Stop Forcing Fit: Sell What Solves Client Problems
Square-peg selling destroys trust and lifetime value. Here's how to redirect, realign and customise so the solution fits the client—not the quota.

Q: What's the #1 mistake salespeople make?
A: Poor listening. They talk too much, miss cues and push their agenda. Start with questions and let the buyer lead briefly if small talk stalls.
Mini-summary: Ask first, listen fully, then steer.

Q: How do I get the conversation back on track?
A: Redirect: "May I ask what outcome matters most right now?" Map goals, constraints, stakeholders and risk; then summarise back for confirmation.
Mini-summary: Clarify outcomes; play back for alignment.

Q: Why is mis-fit so costly?
A: Foisting the wrong solution haemorrhages trust. You may win a tiny first order and lose the account—and reputation—forever.
Mini-summary: Protect trust; protect lifetime value.

Q: How should I handle internal pressure and commissions?
A: Prioritise the client's ROI over your commission or boss's bolshie push. Re-scope if fit is weak; a small right win beats a big wrong one.
Mini-summary: Client ROI beats seller convenience.

Q: When should I customise?
A: More often than you think. Tailoring raises ROI and perceived value, even with fewer features. Off-the-shelf doesn't always fit.
Mini-summary: Make the solution fit the client.

Bottom line: Ask, map, confirm, align to client ROI, and customise. That's how you stop forcing the fit and start earning repeat business.

About the Author
Dr Greg Story, Ph.D. in Japanese Decision-Making, is a veteran Japan CEO and trainer, author of multiple best-sellers and host of the Japan Business Mastery series. He leads leadership and presentation programmes at Dale Carnegie Training Tokyo.

Leaders Be Persuasive
We're judged by what we say and how we say it. In a video-first world, every leader is a

Q: Why must leaders master presenting now?
A: Everyone carries a camera, and rivals publish nonstop. Hiding means your brand fades while theirs compounds. Speaking is now table stakes for credibility.
Mini-summary: Visibility is constant; skill must match.

Q: Isn't technical competence enough?
A: No. "Good enough" communication stalls influence. The market hears the difference between average and outstanding—and rewards polish.
Mini-summary: Competence ≠ persuasion; upgrade delivery.

Q: How do ego and blind spots hurt?
A: We don't know what we don't know. Confidence can mask gaps in structure, clarity and close. Coaching exposes and fixes them.
Mini-summary: Humility unlocks improvement.

Q: What's the fastest path to better performance?
A: Take focused training to build structure, storytelling, visuals, delivery and Q&A control. Practise openings and closes until they sing.
Mini-summary: Train the core, then rehearse the edges.

Q: How do I sustain gains?
A: Record a weekly short video, review eye contact, energy and message clarity, and tighten. Ask a peer to coach pace and presence.
Mini-summary: Short loops, steady improvement.

Bottom line: Presentation is a core leadership skill—acquire it, polish it and protect it. Then the big pitch becomes your stage.

About the Author
Dr Greg Story, Ph.D. in Japanese Decision-Making, is a veteran Japan CEO and trainer, author of multiple best-sellers and host of the Japan Business Mastery series. He leads leadership and presentation programmes at Dale Carnegie Training Tokyo.

How To Use Speaking To Promote Your Personal Brand
We live in a publisher's world. If you want speaking gigs that grow your brand in Japan, stop waiting to be discovered and start creating searchable proof of expertise.

Q: Where do I start with speaking if I'm not a writer?
A: List ten buyer problems you hear repeatedly. Record short answers if writing is hard; transcribe later. Clarity beats polish.
Mini-summary: Begin with your clients' questions and answer them clearly.

Q: What is a flagship article and why create one?
A: Stitch related posts into one substantial piece and submit it to industry or Chamber magazines. Edits are normal; publication adds authority and a link you can use in pitches.
Mini-summary: One published piece creates credibility and search visibility.

Q: How do I repurpose my content without feeling repetitive?
A: Break the flagship back into single-issue blogs. Post on your site, email it and schedule to social. Add a speaking call-to-action with outcomes, not slogans.
Mini-summary: One idea → many assets → steady visibility.

Q: How do I pitch to event organisers?
A: Send the published article, three talk titles with promised outcomes and links to short clips. Offer Japan-relevant examples. Ask about content gaps, not just open slots.
Mini-summary: Lead with proof and relevance, not a long bio.

Q: Should I use podcasts?
A: Yes. Guest on niche shows first; later, start your own if you can sustain a rhythm. Afterward, post clips, quotes and show notes on your site.
Mini-summary: Podcasts expand reach and feed your content engine.

Q: Do I need fancy video gear?
A: No. Phone, tripod, clip-on mic, one metre away. Hook, one idea, one example, one action. Add captions and repurpose the transcript.
Mini-summary: Simple setups beat silence; publish fast and often.

Bottom line: Think like a publisher. Publish, repurpose and pitch. The more quality touchpoints under your name, the easier it is for organisers and buyers to find you.

About the Author
Dr Greg Story, Ph.D. in Japanese Decision-Making, is a veteran Japan CEO and trainer, author of multiple best-sellers and host of the Japan Business Mastery series. He leads leadership and presentation programmes at Dale Carnegie Training Tokyo.