Dale Carnegie Tokyo Training public
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THE Leadership Japan Series is powered with great content from the accumulated wisdom of 100 plus years of Dale Carnegie Training. The Series is hosted in Tokyo by Dr. Greg Story, President of Dale Carnegie Training Japan and is for those highly motivated students of leadership, who want to the best in their business field.
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THE Presentations Japan Series is powered by with great content from the accumulated wisdom of 100 plus years of Dale Carnegie Training. The show is hosted in Tokyo by Dr. Greg Story, President of Dale Carnegie Training Japan and is for those highly motivated students of presentations, who want to be the best in their business field.
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Japan's Top Business Interviews is the premier business interview podcast for people who want to know more about business in japan. The guests cover a range of industries and organisation sizes, to present a thorough overview of issues with leading in Japan. If you are a leader, especialy someone leading in Japan, then this is the podcast for you.
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“I would be able to sell a lot more except for all the external factors over which I have zero control”. Actually, you have never heard this line of argument before from a salesperson. This is because this statement is an honest appraisal of what they see as the problem, but they don’t express it that way. Instead they bitch about the boss, the mar…
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Effective leaders actively coach their staff and move them through four stages. In Phase One, they create a psychologically safe environment. In Phase Two, they engage the team members. In Phase Three, they evaluate the response to those engagement activities and finally, in Phase Four, they empower their subordinates. Let’s choose some of the most…
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I started my first podcast “The Japan Leadership Series” on August 2nd, 2013. Shortly after that, I discovered Content Marketing and got better educated on the subject thanks to Joe Pulizzi and Robert Rose’s podcast “This Old Marketing”, launched on November 20, 2013. The premise at the time was revolutionary. You put up your best stuff for free an…
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“Will It Blend” was a genius idea from Blendtec, kicked off with a $50 budget in 2006. The campaign saw Tom Dickson’s videos go viral and take a boring blender manufacturer into the pantheon of marketing presentations. They have 187 videos on YouTube and 845,000 subscribers to their channel. So far, their YouTube channel has had 294 million views. …
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Sometimes you see a confident leader really bomb their presentation. It doesn’t happen all that often, but when it does, the contrast is vast. If they are totally hopeless and they bomb, well that is understandable. But a competent leader shouldn’t bomb their presentation. He did and I was wondering why that happened? It was only at the end, when i…
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Have you ever had this experience? You cannot get on the same wavelength as the client. I remember an HR Director at one of the major fashion brands and I was always confused during our conversations. I was never sure where she stood on any number of issues about us delivering training for them. Yes, she was very pleasant, but also very obtuse and …
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We are usually asked to speak at events by some hosting organisation and these can be breakfast, lunches or evening occasions. Each has its challenges. Not that many people seem to be great in the early mornings and the energy level of the audience can be very low, as they are still sleepy. This sleepiness is definitely a problem for after lunch pr…
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Ideas are free and sometimes frivolous. We can brainstorm anything we like and we will come up with a bunch of ideas. Often that is where things grind to a shuddering halt. I have been in those rooms, where we covered all the walls with ideas great and mighty. What happened thereafter? Nothing. In Australia, in the 1990s, the government tightened u…
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Previously Tony was in the Financial Accounting Group-Advisory and Administration, Nomura Holdings, Head of Real Estate Finance Macquarie Group, Chief Financial Officer Merrill Lynch, Area Financial Controller HSBC, Manager PWC and Auditor KPMG. He has a Bachelor of Economics, Accountancy from the University of Sydney.…
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I have often thought there are so many lessons from the martial arts for our businesses. Here are my musings after 53 years of training in traditional Karate. Stepping on to the floor The dojo is the ultimate equalizer. Whether you arrived by chauffeur driven Roller or took Shanks’s mare, once you step on to that dojo floor only your ability and ch…
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Japan has a lot of wisdom to share and one of my favourites is to not start with the solution to a problem. In Japan, the idea is to start with making sure you have the right problem to solve. This is not easy, because often we are super busy and moving at warp speed all the time, so just jumping in to fix a problem sounds like the best approach. T…
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Japan loves detail. A lot more detail than we expect in the West. I remember a lecture I attended at an academic conference on Sino-Japanese relations here in Tokyo in the early 1980s. The Professor was making this point about the Japanese love of detail by relating how a Zen metaphor had been imported into Japan from China. In the Chinese telling,…
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I am terrible. I procrastinate about starting the assembly of my presentation. Invariably, by holding off starting, I create time tension, which forces me to elevate the priority of the presentation and lift its urgency above all the other competing demands on my time. I should start earlier and take some of that tension out of my life. So, everyon…
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Salespeople don't set the price of what they sell. This is usually an obscure outcome decided by someone else inside the machine. It might actually be an elaborate process, where multiple variables are carefully calibrated, mathematical formulae are applied and a price is arrived at. Or, it might be a slightly moist index finger boldly thrust skywa…
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Founded in 2000, Baidu has 39,800 employees and is one of the largest global AI and internet companies. Based in China, its major success has been its search engine business. Its quarterly revenues ending June 2024 were $4.67 billion, so it is a substantial company. The Head of Public Relations and Vice-President, Ms. Qu Jing, posted a video on soc…
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Usually in Japan, we are granted an audience with the buyer for an hour for the meeting. Sometimes with Western buyers, they want to restrict the time, so we only have thirty minutes, which makes things very difficult. We also know that if we can capture their interest, that thirty minutes can magically become much longer. We also know that there w…
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I was in a recent debate with the Dale Carnegie organisation about approving the publication of my new book “Japan Leadership Mastery”. There were concerns about copyright, because I was drawing on the Dale Carnegie curriculum for the book. A book is a powerful content marketing tool, so excluding the Dale Carnegie oeuvre defeats the purpose. One a…
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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 of there right now! It is rarely that clear cut though. The more important test is whether what you are selling solves the client’s problem or not. Selling clie…
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The era of the boss who had done all the tasks in the section and was the main expert on the business has well and truly passed. Today, it is more of a team effort and there are a lot more specialisations required than in the past. Collaboration is the key to creativity by grouping all the brain power in one place and unleashing it to solve the pro…
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Almost 100% of presentations that I see in Japan are one directional. The audience sits there passively and the speaker presents to them. There is no interaction with the audience. I was watching an interview with Clint Eastwood in his approach as a movie director. He was talking about his famous Western “The Unforgiven” and talking about how he sh…
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One of our problem areas is what to do with our hands when we speak. Judging by most of the presentations I see in Japan, few speakers have worked this out yet. Here are some common habits we can improve upon to make ourselves much more persuasive and professional. 1. Hands in front of the body. The arms and hands when held in front of the body cre…
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The leader has a different role to that of the manager. The manager makes the business run on time, to quality and on budget. The leader does all of those things, plus sets the strategic direction for the business, crafts the culture and builds the people. If we want to control every aspect of the firm, then we have to micro-manage everything. Obvi…
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TikTok, Reels, Shorts, etc., are video snippets training everyone to micro absorb information and stimuli. If it doesn’t grab our attention in three seconds, we are off that screen and scrolling forward to find something more interesting. The modern instrument of torture for the presenter is the mobile phone. It whips our audience away from our mes…
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Aussies are a casual people. They prefer informality and being chilled, to stiff interactions in business or otherwise. They can’t handle silence and always feel the need to inject something to break the tension. Imagine the cultural divide when they are trying to sell to Japanese buyers. Japan is a country which loves formality, ceremony, uniforms…
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Previously Patrick was Operations Director at Innov8; Purchasing and RD Director at Groupe ADF; Operations Director at Uniross; Purchasing Director at Alcatel Mobile Phones and Mechanical Manager at SAGEM. He has a Masters Degree in Mechanical Engineering from Arts et Metiers Paris Tech – Ecole National Superieure d’Arts et Metiers and an MBA from …
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Okay, now its time for the show, Soredewa ikimasho, so let's get going. The hush has now swept across the room. All eyes are fixed on the MC, breaths are being held, awaiting the announcement of this year’s winner. Amazingly, it registers that it is your name they are calling to the stage. Emotion wells up. Your team join you for handshaking, shoul…
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As the boss, we are always super busy. We have the management of the team and the results to work on. Everything has to be progressing on cost, on time and on quality. At the same time, we are setting the strategy, the direction for the team, communicating that so that everyone understands, establishing the values, and we are coaching and building …
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Blarney, snake oil, silver tongued – the list goes on to describe salespeople convincing buyers to buy. Now buyers know this and are always guarded, because they don’t want to be duped and make a bad decision. I am sure we have all been conned by a salesperson at some point in time, in matters great and small. Regardless, we don’t like it. We feel …
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Snatching defeat from the jaws of victory is a bad idea and yet so many presenters do it. I was attending an Annual General Meeting event and the organisation President gave a short talk. The content was appropriate for the occasion. The length was good, not too long and not too short, the voice strength loud enough to be easily heard, and the cade…
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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…
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Managers manage. That means they make sure everything runs on time, to cost and to quality. The leader does all of that, plus some additional important things. These include setting the strategic direction for the team and building the people’s capabilities. Part of the leader’s role is to unite everyone behind the direction they are setting for th…
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We are slowly emerging from Covid, yet a few leftovers are still hanging around, making our sales life complicated. One of those is the sales call conducted on the small screen using Teams or Zoom or whatever. These meetings are certainly efficient for the buyers, because they can get a lot of calls done more easily and for salespeople, it cuts out…
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What a double act they were. Two economists giving us some insights into where the markets are going and making sense of the world we face. Anytime you see an event where there is going to be some crystal ball gazing going on about where we are headed in the global economy, you want to be there. We are all more risk averse than greedy, and we want …
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We are all pretty average on recalling events, people’s names, locations, sequences, inanimate objects, etc., but we are geniuses on remembering feelings. We are especially good on how people made us feel and what super memories we have developed in this particular department. Business is deemed to be logical – cool, balanced, unswerving on the roa…
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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 c…
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Getting a deal done in a single meeting is an extremely rare event in Japan. Usually, the people we are talking to are not the final decision-makers and so they cannot give us a definite promise to buy our solution. The exception would be firms run by the dictator owner/leader who controls everything and can make a decision on the spot. Even in the…
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Value is a difficult thing to pin down. In any audience, there is bound to be a wide range of interests, needs, and wants. How do we decipher that array into a presentation which meets all expectations? Well, we can’t. There are too many variables at play, so we have to work on hitting the target for the majority of those who have assembled to hear…
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Previously Ahbijay was Vice-President of Development for IHG Japan, Australasia and Pacific Region, Director of Development Planning AMEA for Whitbread PLC Singapore, and Director of Development Middle East, Africa and South Asia for the Jumeirah Group. He has a Master’s Degree from Erasmus University’s Rotterdam School Of Management…
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The Master of Ceremony (MC) goes to the microphone to get the programme underway but the audience are simply oblivious, caught up in their own riveting conversations. The situation is much worse at receptions where alcohol is already flowing and the people down the back are generating a roar, a positive din, that drowns out the speakers. Here are s…
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Do leaders have to be perfect? It sounds ridiculous to expect that, because none of us are perfect. However, leaders often act like they are perfect. They assume the mantle of position power and shoot out orders and commands to those below them in the hierarchy. They derive the direction forward, make the tough calls and determine how things are to…
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We often hear that people buy on emotion and justify with logic. The strange thing is where is this emotion coming from? Most Japanese salespeople speak in a very dry, grey, logical fashion expecting to convince the buyer to hand over their dough. I am a salesperson but as the President of my company, also a buyer of goods and services. I have been…
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We love another acronym, not! It is a handy memory jogger though, so let’s persevere with yet another one. Whenever you are in a situation where you need to get collaboration, support, funding or agreement, then the EAR formula is a very effective tool for presenters. It is simplicity itself in terms of understanding the formula. The delivery thoug…
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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 Mana…
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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…
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