『The Cutting Edge Japan Business Show』のカバーアート

The Cutting Edge Japan Business Show

The Cutting Edge Japan Business Show

著者： Dr. Greg Story
無料で聴く

このコンテンツについて

 For succeeding in business in Japan you need to know how to lead, sell and persuade. This is what we cover in the show. No matter what the issue you will get hints, information, experience and insights into securing the necessary solutions required. Everything in the show is based on real world perspectives, with a strong emphasis on offering practical steps you can take to succeed.copyright 2022 マネジメント マネジメント・リーダーシップ 経済学
エピソード
  • 380 Control the Narrative: What Buyers See Before You Meet

    380 Control the Narrative: What Buyers See Before You Meet
    2025/12/14
    Why do clients "check you out" online before the first sales meeting? Buyers now assume that everything about us is only a few mouse clicks away, so online "checking you out" happens before the calendar invite becomes real. Because this scrutiny is routine and increasing, therefore your credibility is being scored before you speak a word in the meeting. The script frames this as a certainty for salespeople: prospects will look at your social media and search results to decide who you are and whether you are worth their time. Because the check happens before the conversation, therefore it can either lift trust early or create doubt that you have to fight through later. Mini-summary: Pre-meeting research is inevitable. Because it happens first, therefore your digital presence shapes the starting trust level. What should salespeople assume buyers will find when they search? Buyers may use a standard search engine, or they may search using tools driven by artificial intelligence, and the question is whether the results look random or controlled. Because random results can misrepresent you or hide your expertise, therefore the recommended aim is "content within your control." The script does not argue for perfection; it argues for intentionality. Because prospects are forming an impression from what is easiest to see, therefore you want the first page to reflect business credibility rather than accidental content. Mini-summary: Buyers will search. Because first-page impressions form quickly, therefore you should control what appears. How does "content marketing" function as pre-selling for sales professionals? Content marketing is described as putting your wares up for free on social media to demonstrate you provide value. For sales professionals, the instruction is to be clinical about what you publish. Because your job is to earn trust before the meeting, therefore your content must help buyers solve problems, not merely announce your existence. This is "pre-selling" in a practical sense: your expertise does part of the persuasion before you arrive. Because value is visible, therefore trust is easier to earn when you finally meet. Mini-summary: Content marketing is proof-of-value in public. Because it is visible before the meeting, therefore it pre-sells your credibility. What kind of content builds credibility without triggering buyer resistance? The script recommends articles about issues in the industry or market and how to fix those. It warns strongly against propaganda for your company, product, or service. Because audiences disengage at the first blatant hint of gross self-promotion, therefore credibility-building content must sound like useful analysis rather than a brochure. A further advantage is distribution: these articles may also suit industry or business magazines because editors want high-quality free content. Because third-party placement signals seriousness, therefore good articles can multiply your authority beyond your own channels. Mini-summary: Lead with market problems and fixes. Because overt self-promotion repels attention, therefore keep the value educational and practical. How can one idea be repurposed into blogs, podcasts, and video? The script outlines a simple repurposing chain: write a blog, then read it into a microphone, record, add light production such as music, and turn it into a podcast. Because many people multitask while learning—walking the dog, running, commuting, or training—therefore audio makes your expertise easier to consume. The same blog can also be delivered on camera to create video content for YouTube, either live-streamed on a phone or recorded with higher-quality gear, including teleprompters, if you choose. Because different buyers prefer different formats, therefore one core idea can become multiple discovery doors. Mini-summary: One idea can become text, audio, and video. Because audiences consume content differently, therefore repurposing expands reach without inventing new topics. What if you do not like writing but still need to publish? The script uses Gary Vaynerchuk as an example of someone who relies on video as the main delivery channel and then strips audio for podcasts and turns transcripts into text posts. The practical lesson is not celebrity; it is flexibility. Because some people communicate better by speaking than writing—and many salespeople can certainly talk—therefore recording yourself can be a faster path to consistent publishing. You can then use support to shape transcripts into readable text if needed. Because the medium is a tool, therefore choose the channel that keeps you producing credible content. Mini-summary: If writing blocks you, speak first. Because spoken content can be repurposed, therefore you can still build a strong footprint. Why do "voice assets" matter for discoverability? The script flags a shift: search is not only text; voice search is part of the game, supported by artificial intelligence. It...
    続きを読む 一部表示
    12 分
  • 379 Why Your Posture Is Important When Presenting

    379 Why Your Posture Is Important When Presenting
    2025/11/30

    Why does posture matter for presenters on stage and on camera?

    Answer: Posture shapes both breathing and perception. A straighter posture aids airflow and spinal alignment, while signalling confidence and credibility. Because audiences often equate height and upright stance with leadership, slouching erodes trust before you say a word.
    Mini-summary: Straight posture helps you breathe better and look more credible.

    What posture choices project confidence in the room?

    Answer: Stand tall with your chin up so your gaze is level. Use intentional forward lean and chin drop only when making a strong assertion—do not default to a habitual lean that reads as weakness. Treat posture as a conscious tool that directs energy toward the audience.
    Mini-summary: Neutral tall stance for credibility; deliberate lean for emphasis.

    How does age-related posture drift affect credibility?

    Answer: As we age, hip flexion and a bent back can make us appear physically weaker. Audiences read that as diminished authority. Counteract the effect by elongating through the spine and avoiding any default stoop.
    Mini-summary: Counter "older = weaker" perceptions with upright alignment.

    What common online posture and camera mistakes destroy authority?

    Answer: Two frequent errors: (1) excellent posture but a low camera that looks up at you, which reads as distant or aloof; (2) correct camera height but rounded shoulders leaning into the lens, which reads as uncertain. In both cases, the message suffers because the image signals the opposite of expertise.
    Mini-summary: Bad camera angle or rounded posture undermines expertise online.

    How should you set up for online authority?

    Answer: Raise the lens to eye level; stand to present if possible to unlock full body language. If seated, sit tall a few centimetres off the chair back, remain vertical, and keep your gaze in the lens. Never slump into the back support, which looks casual and disengaged.
    Mini-summary: Eye-level lens + upright body = authority on screen.

    Why do filler sounds and posture interact so badly?

    Answer: Hesitation ("um" and "ah") plus a rounded, forward-leaning posture compound into a single signal of uncertainty. Clean alignment and calm pacing reduce verbal fillers and raise perceived expertise.
    Mini-summary: Upright posture helps your voice sound more confident.

    What is the low-cost posture checklist before you present?

    Answer: Straighten through the spine, level the chin, square the shoulders, lift the camera to eye line, and commit to looking into the lens. If you can, stand to present; if not, sit tall, avoid the chair back, and hold posture for the full session.
    Mini-summary: Five fixes—spine, chin, shoulders, camera, commitment.

    Author Bio

    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, he is certified globally across leadership, communication, sales, and presentation programmes, and has authored multiple best-sellers including Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery, alongside Japanese editions such as Za Eigyō (ザ営業) and Purezen no Tatsujin (プレゼンの達人). He publishes daily blogs, hosts six weekly podcasts, and produces three weekly YouTube shows including The Cutting Edge Japan Business Show.
    続きを読む 一部表示
    11 分
  • 378 The Foreign Leader In Japan

    378 The Foreign Leader In Japan
    2025/11/23

    Why do "crash-through" leadership styles fail in Japan?

    Force does not embed change. Employees hold a social contract with their firms, and client relationships are prized. Attempts to push damaging directives meet stiff resistance, and status alone cannot compel people whose careers outlast the expatriate's assignment.
    Mini-summary: Pressure triggers pushback; relationships and continuity beat status.

    What happens when a foreign boss vents or shows anger?

    Answer: It backfires. Losing one's temper is seen as childish and out of control. Credible leaders stay composed, persuade, and conceal negative reactions with tactful language and controlled body cues. Venting does not move work forward.
    Mini-summary: Composure and persuasion equal credibility; anger erodes influence.

    How should a foreign leader gather input if people will not volunteer it?

    Answer: Do not ask for open-ended opinions; ask why a proposed step would be "difficult." In practice, "difficult" signals "impossible," inviting detailed critique. Capture objections comprehensively—then pivot to "how could we make it work?"
    Mini-summary: Elicit critique with "difficult," then redirect to solutions.

    What keeps change stuck, and how do you unstick it?

    Answer: Early replies will be half-hearted. Leaders must be politely persistent, repeatedly asking for deeper thinking. Consensus building is time-heavy, but once agreement emerges, execution accelerates because stakeholders are aligned.
    Mini-summary: Patient iteration builds consensus; agreement speeds delivery.

    How does language shape leadership effectiveness?

    Answer: Japanese communication is indirect and skilled at masking true reactions; English is more direct. Effective leaders read subtle cues, avoid blunt dismissals, and use careful phrasing to maintain face while guiding decisions.
    Mini-summary: Indirect language protects face; nuanced messaging earns traction.

    Why do headquarters expectations often misfire?

    Answer: Timelines ignore local trust-building. Without patience for hearts-and-minds work, targets set from afar become fantasy. Expatriate leaders are squeezed by HQ pressure above and local resistance below.
    Mini-summary: Unrealistic HQ clocks collide with local consensus cycles.

    What is the typical outcome of short expatriate rotations?

    Answer: Progress stalls. Just as momentum builds, leaders are reassigned, leaving little legacy and forcing teams to restart under a new boss. Stability and continuity are strategic advantages in Japan.
    Mini-summary: Short tenures reset progress; continuity compounds gains.

    Author Bio

    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, he is certified globally across leadership, communication, sales, and presentation programmes, and has authored multiple best-sellers including Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery, alongside Japanese editions such as Za Eigyō (ザ営業) and Purezen no Tatsujin (プレゼンの達人). He publishes daily blogs, hosts six weekly podcasts, and produces three weekly YouTube shows including The Cutting Edge Japan Business Show.
    続きを読む 一部表示
    12 分
まだレビューはありません