shitoryu Karate (糸東流) and is currently a 6th Dan. Bunbu Ryodo (文武両道-both pen & sword) is his mantra and he applies martial art philosophies and strategies to business.  

I recently launched a new project called Fare Bella Figura – Make a Good Impression.  Every day I take a photograph of what I am wearing and then I go into detail about why I am wearing it and put it up on social media.  To my astonishment, these posts get very high impressions and a strong following.  It is ironic for me. I have written over 3000 articles on hard core subjects like sales, leadership and presentations, but these don't get the same level of engagement. Like this article, I craft it for my audience and work hard on the content and yet articles about my suit choices get a lot more traction.  What I take away from this is people are interested in how we present ourselves in business. The thesis of Fare Bella Figura is that first impressions are so important.  In sales, people judge us hard based on how we look, before we even have a chance to open our mouths.  If we don't get that initial visual interaction correct, then we can be playing catchup to correct an unhelpful first take on us.  “Clothes maketh the man” is an old idea and is related to this first impressions equation.  The other thesis of Fare Bella Figura is that I dress for the meetings I am going to have that day, rather than some random selection of what is back from the dry cleaners. We are going to make an impression with the buyer one way or another, so I want to be in control of that impression as much as is humanly possible.  I believe there is a direct link between how we present ourselves and the degree of credibility we can instil in the client.  If we make a mess of the fabric and colour combinations, we are screaming “unsophisticated”.  I do not recommend for men to ask their wives for advice.  Study this “dress for success” topic for yourself and become the master of your own universe. If we are turning up with ancient stains on our tie, or our suit, it is interpreted as sloppy and there is now a strong doubt about our quality consciousness. If our shoes are scuffed or not displaying a high shine finish, it says we are lazy, not detail oriented and unreliable.  The term “down at heel” means “poor” and it comes from the fact that the back of the heel of the shoe has worn down and has not been repaired.  Either we are too poor and obviously not a success in the sales profession to be able to repair it, or too indifferent and either way, it is a bad sign for the buyer. If we are wearing a brown or tan belt with black shoes or vice versa, it says “hick” and someone who lacks common sense.  The exact matching tie and pocket square colour combination is another faux pas these days.  Would we want to accept these types of salesperson as our “trusted advisor”?  I doubt it.  I certainly wouldn't take their advice on anything if they can't even dress themselves correctly. Suits too large or too small are another bad indicator.  They have either lost a lot of weight, but haven't bothered to get their suit taken in, or they are getting chubbier and haven't had the suit taken out, because they won't spend the money.  It isn't that expensive to alter an existing suit, and the difference is total. If the suit trousers are too long or too short, it looks off – go and get them altered or replace them. Style and fashion are difficult to navigate.  Suit jacket lapels get skinnier, ties get wider and then get narrower, trousers get slimmer and then get fuller, socks get discarded when wearing shoes – all sorts of temporary fashion trends take over the dictates of what is appropriate.  Suits can last more than one fashion trend and you have to debate with yourself whether that wide lapel is still going to present the right image with the client when everyone else is wearing a narrower lapel these days.  I struggle with this.  I have a favourite double breasted Versace suit from years ago and because the style is dated; I don't get to wear it much or at all and that seems a waste.  However, if I am dressing for my client, then the answer is simple – leave it in the wardrobe for a day in the future when that trend makes a comeback. My mantra when I leave the house every day is to check my look in the mirror and ask myself, “do I look like one of the most professional people in my industry?”.  If I don't, then I go and make a few changes, until I am satisfied I can pass that test.  Here is a caveat. For a lot of men in Europe, they will be wearing a jacket and trouser combination, rather than a suit and the American trend is to much more casual clothing.  In certain industries, like IT, you will hardly see anyone wearing a suit.  Now I sell in Tokyo and everyone here wears a suit.  I remember I was so surprised when met the President of a gas stand and he was wearing a suit, so men's suits are predominant here. Therefore, I dress for this business environment and you should do the same for your reality. There is a correlation between the quality of our clothing and our personal financial success.  Buyers judge us based on what they see.  If we look cheap and nasty, they won't want to trust us with their business because we don't look successful.  On the other hand, if we are overdressed, it can have a negative consequence.  It can make them feel inferior, so the balance is important.  If we roll up in our expensive Brioni or Kiton suits and Rolex watches, and they are just a salaryman tasked with purchasing goods and services for the company, they can feel inferior and experience some discomfort.  We look a bit too sharp to them and they don't want to get cut.  As I say, getting the balance right is the key. We will make an impression on the buyer based on what we wear, so we need to determine what that impression will be. We don't leave it to luck or chance. We make sure it is the right choice – the one that leads to the deal getting done. Do you need to sell more?  Is your sales manager stressing you about making your monthly sales quota? Do it yourself trial and error wastes time and resources. There is a perfect solution for you- to LEARN MORE click here (https://bit.ly/43kQpsN ) To get your free guide “How To Stop Wasting Money On Training” click here ( https://bit.ly/4agbvLj ) To get your free “Goal Setting Blueprint 2.0” click here (https://bit.ly/43o5FVK) If you enjoy our content then head over to www.dale-carnegie.co.jp and check out our Japanese and English seminars, workshops, course information and schedules and our whitepapers, guidebooks, training videos, podcasts, blogs. About The Author Dr. Greg Story, President Dale Carnegie Tokyo Training greg.story@dalecarnegie.com The bestselling author of “Japan Sales Mastery” (the Japanese translation is "The Eigyo" (The営業), “Japan Business Mastery” and "Japan Presentations Mastery" and his new books "How To Stop Wasting Money On Training" and the translation "Toreningu De Okane Wo Muda Ni Suru No Wa Yamemashoo" (トレーニングでお金を無駄にするのは止めま Dr. Greg Story is an international keynote speaker, an executive coach, and a thought leader in the four critical areas for business people: leadership, communication, sales and presentations. He leads the Dale Carnegie Franchise in Tokyo which traces its roots straight back to the very establishment of Dale Carnegie in Japan in 1963 by Mr. Frank Mochizuki. He publishes daily blogs on LinkedIn, Facebook and Twitter Has 6 weekly podcasts: 1.     Mondays -  The Leadership Japan Series, 2.    Tuesdays – The Presentations Japan Series Every second Tuesday - ビジネス達人の教え 3.    Wednesdays - The Sales Japan Series 4.    Thursdays – The Leadership Japan Series Also every second Thursday - ビジネスプロポッドキャスト 5.    Fridays - The Japan Business Mastery Show 6.    Saturdays – Japan's Top Business Interviews Has 3 weekly TV shows on YouTube: 1.     Mondays - The Cutting Edge Japan Business Show Also every Second Thursday - ビジネスプロTV 2.    Fridays – Japan Business Mastery 3.    Saturdays – Japan Top Business Interviews In the course of his career Dr. Greg Story has moved from the academic world, to consulting, investments, trade representation, international diplomacy, retail banking and people development. Growing up in Brisbane, Australia he never imagined he would have a Ph.D. in Japanese decision-making, become a 39 year veteran of Japan and run his own company in Tokyo. Since 1971, he has been a disciple of traditional Shitoryu Karate (糸東流) and is currently a 6th Dan. Bunbu Ryodo (文武両道-both pen & sword) is his mantra and he applies martial art philosophies and strategies to business.    

Where is the line between referencing our experiences and insights and just talking about ourselves?  I attended a talk recently where the speaker had a perspective to share with the audience, to add value to their careers and businesses.  What surprised me was how much of the talk was cantered on the speaker rather than the audience.  I was thinking about this later and wondered what the better balance would be?  When we go on about ourselves, we are getting further away from points of relevance for the listeners.  We have to remember that people are unapologetically 100% focused on themselves and their own interests and don't care all that much about our story. As the speaker, the closer we can align what we are saying to the listener's interests, the greater the acceptance of what we are saying and the bigger the impact we will have as the presenter.  That is fine in theory, but we can't just make a series of pompous statements about how things should be and not back them up with evidence.  Often that evidence is coming from our own experiences and that can be the most convincing variety.  Unveiling a lot of sexy data during the talk is interesting, but a mud and blood rendition of what happened to us in the trenches, is always more gripping and compelling. This speaker, in my mind, strayed across the line and was wallowing in too much self-indulgence about what they had been doing. How do we balance our story with the audience's need for alignment with their benefit?  What the speaker could have done was better draw out how to transfer their learnings into concrete examples, where the listeners could apply them to their own circumstances.  Instead of just saying this is what I did, and this is how it worked for me, they could have gone a bit deeper on the application for others who are not them.  When the example is too idiosyncratic, the agency for others becomes diminished or diluted. We could say, “I did this and got this result.  Now here are three ways you could take this same idea and apply it to your situation”.  We have now crossed over to the audience's application of the knowledge. By giving more than one opportunity, we are more likely to hit on what the majority of audience members are looking for.   Importantly, by prior analysis of who is showing up the talk, we can anticipate common needs and circumstances. This allows us to get closer to the mark of listener reality when we explain our examples. A simple rule of thumb should be 20% of what happened to us and 80% of the time on explaining why this will work for our audience.  Our speaker, in this case, reversed those percentages and spent the majority of the time talking about what happened to them. The problem with this is we in the audience are not them and we have to parse out what we can apply from their story.  It is much better of the speaker saves us that drama and they tell us what we can apply.  We draw out the key points we want to make for the audience, align our war stories with the points and then add a significant section in the talk on explaining why doing this is a great idea and specifically why it is a great idea bolstered with concrete cases and options.  This is an unbeatable combination.  We demonstrate in words that because we did it, they can, too.  We draw out how it will work for the audience and convince them that it has a broader application than just working for us alone.  We have to marshal the benefits of taking our advice, and the more concretely we can do that, the better. Our speaker convinced us that it worked for them, but failed to make the case that it would work for us.  They hinted at it, but statements are cheap and we sceptical folk want more evidence.  We are all risk averse, so we want chapter and verse and solid provable details. When constructing the talk, keep that 20%-80% dichotomy in mind.  Certainly use ourselves as proof, but don't rely on it exclusively.  If we can talk about others doing marvellous things with our advice, that is the icing on the cake.  We love to hear case studies and then draw our own conclusions on how much we can take from the example and apply it in our world. That idea is something we need to be constantly hammering away at too.  Keep telling them to think how they can adapt it, and apply it for themselves.  In this way, we can keep switching the focus back to the audience away from us and we will get the balance right.   Would the people who know you or meet you describe you as persuasive? Do you think you are persuasive enough? Persuasion power is the most important, but the most commonly lacking skill in the business world. Do it yourself trial and error wastes time and resources. It is time to change things up and get that key skill.  There is a perfect solution for you- to LEARN MORE click here (https://bit.ly/3VhvR2B ) To get your free guide “How To Stop Wasting Money On Training” click here ( https://bit.ly/4agbvLj ) To get your free “Goal Setting Blueprint 2.0” click here (https://bit.ly/43o5FVK) If you enjoy our content, then head over to www.dale-carnegie.co.jp and check out our Japanese and English seminars, workshops, course information and schedules and our whitepapers, guidebooks, training videos, podcasts, blogs. About The Author Dr. Greg Story, President Dale Carnegie Tokyo Training Contact me at greg.story@dalecarnegie.com Bestselling author of “Japan Sales Mastery” (the Japanese translation is "The Eigyo" (The営業), “Japan Business Mastery” and "Japan Presentations Mastery" and his new books "How To Stop Wasting Money On Training" and the translation "Toreningu De Okane Wo Muda Ni Suru No Wa Yamemashoo" (トレーニングでお金を無駄にするのは止めま Dr. Greg Story is an international keynote speaker, an executive coach, and a thought leader in the four critical areas for business people: leadership, communication, sales and presentations. He leads the Dale Carnegie Franchise in Tokyo which traces its roots straight back to the very establishment of Dale Carnegie in Japan in 1963 by Mr. Frank Mochizuki. He publishes daily blogs on LinkedIn, Facebook and Twitter Has 6 weekly podcasts: 1.     Mondays -  The Leadership Japan Series, 2.    Tuesdays – The Presentations Japan Series Every second Tuesday - ビジネス達人の教え 3.    Wednesdays - The Sales Japan Series 4.    Thursdays – The Leadership Japan Series Also every second Thursday - ビジネスプロポッドキャスト 5.    Fridays - The Japan Business Mastery Show 6.    Saturdays – Japan's Top Business Interviews Has 3 weekly TV shows on YouTube: 1.     Mondays - The Cutting Edge Japan Business Show Also every Second Thursday - ビジネスプロTV 2.    Fridays – Japan Business Mastery 3.    Saturdays – Japan Top Business Interviews In the course of his career Dr. Greg Story has moved from the academic world, to consulting, investments, trade representation, international diplomacy, retail banking and people development. Growing up in Brisbane, Australia he never imagined he would have a Ph.D. in Japanese decision-making, become a 39 year veteran of Japan and run his own company in Tokyo. Since 1971, he has been a disciple of traditional Shitoryu Karate (糸東流) and is currently a 6th Dan. Bunbu Ryodo (文武両道-both pen & sword) is his mantra and he applies martial art philosophies and strategies to business.      

To succeed in our own business, we need three critical skills:  the ability to master our time, to clone ourselves and to be persuasive. Time: Poor time control leads to inefficiency, wasted efforts, stress and missed opportunities.  Entrepreneurs are geniuses at trying to do too much. This means they are run ragged with time demands and no good solutions. This has to be turned around and time gotten under firm control. Follow this mantra:  “I can't do everything on this list everyday but I can do the most important thing”.  Each day decide the number one priority for your business and complete that, then start number two, and so on. Delegation: Being so busy is a result of not having trusted people around us to whom we can delegate.  We must get leverage through our team.  But we don't.  We cannot find the time to develop them, so we are stuck like a rat on the treadmill.  Getting a better grip on your time will create space to spend on training your key people.  Don't fluff the delegation process, because you are clueless on how to do it.  Don't just dump stuff on people, expecting them to magically get it and somehow be able to come back with excellent work.  Stop dreaming, it won't happen.  Have a meeting with the delegatee, where you explain the task in terms of how this is designed to help them grow and succeed in the business.  Talk in terms of their interests not yours.  Inspire: Investors, potential new staff, valuable existing staff, clients, all need your persuasive ability to impress and keep them happy.  If you are an unclear, unimpressive speaker, it is hard to get people to believe in you and follow you.  You can be a tyrant, but let me know how that is working out for you?  Honey does better than vinegar, when it comes to communicating with people.  You will never work it out on your own.  Get the necessary speaking training and stop kidding yourself.  Master time, grow the leverage throughout your team and learn how to inspire people.  Get on to it. Be honest – are you a great leader or are you a mediocre leader? How can you become a leader people actually want to follow? How can you be the leader whose team gets results? Do it yourself trial and error wastes time and resources.There is a perfect solution for you- To LEARN MORE click here (https://bit.ly/43sQHxV ) To get your free guide “How To Stop Wasting Money On Training” click here ( https://bit.ly/4agbvLj ) To get your free “Goal Setting Blueprint 2.0” click here (https://bit.ly/43o5FVK) If you enjoy our content then head over to www.dale-carnegie.co.jp and check out our Japanese and English seminars, workshops, course information and schedules and our whitepapers, guidebooks, training videos, podcasts, blogs. About The Author Dr. Greg Story, President Dale Carnegie Tokyo Training Contact me at greg.story@dalecarnegie.com The bestselling author of “Japan Sales Mastery” (the Japanese translation is "The Eigyo" (The営業), “Japan Business Mastery” and "Japan Presentations Mastery" and his new books "How To Stop Wasting Money On Training" and the translation "Toreningu De Okane Wo Muda Ni Suru No Wa Yamemashoo" (トレーニングでお金を無駄にするのは止めま Dr. Greg Story is an international keynote speaker, an executive coach, and a thought leader in the four critical areas for business people: leadership, communication, sales and presentations. He leads the Dale Carnegie Franchise in Tokyo which traces its roots straight back to the very establishment of Dale Carnegie in Japan in 1963 by Mr. Frank Mochizuki. He publishes daily blogs on LinkedIn, Facebook and Twitter Has 6 weekly podcasts: 1.     Mondays -  The Leadership Japan Series, 2.    Tuesdays – The Presentations Japan Series Every second Tuesday - ビジネス達人の教え 3.    Wednesdays - The Sales Japan Series 4.    Thursdays – The Leadership Japan Series Also every second Thursday - ビジネスプロポッドキャスト 5.    Fridays - The Japan Business Mastery Show 6.    Saturdays – Japan's Top Business Interviews Has 3 weekly TV shows on YouTube: 1.     Mondays - The Cutting Edge Japan Business Show Also every Second Thursday - ビジネスプロTV 2.    Fridays – Japan Business Mastery 3.    Saturdays – Japan Top Business Interviews In the course of his career Dr. Greg Story has moved from the academic world, to consulting, investments, trade representation, international diplomacy, retail banking and people development. Growing up in Brisbane, Australia he never imagined he would have a Ph.D. in Japanese decision-making, become a 39 year veteran of Japan and run his own company in Tokyo. Since 1971, he has been a disciple of traditional Shitoryu Karate (糸東流) and is currently a 6th Dan. Bunbu Ryodo (文武両道-both pen & sword) is his mantra and he applies martial art philosophies and strategies to business.  

Public speaking spots are a great way to get attention for ourselves and what we sell.  This is mass prospecting on steroids.  The key notion here is we are selling ourselves rather than our solution in detail.  This is an important delineation.  We want to outline the issue and tell the audience what can be done, but we hold back on the “how” piece.  This is a bit tricky, because the attendees are looking for the how bit, so that they can apply it to fix their issues by themselves.  We don't want that because we don't get paid.  We are here to fix their problem, not for them to DIY (Do It Yourself) their way to a solution. All selling is public speaking and presentations skills.  However, very few salespeople are trained as speakers or presenters.  This is incongruous, isn't it?  We need to be able to present to the one person in front of us or to hundreds of prospects all gathered together at an event. First of all, we are selling our personal brand and then by extension the solution we are representing.  That is the correct order and just jumping to the solution won't work.  Buyers buy us first and then what we sell.  We all know we can't do good business with a bad guy or gal and our talk is a due diligence process to see if we can be trusted. The dumb way to sell from stage is to provide all of the content up front and then come in at the end with the shiny sales pitch.  There is a discernable break in the flow and the audience braces themselves for the pitch.  This isn't the way to do it.  We need to be interspersing our pitch throughout the talk, so there is no discernable shifting of gears by the speaker.  This way, there is nothing to brace against or push back on. The way to do this is to determine what are the key problems and fears confronting the audience.  We have the fix for these and can be a trusted partner for them.  Once we have determined what are the key problems, we construct our talk to address all the most high priority needs in the time allotted. The talk is broken up into specific chapters, rotating around the key issues.  We need to create hooks, which will grab the attention of the listeners. In each chapter, we outline the downside of not doing anything about fixing the problem we have raised.  We also talk about what needs to be done to fix it, but we don't reveal how to fix it.  To get the point to register with the buyers, we pose rhetorical questions about what will happen if they don't take action to deal with it.  We are painting a dismal picture for them of the future ramifications of leaving the mess as it is. The fact that we understand the problem in detail tells the audience we are an expert in this area.  If we have some visible proof of our expertise, all the better.  We might point them to our books, blogs, podcasts or our video shows.  Today, all of these things are much easier to pull off than ten years ago.  For example, Amazon prints my books one at a time if I request it and so no garage is full of unsold books, which used to be the reality for most authors. Today, creating blogs and pushing them out through social media gives us credibility at almost no cost.  The same with podcasts and videos.  There might be some small cost to recording the shows and hosting podcasts on a platform like I use with LibSyn, but really the cost is marginal.  YouTube hosts my videos and it is free.  Our mobile phones provide amazing quality for recording video and video editing software is not prohibitively expensive. Editing things yourself is possible in a way it wasn't before. This means we can project our expertise beyond the physical limits of the stage.  Let me give you a case study. Please go to LinkedIn and find my page.  You will see I am posting all the time on three subjects – leadership, sales and presentations.  If you scroll down through the feed, you will just see over three thousand posts.  My prospective buyers don't need to read them all, but they can see there is a substantial collection of my expertise there. They can read what I publish and check it for themselves, whether it is good enough or not. This substantially bolsters my personal brand.  It also allows the buyers to follow up after the talk, to check me out further before they buy what I am selling.  For risk averse buyers, this is very important. By incorporating the key hooks into the talk itself, using well-crafted questions to create fear that they may have trouble if they don't fix a problem we have flagged, we eliminate any resistance against what we are selling.  When there is an obvious transition from sharing information to now selling, there is a large barrier created between the speaker and the audience.  They are thinking, “I love to buy, but I hate being sold. Now I am getting the hard sell by this speaker”. Doing it the way I have outlined, we never have any barrier, because we have been working the crowd all the way through the talk.  If our questions hit the mark, they will want to know the “how” from us, after we have sold them the “why” and the “what”. We are aiming to create two concerns: 1. We haven't considered that possibility and 2.  We have not prepared for that possibility.  If we are successful in doing this, then we will get sales. We have caused them to self-discover their own needs without us forcing it down their throats. This is ideal in sales. Would the people who know you or meet you describe you as persuasive? Do you think you are persuasive enough? Persuasion power is the most important, but the most commonly lacking skill in the business world. Do it yourself trial and error wastes time and resources. It is time to change things up and get that key skill.  There is a perfect solution for you- to LEARN MORE click here (https://bit.ly/3VhvR2B ) To get your free guide “How To Stop Wasting Money On Training” click here ( https://bit.ly/4agbvLj ) To get your free “Goal Setting Blueprint 2.0” click here (https://bit.ly/43o5FVK) If you enjoy our content, then head over to www.dale-carnegie.co.jp and check out our Japanese and English seminars, workshops, course information and schedules and our whitepapers, guidebooks, training videos, podcasts, blogs. About The Author Dr. Greg Story, President Dale Carnegie Tokyo Training Contact me at greg.story@dalecarnegie.com Bestselling author of “Japan Sales Mastery” (the Japanese translation is "The Eigyo" (The営業), “Japan Business Mastery” and "Japan Presentations Mastery" and his new books "How To Stop Wasting Money On Training" and the translation "Toreningu De Okane Wo Muda Ni Suru No Wa Yamemashoo" (トレーニングでお金を無駄にするのは止めま Dr. Greg Story is an international keynote speaker, an executive coach, and a thought leader in the four critical areas for business people: leadership, communication, sales and presentations. He leads the Dale Carnegie Franchise in Tokyo which traces its roots straight back to the very establishment of Dale Carnegie in Japan in 1963 by Mr. Frank Mochizuki. He publishes daily blogs on LinkedIn, Facebook and Twitter Has 6 weekly podcasts: 1.     Mondays -  The Leadership Japan Series, 2.    Tuesdays – The Presentations Japan Series Every second Tuesday - ビジネス達人の教え 3.    Wednesdays - The Sales Japan Series 4.    Thursdays – The Leadership Japan Series Also every second Thursday - ビジネスプロポッドキャスト 5.    Fridays - The Japan Business Mastery Show 6.    Saturdays – Japan's Top Business Interviews Has 3 weekly TV shows on YouTube: 1.     Mondays - The Cutting Edge Japan Business Show Also every Second Thursday - ビジネスプロTV 2.    Fridays – Japan Business Mastery 3.    Saturdays – Japan Top Business Interviews In the course of his career Dr. Greg Story has moved from the academic world, to consulting, investments, trade representation, international diplomacy, retail banking and people development. Growing up in Brisbane, Australia he never imagined he would have a Ph.D. in Japanese decision-making, become a 39 year veteran of Japan and run his own company in Tokyo. Since 1971, he has been a disciple of traditional Shitoryu Karate (糸東流) and is currently a 6th Dan. Bunbu Ryodo (文武両道-both pen & sword) is his mantra and he applies martial art philosophies and strategies to business.    

Prior to starting the Swiss Prime Brands company in Japan, Luca was an Assistant Manager at Masuda Infinity Japan, a Junior Associate at Goldwyn Partners Group AG, a Consultant at Het Buitenhuis. Be honest – are you a great leader or are you a mediocre leader? How can you become a leader people actually want to follow? How can you be the leader whose team gets results? There is a perfect solution for you- To LEARN MORE click here (https://bit.ly/43sQHxV ) To get your free guide “How To Stop Wasting Money On Training” click here ( https://bit.ly/4agbvLj ) To get your free “Goal Setting Blueprint 2.0” click here (https://bit.ly/43o5FVK) If you enjoy our content then head over to www.dale-carnegie.co.jp and check out our Japanese and English seminars, workshops, course information and schedules and our whitepapers, guidebooks, training videos, podcasts, blogs. About The Author Dr. Greg Story, President Dale Carnegie Tokyo Training Contact me at greg.story@dalecarnegie.com The bestselling author of “Japan Sales Mastery” (the Japanese translation is "The Eigyo" (The営業), “Japan Business Mastery” and "Japan Presentations Mastery" and his new books "How To Stop Wasting Money On Training" and the translation "Toreningu De Okane Wo Muda Ni Suru No Wa Yamemashoo" (トレーニングでお金を無駄にするのは止めま Dr. Greg Story is an international keynote speaker, an executive coach, and a thought leader in the four critical areas for business people: leadership, communication, sales and presentations. He leads the Dale Carnegie Franchise in Tokyo which traces its roots straight back to the very establishment of Dale Carnegie in Japan in 1963 by Mr. Frank Mochizuki. He publishes daily blogs on LinkedIn, Facebook and Twitter Has 6 weekly podcasts: 1.     Mondays -  The Leadership Japan Series, 2.    Tuesdays – The Presentations Japan Series Every second Tuesday - ビジネス達人の教え 3.    Wednesdays - The Sales Japan Series 4.    Thursdays – The Leadership Japan Series Also every second Thursday - ビジネスプロポッドキャスト 5.    Fridays - The Japan Business Mastery Show 6.    Saturdays – Japan's Top Business Interviews Has 3 weekly TV shows on YouTube: 1.     Mondays - The Cutting Edge Japan Business Show Also every Second Thursday - ビジネスプロTV 2.    Fridays – Japan Business Mastery 3.    Saturdays – Japan Top Business Interviews In the course of his career Dr. Greg Story has moved from the academic world, to consulting, investments, trade representation, international diplomacy, retail banking and people development. Growing up in Brisbane, Australia he never imagined he would have a Ph.D. in Japanese decision-making, become a 39 year veteran of Japan and run his own company in Tokyo. Since 1971, he has been a disciple of traditional Shitoryu Karate (糸東流) and is currently a 6th Dan. Bunbu Ryodo (文武両道-both pen & sword) is his mantra and he applies martial art philosophies and strategies to business.    

I am very active networking here in Tokyo, scouring high and low for likely buyers of our training solutions.  I attend with one purpose – “work the room” and as a Grant Cardone likes to say, find out “who's got my money”.  I have compressed my pitch down to ten seconds when I meet a possible buyer at an event. My meishi business card is the tool of choice in this regard.  Most people here have English on one side and Japanese on the other.  I was like that too until I got smarter about selling our services. Typically, I would hand over my business card - Dr. Greg Story, President Dale Carnegie Tokyo Training.  The recipient would then ask me “what do you do?”. I realised I needed to have a better organised approach to that frequent question.  Knowing that we do better remembering things we hear and see at the same time, I created two cards – one for English and one for Japanese.  On the front of my card is all the logistical information – title, location and contact details.  On the rear of the card is the pitch deck. On that side, I note we are experts in “soft skills”  training, we have been here in Japan for 61 years and around the world for 112 years and that we cover five main areas – communication, sales, leadership, presentations and diversity, equity and inclusion.  At this point I ask them which one of these they need the most at their firm and then I shut up.  In ten seconds, I have them telling me their needs. This opens up the opportunity to visit them after the event and go through what we might be able to do for them. It is not the right occasion to attempt to have that conversation in a busy networking event. By the way, if they say, “all of them”, I still ask them which one is of the most interest. I need to get them to prioritise otherwise, it is left too vague and the conversation cannot advance. Naturally, I write to them immediately and try to set up the appointment.  Most people ghost me and don't reply.  I know everyone is busy, so I also know I have to keep following up until they consent or tell me to buzz off.  Those who agree to meet will answer my questions and listen to what we have.  At this point, things slow down as they work their way through the labyrinth behind the meeting room wall, where their decision-making colleagues sit – out of my sight and touch.  They need to reach a consensus internally, to do the training and pay the dough. The problem is they are never on my timetable with their decision-making.  Don't they know I have a monthly target to hit?  Don't they know we need money now, not later?  Aren't they aware we don't like 60 and 90 day payment terms, because that is grossly unfair to the little guy?  So often when we complete a deal and I look back at the spark of that deal, going from the initial ten second pitch deck networking event chance encounter, to the time of payment, it can be six months or more.  If you have a cash flow issue in your firm, that is a big problem.  Yes, you can discount fees to speed up payment and you get less, but you get it faster. The better approach is to keep stacking your funnel with deals, so that if one is slow to fruition or falls over, you are not wiped out.  Deals falling over is super painful.  You have spent a ton of time marshaling this payday through their elaborate and baroque system. Everyone is ready to go, the contract is agreed by their legal beagles and then “someone” intervenes and scuppers the entire enterprise.  That payday may happen or it may not happen, but if that is all you have on the go, then you are naked and alone in a harsh world of pain. I am reminded of watching a show on television when I was a kid.  A performer was keeping plates spinning on top of cane sticks.  As one would falter, they would leap in and wobble the cane stick to get the plate back to maximum speed.  It was always fast-paced and frantic. I am sure it must have been incredibly stressful for the artist.  That is the sales life to me.  We are busily spinning the plates to make sure none fall and we get a deal done and get paid. Too many plates and the things start to go awry or too few plates and you don't get fed.  Finding the balance is difficult, but I reckon we should always err on the side of too many deals rather that not enough.  We can always work harder to make the deals happen.  There is a contradiction between being so busy we can't prospect and being able to spend a lot of time prospecting, but not getting paid yet. This is the plague of coaches and consultants.  If they are in the act of coaching or consulting, they are getting paid but are not prospecting.  You don't get paid for prospecting. So no earner there while you search for the next client. There is never a balance and we have to live with that inequity, because that is the sales life. The key is to keep in mind the buyer is never on your timetable. You need to stack the funnel all the time, no matter how busy you become.  If you don't, you enter the Valley Of Sales Death as the deal flow evaporates and you have no clients in the funnel and therefore no money coming in for months. To keep those plates spinning, we need to be out there finding new clients, prospecting, following up, being ghosted with monotonous regularity, but never giving up is the answer.  Ryan Serhant says he keeps following up with potential clients until they die and he never gives up.  Let's be like Grant and find out who has our money and be like Ryan and never give up chasing them down.  

Discover the art of mastering public speaking, enhancing your presentation skills, and unraveling the secrets to impactful storytelling. Join Dr. Greg Story, the esteemed president of Dale Carnegie Japan and bestselling author of "Japan Sales Mastery" and "Japan Business Mastery," as he shares invaluable insights into successful sales techniques, post-COVID sales process shifts, and a myriad of topics explored in his books.In this engaging conversation, we delve into the question of whether Greg's six podcasts might be considered "too much content." He regales us with true-life experiences that beautifully complement his business tips, insights, and advice, drawing from his rich background as a 6th-degree black belt in Karate with 38 years of experience in Japan. The episode unfolds as a captivating discussion on how actions and choices can profoundly impact one's life and career. Other topics covered are:The significance of public speaking skills in advancing your careerTips to ease nerves before a public presentationStrategies to "bullet-proof" yourself against challenging audience questionsGreg's simplified four elements of a successful presentationThe rationale behind his decision to "niche-down" with six podcasts instead of oneGreg's biggest "pet-peeve" when listening to other presentersIn-depth exploration of the contents and background of his bestselling booksThe transformative influence of Karate on Greg's life, perspective, and careerThe profound meaning behind his favorite untranslatable Japanese word, "Zanshin."Greg Story: https://www.linkedin.com/in/gregstory/Dale Carnegie Japan: https://www.dalecarnegie.com/ja/locations/japanJapan Dale Carnegie TV: https://www.youtube.comJapan Adventures via Camper Van = Dream Drive: https://www.dreamdrive.lifeMore Now and Zen Japan Episodes HERE 

Content marketing has been around for many years now and is an accepted way of appealing to clients.  Thought Leadership and Intellectual Property are given away for free to establish our credentials with the buyers.  If we show how knowledgeable we are, prospective clients will choose us over our rivals.  So for many years now, blogs, books, podcasts, magazine and newspaper articles, videos, Medium articles, social media posts, white papers, surveys and numerous other tools have been at the vanguard to prove we are experts in our fields.  This has required a lot of hard earned experience and an ability to communicate that experience to others.  Then ChatGPT turns up and opens up a floodgate of content for people who are vying with us for the client's attention.  ChatGPT is a vast curator of knowledge from the entire world and it is unbelievably fast at churning it out.  How can one person compete with that?  Our rivals can go to ChatGPT, then tweek the content and pass it off as their own efforts.  Our clients probably cannot tell the difference.  In a lot of cases, perception is everything. If the buyer sees you are pumping out vast quantities of content, they will conclude that you are an expert in this area, even though the chances are strong that they will never even read the content or not very much of it.  ChatGPT can become the great equaliser between competing firms in the content marketing department.  This is real for me.  I have 6 books published, 1779 Podcasts and 652 Video show episodes released, over 3000 articles on LinkedIn, etc. I am sure others will also have substantial resources released out into the wild to prove expertise in certain areas. What can we do about all of this? The answer is differentiation. ChatGPT and other similar engines are good at collecting and synthesising information.  At this point, it is generated in a quite recognisable style and tends toward the generic.  ChatGPTso far, is not great at distinguishing the quality of the content.  It also makes things up and lies, which the industry has cleverly marketed as “hallucinations”. I quite like “bald faced lies” as the preferred descriptor.  How can you trust a machine which cannot differentiate between fake and real content and can only collect and collate it? Because it is synthesising vast amounts of content, the style tends to be a bit utilitarian and dull.  This is where we have an advantage still.  We have examples, stories, happenings we have witnessed first-hand from our specific component of the industry and we can include these in our content. The specificity means it is hard for ChatGPT to collect the information as this is personal to us and we have never published it anywhere as yet, to be swept up and homogenised by the machine. There is also a gap between when we publish it and when ChatGPT can get its hands on it.  There is also our style.  A competitor telling ChapGPT to write something in the style of Dr. Greg Story is certainly possible, but all they are doing is reinforcing my content and my expertise.  Dr. Greg Story also has 100% control over his style and he can vary it as well with no qualms or permissions. I try to write my content such that someone reading it will recognise the style as mine.  I write in a very informal style, often using slang and I quite like idioms and alliteration.  These are not complete moats which will deny people from copying me, but how many people in my industry are going to try and reproduce me?  You have to be interested in Japan, leadership, sales, communication, presentations and Diversity, Equity and Inclusion.  That is an incredibly small circle of rivals. For most of us in business, this will be the case - we will have relatively few rivals in the content marketing world in our specific area of expertise. Even for famous authors and influencers, there have always been copycats and people trying to rip their stuff off and yet they are still going.  For all of us, we see so many attempts to fool us with social media spewing out constant phishing attacks, deep fakes, etc., but we want the real McCoy.  We get upset when we are fooled into buying something that is not what it is supposed to be.  If we get a ChatGPT fake version of a favourite writer or thought leader's content, are we going to be happy?  Are we going to be satisfied with an avatar or a deep fake trying to pass itself off as someone we admire in an attempt to fool us? If you cannot write and have a limited intellect or parsimonious business experience, then ChapGPT will certainly be of help.  The problem is after people meet you, they find you cannot write and that you have limited intellect or parsimonious business experience.  You get the meeting through subterfuge of clever repackaging, but the reality is still the reality.  Either you have the real goods or you don't.  If you have them, then you don't bother with ChapGPT fakery and trying to pass yourself off as something you are not. Will ChapGPT and all of the other machines out there get much better?  Of course they will, but for most of us in business, this won't detract from the hope I have offered in this article. We can be more confident about what we are doing in content marketing, because what we are doing is the real thing, in real time.

The front row of sales training courses will often have the best salesperson sitting there trying to get even better.  The salesperson who is failing or is a mediocre performer is nowhere to be found or is there, but is solidly resisting the content and approach.  I read this many years ago and decided I would attend all sales training I could get and that I would be in that front row because I wanted to meet the top performers.  I walk the talk and recently I attended a webinar on sales for a Chamber of Commerce being run by my competitor.  I wasn't there to spy but there to learn.  In the same vein, I read books on sales and listen to podcasts of the subject.  I was listening to one recently where the guest being interviewed mentioned four excellent attributes in salespeople.  He noted Coachability, Urgency, Resilience and Curiosity. You would say that is pretty obvious and fair enough, but still these are not always present in salespeople.  Coachability is an interesting one.  At the superficial level people say they are ready to learn, to improve but the rubber meets the road when it comes to changing habits and shaping behaviours.  In fact, they are not really coachable because they resist change, even though they are not doing well in sales and have in fact never done especially well in sales.  You would think their numbers would inform them that they need to try a new approach, but that doesn't seem to be the case.  They are in their Comfort Zone and they don't want to emerge from there, to do what is needed to improve.  Sales has a big accountability aspect to it.  Sales leaders only take a certain amount of responsibility for their salespeople, because they see the individual has to be accountable for their inputs and effort and really, it is up to them to do the work themselves.  There isn't a lot of hand holding going on in the world of sales management, because the exit door is the preferred mechanism to solve problematic salespeople who won't change or can't improve. There is no great appetite to rescue them.  For Japan, this won't work anymore though and the rescue part or the amelioration part is becoming more needed.  Declining population, in particular declining youth population, means there is a shortage of staff and especially salespeople.  We can't expect even competent people anymore and have to take what we can get.  That also means we have to pump more energy into getting them to be effective in sales.  Urgency is about speed of taking action and having excellent time management methods in place.  There is a lot to do in sales. As we get deals we get busier and when there aren't any deals, we get busy trying to get clients – it doesn't stop.  Disorganised people get into sales and they stay disorganised making it hard to be successful. I will bet that if you peel back the factors behind why a salesperson is struggling, their poor time management skills will be a prominent factor.  This is not complex though.  The Time Management Quadrant Two – Not Urgent but Important is where the planning has to get done and the Urgent and Important is where we live for the rest of the time. Planning means setting out our goals and then matching our priority schedule against the time required to get them completed.  The key is to plan first and then follow the plan, which seems to defeat the vast majority of salespeople.  We have to work with a sense of time poor urgency to make sure we can get everything done, which needs to get done and we need to know what is the order in which it should be done. Resilience is all about self-belief in the face of rejection and failure.  I have to keep in mind they are not rejecting Greg Story.  They are rejecting my offer in this business cycle, at this point in the financial year, at this point in their internal planning, in this offer's current  format, at this particular price point, with their sense of relative value, etc.  Winston Churchill's great quote is needed for salespeople about “going from failure to failure without loss of enthusiasm?”. Most of the time we fail in sales.  Most of the time the client doesn't make a decision or goes with a competitor or rejects our offer.  There is a fine line between learning from failure and being overwhelmed with self-doubt.  Of course, we have to reflect on what we could have done better without beating ourselves up, such that we can't get back in the saddle after having been thrown.  It is easy to spiral down further when things are not going well, but we have to dust ourselves off and keep going.  We need to do more study of the industry, the firm, the techniques of sales, do more role play practice, make a bigger effort to find prospects, make more calls and see more buyers. Curiosity is about really trying to understand the buyer's needs.  If all you are doing is blabbing on endlessly about the features of your widget, then this idea has no meaning for you.  If we have a genuine desire to fully understand what is driving the buyer's problems, we are on the right track to find a solution.  Or we will quickly discover they are not a buyer, because we don't have what they need. We don't waste any further time and we move on and find a real buyer.  There is no point in manufacturing a “fake” desire to understand the client's problems.  If you are going to go to the effort at all, you may as well go deep and be sincere. The point is we are looking to solve their problems and to do that we need to be driven to analyse what is going on in the client's world. We are not looking for a sale - we are looking for the re-order, because we bring such value to the buyer, that we become their trusted partner. Each of these aspects of coachability, urgency, resilience and curiosity are obvious, but like many things in sales, obvious but not adopted and not actually applied in our everyday work.  Tugging our forelock and genuflecting in the general direction of these truths is meaningless, unless we do something about mastering each aspect.  How do you measure up on all four fronts and where can you do better?  This is the mindset of the top performer sitting in the front row – how can I do more, better, easier, faster?  If you are not the top performer, then here is a four point roadmap to employ and you can start right now – no signups needed and no waiting required.

Knowing where to find potential clients is one of the core skills of salespeople.  Yes, marketing drives activity and we have our networks, but we need to keep that sales funnel full.  That means we need a healthy flow of new prospects to talk to.  Where will these new buyers come from?  Often we have to create them out of thin air.  Cold calling has become so much more difficult with remote work, as our buyers are hiding out at home.  They are protected by a steel wall of blockers making it impossible to get to them.  In this case, we need to re-group and re-think how we need to go about connecting with potential clients. Identifying the perfect client is a good way to start because this will mean we are only focused on buyers with the highest potential, rather than spraying our efforts everywhere without any great focus.  Let's look at some markers we can use to locate these ideal clients. Company size This could be the number of people or the size of the revenue.  Some operations may be too small to worry about and others may to big.  A very large client can often be a problem, because they have so many resources they may not need our help, particularly with regard to our provision of services. Age bracket The staff of the company may be a target for us and this may vary depending on the age range.  Are they newbies who have just started and are in their twenties?  Or are they seasoned staff on their thirties and forties.  Gender Are we focused on a particular gender for our product or service?  Some industries are very heavily weighted toward one gender over the other.  What is your situation? Years in business The maturity of the business can make a difference.  Are they a start up, thrusting and growing or a mature company heading toward a gradual decline?  Are they in peak condition and thriving with substantial volumes of business and substantial war chests available to be spent growing the business even further? Our Champion's profile We need a champion inside the company to push for us, but who would they be?  Are we after a C-suite executive, a middle manager or maybe a very specialized technician? How we found them Referral – this is a warm call, because we can leverage the name of the person they trust who is connecting us. This is not a perfect blocker antidote, but it is certainly a big help in that regard. Networking is a bit of a hit and miss process. They may not be the right client, but it will take at least one meeting to find that out or not and the time and effort is committed first, as opposed to knowing if the time is worth it or not. Cold calling is similar to networking, as we are uncertain if this buyer is actually going to lead to any business, so we are taking a guess on the outcome. Getting a meeting though from someone who doesn't know you is a good indicator that there may be some business here. Contact changed company. Often people take us with them to their new employer.  We have built up a relationship and the trust is there, so this is a very valuable champion to have. Introductions are similar to referrals, but the strength of the association may be weaker. They know you and if they just mention you it might be helpful without doing much more than that. For example, “you should talk to Greg Story”. Websites have a lot of money spent on them to yield SEO outcomes through getting buyers to contact us, so this is a good sign, because they are actively looking for what we have. Nikkei (Japanese domestic companies) and Gaishikei (foreign multi-nationals) are quite distinct categories, requiring separate approaches.  Does your offer work better with one, more than the other.  Do you need rapid decision-making, in which case Gaishikei companies will be a better focus. Profitability Being profitable is a great indicator of the capacity to invest in your solution.  Companies losing money or just breaking even, may love to buy what you sell, but they honestly cannot do it. Recession proof We are about to leap out of the frypan of Covid into the fire of a global recession, so which industries and sectors look like they can withstand that likelihood? Product or service fan We will manufacture fans of our solution and they are great supporters inside the buying organisation.  They may not even be our direct contact or in a related section, but behind the scenes they are supportive. Going through organisational change Change forces new options and new perspectives.  When everything is smooth sailing, it may be hard to get buyers to make a change of supply arrangements.  There is nothing like a good crisis to spark an interest in improving the current situation and being open to new possibilities. So when you are thinking about where to find good clients cast your eye over this list and remind yourself where they are hidden away.  

My guest in this episode is Greg Story, founder and CEO of sustainability proptech My Greener Planet. Greg has 35 years experience in the energy sector, most recently running solar and wind farms and prior to that specialised in energy infrastructure mergers, acquisitions and financing running infrastructure projects of $5b plus. My Greener Planet is a digital platform that allows businesses and consumers to buy fractional ownership in functioning renewable energy farms, accessing both shareholder dividends and carbon credits. MyGreener Planet was a winner in the 2022 Proptech Awards in the Smart City category as a startup. --- Send in a voice message: https://anchor.fm/theproptechpodcast/message

DALE CARNEGIE This comprehensive episode is a true "memoir" with Greg's Story of the Dale Carnegie Institute of Japan. His recount of the past, family lineage, academic achievements, karate mastery, and career path is remarkable, with illustrative stories abound. Childhood in the Australian bush built resilience as Greg worked hard beside his father. In his teens, he became hooked on karate and accomplished an unheard-of ascension (from white to black belt) in 19 months! Karate and learning Japanese drew him to Japan, where Greg assiduously worked towards his Ph.D. During his stint with Austrade, Greg and his partners placed a bid for the Dale Carnegie franchise in Japan (Greg is now the sole owner). Greg views Japan as the best place to age, with its safety, convenience, efficiency, and respectful people.

Are you planning to do business in Japan? Then you need to listen to this interview with Dr. Greg Story.Dr. Greg Story, President of Dale Carnegie Training Japan, talked about studying, living, speaking Japanese, and doing business in Japan. A Ph.D. in Japanese decision-making, and a 36-year veteran of Japan, he is a leadership expert with broad experience. Among his impressive business accomplishments are:• Launching a "start-up" in Nagoya• "Turning around" companies for Austrade in both Osaka and Tokyo• Acting as Commercial Minister in the Australian Embassy • Leading as Country Head for Austrade• Progressing to the role of Co-CEO at the Shinsei Retail Bank• Becoming the Country Head for the National Australia Bank in Japan• And more recently, managing, coaching, training, and consulting at Dale Carnegie Training Japan Global, #8 in revenues in 2020. A 6th Dan in traditional Shitoryu Karate, he applies martial art philosophies and strategies to business issues. He is so energetic and enthusiastic! An excellent and engaging communicator! You will learn a lot about cultural adaptationand Japan. Don't miss it!

The first story in our new mini series "Praying Wives." Keene shares the Lord's constant faithfulness in her life no matter the ups or downs. We also hear how God used Keene to bring her husband, Greg (Story 193 and Podcast #2), to the Lord and the impact this had on their life as well as so many others! Enjoy!

Ever think about taking your sales career international but don't know where to get started?  Greg Story, President of the Dale Carnegie Sales Training in Japan, comes to Sell Or Die to add a few stamps to your sales passport. Greg expounds on the mistakes that some sales people in Japan make, are you making those same mistakes? Find out why some of the best languages in sales are absolutely universal and if you can translate them can make you money. Greg is also the author of Japan Sales Mastery: Lessons from Thirty Years in Japan This episode is brought to you by, The Why and The Buy, hosted by Jeff Bajorek and Christie Walters. They interview entrepreneurs and sales experts to find out the why behind their success. Listen on Apple Podcasts or wherever you get your podcasts. On today's show... 02:56 - Who was Dale Carnegie and why is he still influential today? 10:22 - Selling Enyclopedia Brittanica's door to door 16:53 - Adjusting to the differences between being a student in Japan and running a business 21:14 - Paying attention to the subtle clues in a sales meetings makes you money 26:42 - "The fundamentals of sales are not being applied here (in Japan) by salespeople because they're fundamentally untrained." -Dr Greg Story 30:33 - Are there enough qualified sales people in Japan? 32:10 - Greg reveals how to waste a 50 minute sales pitch? 39:09 - Are you missing any of the non verbal cues during sales pitches?   Join our Exclusive Sell or Die Facebook Group, where our members are already discussing the latest episode. Submit your sales question and we will answer it on the show!   FREE E-BOOK For a limited time, get Jennifer Gluckow's FREE EBOOK: 27 Winning Strategies That Will Take You From Sales Slump to Sales Streak   Need more sales help? Jeffrey's website: https://gitomer.com Jennifer's website: https://salesinanyminute.com Subscribe to the Gitomer Learning Academy: https://go.gitomer.com/gitomer-learning-academy   NEW BOOK Order your copy of Jeffrey's new book Sales Manifesto TODAY! Imperative actions you need to take and master to dominate your competition and win for yourself...for the next decade.   SEE JEFFREY LIVE It's time to skill-up. Learn from Jeffrey Gitomer, the King of Sales. He'll be giving a seminar in a city near you. Be there!

Every Friday we present a supercut of the most insightful, most inspiring, most useful pieces of sales wisdom from the week that was. And in case you missed it, click the links below to listen to the full episodes.   This episode is brought to you by the Selling with Soul podcast, hosted by Meredith Messenger and produced by the Sell or Die Podcast Network. Selling with Soul discussed new sales and revenue growth strategies, demystifies sales concepts and develops sales skills through master classes and expert interviews. Listen today on Apple Podcasts or wherever you get your podcasts.   On today's show... 02:02 - Gina Trimarco unveils her "Yes, And.." strategy to the Sell Or Die Universe 05:27 - Dr. Greg Story tells a story of the most boring sales presentation alive 08:26 - On Motivation Monday, Jeffrey and Jen address what Diehards must do if their biggest sales rivals are their coworkers.   GET MORE SELL OR DIE Join our Exclusive Sell or Die Facebook Group, where our members are already discussing the latest episode. Submit your sales question and we will answer it on the show!   Need more sales help? Jeffrey's website: https://gitomer.com Jennifer's website: https://salesinanyminute.com Subscribe to the Gitomer Learning Academy: https://go.gitomer.com/gitomer-learning-academy   NEW BOOK Order your copy of Jen's new book Sales in A New York Minute today! 212 pages of real world and easy to implement strategies to make more sales build loyal relationships and make more money.   SEE JEFFREY LIVE It's time to skill-up. Learn from Jeffrey Gitomer, the King of Sales. He'll be giving a seminar in a city near you. Be there!

Our guest this week is Hal Elrod, author of The Miracle Morning. Hal has not one incredible story but TWO. At age 20 his car was hit head-on by a drunk driver at 70 miles per hour, his heart stopped beating for 6 minutes, he broke 11 bones and woke up after being in a coma for 6 days to be told by his doctors that he would probably never walk again. Well, not only did Hal walk, he ran a 52-mile ultra-marathon and went on to became a hall of fame business achiever, international keynote speaker, author, and grateful husband & father—all before he turned 30. Then, in November of 2016, Hal nearly died again—his kidneys, lungs, and heart were failing, and he was diagnosed with a rare, and very aggressive form of leukemia. After enduring the most difficult year of his life, battling cancer, Hal is now cancer-free and furthering his mission as the host of the Achieve Your Goals podcast, creator of the Best Year Ever [Blueprint] LIVE event, and Executive Producer of The Miracle Morning MOVIE—a documentary featuring Lewis Howes, Robert Kiyosaki, Robin Sharma, Mel Robbins, James Altucher, Dr. John Gray, Laila Ali, Pat Flynn, John Lee Dumas, Marci Schimoff, Joe Polish, and more. This episode is brought to you by "Japan Sales Mastery" the newest book by renowned international business expert Dr. Greg Story. If you need help with your international sales in Japan, this is a MUST read. Dr. Story heads Dale Carnegie Japan and hosts his own podcast "Sales Japan Series”   On today's show...  11:44 - How Hal Elroid kept his spirits high even after the accident 16:40 - What is Hal Elrod's 5 - Minute Rule? 27:17 - What disconnects people from living up to their full potential 29:50 -  What are the Six Practices Of The Miracle Morning?  Are YOU a Sell-or-Die-Hard?

Our guest this week is a certified Sell or Die regular, Jeb Blount, author of a new book, Objections: The Ultimate Guide for Mastering the Art and Science of Getting Past No.  This episode is brought to you by "Japan Sales Mastery" the newest book by renowned international business expert Dr. Greg Story. If you need help with your international sales in Japan, this is a MUST read. Dr. Story heads Dale Carnegie Japan and hosts his own podcast "Sales Japan Series” We're starting a Sell or Die Book Club and you can join! Our first book is Stop Selling and Start Leading. Here's what to do: Buy the book using promocode SSSLP for 20% off! Join us on our Facebook Live group book discussion on May 10th! Subscribe to the Sell or Die Podcast! It only takes 7.5 seconds

Our guest this week is Jacob Baadsgaard, founder of Disruptive Advertising. He's here today to talk to us about how to be disruptive with your marketing and what he learned transitioning from founder who sells everything to running a team of sales people. The lessons he learned and the culture he's established will help you become an amazing sales leader.  This episode is brought to you by "Japan Sales Mastery" the newest book by renowned international business expert Dr. Greg Story. If you need help with your international sales in Japan, this is a MUST read. Dr. Story heads Dale Carnegie Japan and hosts his own podcast "Sales Japan Series” We're starting a Sell or Die Book Club and you can join! Our first book is Stop Selling and Start Leading. Here's what to do:  1. Buy the book using promocode SSSLP for 20% off! 2. Join us on our Facebook Live group book discussion on May 10th! Subscribe to the Sell or Die Podcast! It only takes 7.5 seconds

Have you ever had trouble selling to someone that made WAY more money than you? Ever hesitated before revealing price. This episode will help you tremendously. Our guest this week is Richard C. Wilson, CEO of the Family Office Club.  Richard C. Wilson helps $100M+ net worth families create and manage their single family offices and currently manages 14 clients including mandates with three billionaire families and as the CEO of a $500M+ single family office and Head of Direct Investments for another with $200M+ in assets. Richard literally wrote the book on the family office industry, The Single Family Office: Creating, Operating, and Managing the Investments of a Single Family Office and a recently released book called How to Start a Family Office: Blueprints for Setting Up Your Single Family Office. This episode is brought to you by "Japan Sales Mastery" the newest book by renowned international business expert Dr. Greg Story. If you need help with your international sales in Japan, this is a MUST read. Dr. Story heads Dale Carnegie Japan and hosts his own podcast "Sales Japan Series." Subscribe to the Sell or Die Podcast! It only takes 7.5 seconds