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The Japan Business Mastery Show aims to draw back the velvet curtain on what is rerally going on with doing business in Japan. Everything is so different here it can be confusing. This show will take you through all those minefields and position you for success in this market.
 
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show series
 
Service provision should be linear but it isn’t. We receive great service followed by bas service. Why is that and how do eliminate the inconsistencies revealed? Salespeople are always trying to assure their buyers that they and their firm are trustworthy and reliable. The follow through component of the sales process is when these two claims are t…
 
Trying to explain Japan to your boss back at HQ is a real pain. HQ ideas on solutions for Japan rarely hit the mark. One of the dubious delights of running an international business in Japan is dealing with the Mother Ship or it’s Regional Hub spin off. Trying to explain Japan to those who don’t know Japan, has always proven tremendously character …
 
Complex subjects are usually presented by technical experts. It is rare to find one done well though. How can this be, these are very smart people? Technical experts love their specialty. Usually, they have studied hard and long to get into their profession and there is also substantial on-going professional development required to stay current. Th…
 
No one wants to be sold, but we love to buy. The difference between these two approaches comes down to the mindset of the salesperson and their sales abilities. The hardest sales job in the world is selling something you don’t believe in yourself. The acid test is would you sell this “whatever” to your grandmother? If the answer is no, then get out…
 
Motivation is simple. It comes from within. If you don’t believe me, try yelling to your staff member “be motivated, be motivated, be motivated” over and over and you will soon see how ridiculous the idea is. The boss’s job is to create the environment where the self-motivated can excel. “Motivate me” must be one of the saddest requests a leader ca…
 
Japan is a male dominated society, especially in business. If you are a female presenter in business, the chances are high there will be a majority of men in the audience. I attend a lot of events in Tokyo and I have noticed a few commonalities amongst the most successful women presenters in this male dominated environment here in Japan. Here is wh…
 
The facts, data and details of our solution are addictive. So addictive, we want to start telling the prospective client all about how great they are. We are getting ahead of ourselves though, because how do we know they are the right solution for that buyer? This is where we have to change our mindset and think about how we can identify the need b…
 
To be successful in business today, we need to be able to access the full capability of our team. The boss can’t do it all by themselves and they don’t want to have to be the brains of the outfit, constantly having to tell people what to do and how to do it. We need to tap into the creativity of our people and that makes all the difference. The tri…
 
Audiences are so impatient today. Worse still, they have a powerful weapon of escape from us in their hand held devices. They observe the first few minutes of our presentation to decide if they will keep paying attention or whether they will escape to the delights of the internet. How long does it take you on average to form a first impression? My …
 
Having a code in sales is critical. How do we keep an even keel in a profession which is continuously buffeting us with ups and downs? We need a set of guidelines to help us become the trusted partner of our clients. Today we are going explore some human relations principles which will help us do that. There are thirty human relations principles fo…
 
Time is spelt L-I-F-E. We will use time everyday, but how well will we use it. Let’s get some ideas in today’s show on wat we can do with the time we have. Leaders are busy people and it is difficult to find time during the day to be “in the moment”. Phones ring, email floods in without mercy, staff want a piece of you, meetings suck the life force…
 
What are the key things we should be concentrating on to make sure we are clear to our audience? The most common request, from both Japanese and English speakers in our classes is to “be clear when presenting”. The speakers want their message to get across to the audience, to be easy to follow, to have some impact from their efforts to get up in fr…
 
Success is replicable but only if we know what has worked well for others. Here are some common characteristics of the most successful negotiators. Being successful, doesn't mean being cunning, tricky, transactional, thinking win/lose. It also doesn’t mean being impervious to the impact the way you conduct a negotiation will have on both your curre…
 
Everyone is a critic today, holding their firm opinion, swanning around full of biases and prejudices. We better know how to state our conclusion in a way which avoids all of those minefields. Avoid this Business School advice at all costs, “State your conclusion first and then explain the reasoning behind it”. The “conclusion first” advice is a re…
 
The competition to grasp and then hold the attention of our audiences is becoming more and more fierce. We have all become fervent multi-taskers, listening to someone speak while surreptitiously scrolling through our email feed, Facebook or LinkedIn or all three! Having our listener follow what we are saying, digest it and agree with it, must be th…
 
The client has a problem and we fix it, our goods or services are delivered, outcomes are achieved and everybody wins. Problems and issues are a bit like icebergs though – there is a lot more going on below the surface than can be spotted from the captain’s bridge. The salesperson’s role is to go after the whole iceberg and not just the obvious bit…
 
Doing more, better, faster with less, screams out for innovation. This could be a kaizen approach of continuous improvement or it could be breakthrough leaps. . How much scope can we allow in the creative process? At the practical level, this is really asking how many and how huge are the mistakes you will tolerate to achieve good ideas? Leader hav…
 
We all know a little knowledge is dangerous. I have witnessed this many times when it comes to some advice being pandered by so called experts about public speaking. Let’s dodge the fake news and learn what we should be worrying about in our presentation. Professor Albert Mehrabian’s 1967 study of communication concluded that 55% of the presenter’s…
 
How do we think about our customers? How authentic are our communications as a result? Are we telling enough stories about them? In this week’s show, we will see how a master of communication does it. I am sure you have you seen notices explaining that this location is going to close while the building is being reconstructed and that it will reopen…
 
Conflict happens in organisations. We can’t stop that, but we can control how we react to others when disagreements and arguments arise. You know you are not perfect, but some of those around you are a real pain to deal with. Why are they so difficult to get on with? Who knows, but the easiest way forward is to reduce the stress to a minimum by avo…
 
Many people don't start out with a design for their talk. They launch straight into the details, especially working with the slides. The lack of design shows as the structure isn't tight enough, the points are nor clear enough and mostly the talk is totally forgettable. Designing our presentation is a critical stage. We have identified our target a…
 
Clever, shallow, smooth as silk, glib, “rat with a gold tooth” salespeople are the scourge of the earth. There are no barriers to entry or qualifications to enter this field of sales work. Riff raff need not apply but quite often they do. Some will tell you anything, they live for today and like a shark, are constantly moving around in order to fee…
 
The vast majority of us are amateurs, when it comes to negotiating. Even in business, we would only be involved a few times a year perhaps in a major negotiation. Rather than trying to work it out by ourselves let’s take a look at some guidelines to make the whole process easier. Sadly, not everyone is like us – wonderful, charming, amusing, attrac…
 
We judge you by how well you can speak. Do you mumble, lurch from on random thought to another, or are you clear, concise and convincing. We not only judge you, we base our impression of your entire organization on you. Given this is important you would think we all would really work on communication skills. We can but we don’t. Find out about alte…
 
First impressions are everything. If we get that wrong, then we won’t be selling anything to that buyer. Today we will review some of the things we should be paying careful attention to, in order to help us build the trust with the client. As a buyer of products and services here in Japan, as someone who teaches sales and employs salespeople, it ha…
 
Procrastination is the bane of efficiency. Actually we all know well what we should be doing, but we just keep putting it off. Today we will look at some practical steps to get us better organized and become able to move forward and make progress. Paper piled high on all flat surfaces, email in-boxes bursting at the seams, project and completion de…
 
There is almost a checklist for things to pay attention to in getting ready for our talk. Things we should anticipate and plan for. In today’s show we will go through the most important aspects of preparation. Before jumping straight into the slides to build your presentation, identify your likely audience. It might be an internal meeting report to…
 
When is enough enough with bad actors? What do you do when they are the buyer’s representative? How much crap should we be prepared to take from nasty people just because they are the client? The customer is kamisama (God) in sales. We hear this a lot in Japan across all industries and sectors. Sometimes however, the buyer can more like an oni (Dev…
 
Busy bosses have the whole coaching thing taken care of – they don’t do any, because they are too frantic. Not a good approach is it, because we know we need to develop our people. No one will get promoted unless there is a willing and able replacement ready to step up. Coaching is how we get them ready and today we look at how to coach people prop…
 
We want profile. We want respect. We want plaudits. We want recognition. The problem is often we are totally unprepared for these things in a public arena. Consequently, when we are recognized for our achievements we destroy our credibility and we self immolate our personal brand. Don’t do that and find out in this episode what you can do instead. …
 
The first sale is to yourself regarding what it is you are selling. If you are not sold, then get out of that sales job and go find something you can believe in to sell. In Japan, you won’t find any other car brands in the Toyota carpark for a reason. The hardest sales job in the world is selling something you don’t believe in yourself. The acid te…
 
There are 15 public holidays a year in Japan plus some accepted company holidays as well. However there are other factors which impact work capability in Japan, that we need to be aware of and adjust our expectations accordingly. A boss grasp of these sensitivities will be well noted and much appreciated. There are specific work rhythms for Japan. …
 
This is the hardest time ever for presenters. We are already in the Age of Distraction and the Era of Cynicism and then we add alcohol to the mix – what could possibly go wrong with audience attention to our message? Find out here to be heard when all the odds are against you. The Master of Ceremony (MC) goes to the microphone to get the programme …
 
Cold calling is a nightmare at the best of times and even much worse when we don’t know what we are doing. Today we will look at some real life examples of what we need to be saying. Cold calling works much better when we are very clear about the outcome we can expect to achieve. There are products and services you can sell over the phone, however …
 
Ever heard that a training course changed somebody's life? "It was good", "I enjoyed it", “I learnt something new”, maybe. Warren Buffett, the famous American billionaire investor is a huge Dale Carnegie fan and often mentions in TV interviews how the Dale Carnegie course changed his life. Being in Japan, it is great to hear a leading local busines…
 
Memorizing speeches and reading them are both bad ideas. Okay. Then what are we supposed to do? Find out in this weeks show. The content was really great and the way the words were put together was quite clever. Obviously a tremendous amount of work had gone into this piece. The speaker had a previous professional journalistic background and the ca…
 
People enter sales with no thought. They find it is tough and leave or are fired. How about basing your sales career on having your own point of view, your own philosophy about what you are doing? Today we look at precisely how to do that. Like a lot of people, I subscribe to various sites that send you useful information, uplifting quotes etc. The…
 
Bad habits feed off laziness and inflexibility. Good habits need discipline, work, consistency. Which is precisely why we prefer to stick with our bad habits. Find out how to turn that around this week. We are all the product of our habits. What we do regularly defines our level of success. Bad habits, good habits are all the same, in terms of the …
 
Idiots believe content quality and value trumps delivery. Limited concentration spans in this Age of distraction have made presenting harder than any time in history. If you are not on top of your game, no one will be listening to your genius high value content. Can we be successful as a presenter if we don't connect with our audience? Many present…
 
We think sales is tough and we are sick of clients saying no. We want to quit. When you consider this story of Toshiya Kakiuchi, you will realise you have nothing to complain about. Salespeople are world class whiners and whingers. They are the most creative group amongst all professions for coming up with excuses about why they can’t meet their ta…
 
Being too clever by half is never a good idea for a presenter. We are here to make our points crystal clear to our audience, not to impress them with our own brilliance. Personal and professional brands get torn asunder when we get this wrong. Find out how to avoid that fate in today’s show. We are all assembled in a luxury hotel’s gorgeous functio…
 
Being influential and persuasive are professional skills. Salespeople need both but often are not trained in either. Let’s look at some new habits which will make all the difference. Being persuasive is a must when convincing buyers to give up their security (money) in exchange for the promise of higher value. Surprisingly, very few salespeople hav…
 
First impressions are vital in business and in life, yet so many companies get this simple thing wrong. How about your company? Let’s look at what people are getting wrong and see how to fix it. You appreciate Japan when you leave it and meet grumpy, angry looking, unfriendly customer facing staff overseas. Dale Carnegie's Human Relation's Principl…
 
Breathing is such a natural act and normally, we don’t pay it much attention. Somehow though, when we are giving a presentation, our breath control becomes a factor of success. One component is our nerves, which are driving the chemical surge through the body, making our heart rate skyrocket, which speeds up our breathing pattern. If we are not bre…
 
If we are presenting a brochure, flyer, price list, hard copy slide deck or any other typical collateral item, then we should adopt best practice for greatest success. Have two copies always, one for you to read and one for the client, unless you are a genius of reading upside down (which by the way seems to include all Japanese!). At the start, pu…
 
Kids today! Each generation struggles to understand why their successors are so different (and usually, by definition, “useless”). The Millennial cohort are those born between 1982 and 2000. This is a key group, especially in Japan, because they are not making enough of them any more. Over the last 20 years, the population of 15-24 years olds has h…
 
Usually this isn’t even a question for most presenters, because the organisers have already set up the room when you arrive. Our speaking spot has been designated for us. But have we been designated a spot by experts in public speaking or by the venue crew who usually just haul chairs, lug tables around and set up the stage? Sadly the coalescence b…
 
Price is always a big issue for salespeople. Sales Managers know that sales people are very happy to drop the price, because they see this as the easy route forward with the client. Whenever there is a price increase, sales people immediately whine about it, because they see this as making their task more difficult. They are permanently happy to di…
 
Sakaiya Taichi, a well known author and futurist, made some interesting observations about trends in Japanese youth society. He referred to young Japan’s current lack of yoku (desire), yume (dreams) and yaruki (guts). What does this mean for business and for our companies if we are staffed by young people without these three Ys? The triple whammy o…
 
Designing our presentation well is critical. We have identified our target audience for our key messages. We have selected the title to really engage our audience. We know the purpose of the exercise - inform, persuade, entertain or motivate to action. Designing the conclusion is always a good place to start. The conclusion is really the summary of…
 
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