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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.
 
THE Sales 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 sales, who want to be the best in their business field.
 
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.
 
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.
 
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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show series
 
William Boesen is the President of the East Asiatic Company Japan. Originally from Denmark and like me, martial arts drew him to Japan to further his training and to advance his career. In 2001, with ISS he became General Manager in Japan reorganising the company here with their partner the famous Mitsui Trading company. In 2004 he became the Presi…
 
Bullying, humiliation, ridiculous targets, rubbish goods, stress, shame – a toxic cocktail often suffered in the sales environment. We often get into sales by accident. There are no varsity courses in sales. There is training available by companies like ourselves, but often this is not offered by the employer. The assumption is you look after yours…
 
I received a leave application request on a Saturday from one of my staff. It reminded me that we had missed our weekly meeting. In fact, now that I think about it, we have missed quite a few of them, because of various scheduling conflicts. My busyness has been a factor. This made me recall that fantastic Bill Oncken and Don Wass article in the Ha…
 
There are many non-Japanese speaking business people doing deals with Japanese companies. They may be flying in for meetings or may be based on the ground here. Even those locally based may not have sufficient fluency to conduct a sales meeting in Japanese, even though they make speak some level of Japanese language. I don’t know if I would call my…
 
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…
 
Best of the Best Encore #39: Andrew Hankinson, President, Zwilling J.A. Henckels Japan Originally released Feb 27, 2021 Andrew Hankinson is the President of Zwilling J.A. Henckels Japan and host of the podcast Now and Zen. Originally from Seattle, Washington, Mr. Hankinson’s passion for Japan grew at a young age, having been exposed to Japanese cul…
 
I have often thought there are so many lessons from the martial arts for our businesses. Here are my musings after 51 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…
 
Western leadership is a meritocracy where the most driven, talented, hardest working and ambitious are given the responsibility for those cannot make it to the top. Everyone knows the rules and the system works pretty well. The American version is at one end where the degree of ruthlessness is more pronounced and accepted. Other Western nations hav…
 
I was listening to a sales podcast and the expert guest was lampooning some typical closes as outdated, insulting and useless. He was relating how early in his sales career he had come across these closes and they didn’t work. Naturally he had written his one book with a better alternative. I was thinking about what he said and asked myself are the…
 
We all know that first impressions are critical, but what happens if you blow it? There are a couple of typical ways we can hurt our credibility at the start. Trying a joke that bombs is a very common credibility and personal and professional brand destroyer. You think you are funny, when you aren’t. Or you think the joke is funny, but you are a cr…
 
Tom Reich has been working in various roles for BAE systems in America and recently in Japan. Originally he worked in the US State Department including a stint as American Consul-General in Okinawa as well as working in the US Department of Trade. He has a Masters Degree in International Relations from Georgetown University.…
 
Speaking in front of others makes many people tongue tied and nervous. They struggle to get through a simple presentation, internally, in front of their colleagues. A public audience is something they would flee from, screaming and waving their hands in the air. Why is that? We all learn how to talk. The presentation is just a talk, so what is the …
 
Getting change anywhere is a difficult process, but Japan is a special case. Often in business, we represent the change. We are the potential new supplier and that means a change. They have been doing business with someone else and we want them to stop doing that and do business with us instead. There are many currents underpinning Japanese culture…
 
Riffraff inhabit all corners of the business world, but the sales profession suffers more than many others. Bankers do all sorts of evil things with our money. Stock brokers do all sorts of evil things with our money. Real estate agents tell one version of the truth to buyers. Government officials purloin our money. Everywhere you look, someone is …
 
As businesspeople, we don’t get that many chances to face a public audience and give an actual talk. The majority of the time, we are giving internal weekly reports on projects or revenues. We feel constrained to deliver in the same way everyone else is delivering – monotone, lifeless, dull accounting of the progress or non-progress of our section.…
 
We have many images of negotiation thanks to the media. Most of these representations however have very little relevance in the real world of business. A lot of the work done on negotiations focuses on “tactics”. This is completely understandable for any transactional based negotiations. Those one off deals where there is no great likelihood of any…
 
Society approves titles and status, especially in Japan. We rise through the ranks and following the Peter Principle, we peak at our upper level of incompetence. On the way up, we pick up titles and accrue status, respect and credence amplified through the power of our title. Our personal power though could be suddenly exposed as bogus, when we get…
 
Sale’s solutions are what make the business world thrive. The client has a problem and we fix it, our goods or services are delivered, outcomes are achieved and everybody wins. In a lot of cases however these are only partial wins. Problems and issues are a bit like icebergs – there is a lot more going on below the surface than can be spotted from …
 
There are some fundamental mechanics of the presentation delivery. I would call these hygiene factors for presenting. Eye contact, facial expression, voice modulation, gesture usage, pause insertion and posture are the basics. Unfortunately, in my observation, most business presenters have not mastered these core skills. This despite all of the tra…
 
Ruth Jarman is the founder of Jarman International. She graduated from Tufts with a BA in International relations, studied Japanese at Nanzan University in Nagoya and joined recruit in 1988. While at Recruit she worked closely with the CEO Hiromasa Ezoe and credits him with teaching her about business. She launched Jarman International in 2012.…
 
Robert Roche, Founder and Executive Chairman of Oak Lawn Marketing and Founder and President of Roche Enterprises originally trained as a lawyer and has become one of the most successful foreign business founders in Japan. His company, Oak Lawn Marketing found a niche opportunity to bring popular North American TV shopping products to Japan. In 199…
 
Projects have been around for a long time of course and in the modern era we have accumulated a vast amount of best practice on how to manage them. It isn’t usually that we don’t know what to do, it is that we don’t actually do it. We get into trouble when we just leap in and dig straight into the logistical entrails, without giving enough thought …
 
The calendar year represents the start of a new year for many businesses. Others will be looking at April 1st for their financial year start. Nevertheless, everyone will be facing the change of year period and it is always a great time for reflection. The holidays should be fully occupied with family responsibilities or pure down time, to rest and …
 
We are starting the New Year and have we decided how we will start it? Are we going to just slide back into our old habits and pick up the threads of the deals we were working on before the break? Or are we going to do some fresh thinking about what we are doing and how we are doing it? As salespeople, we are all massively time poor. That sets off …
 
There are some levels of presenter and so where do you fit in? The scaredy-cat like I used to be, avoiding all opportunities to present. The novice presenter trying to work it out by yourself through trial and error? The student of presenting who has worked out the connection between persuasive ability and career and business success. The semi-pro …
 
Don’t think of a pink elephant. Did you think of one when you read that sentence? It shows how easily we can we swayed by images. If I had said don’t think of the letters p-i-n-k-e-l-e-p-h-a-n-t, you would have been fabulously successful. What is the difference – both refer to the same prohibition? We are very much susceptible to images, yet we rar…
 
Fads are a constant in business. Consultants have a field day. They rush around providing companies with ideas on how to ride the new fashion wave. They then have to milk it as hard as possible, because they know it will be soon supplanted by the next fad. Diversity, Equity and Inclusion (DEI) is right up there as the latest fad in Japan. I am not …
 
A cushion, in the sales world, isn’t that thing you bite into with frustration when your old client buys from your competitor rather than you. It is a ploy, a trick, a device, a subterfuge to stop us making a mess of the deal. Most salespeople have no idea what a cushion is or how to employ it, which is why they are losing sales on a regular basis.…
 
Chris Anderson is a curator for TED talks and so far there have been a billion views of TED talks since they started forty years ago. He wrote an article for the Harvard Business Review titled “How To Give A Killer Presentation” which was published back in June 2013 and it still stands up well today. I have given a TED talk myself and so have had s…
 
Mr. Amane Nakashima is the Chairman of Kewpie Corporation, the manufacture of Kewpie mayonnaise, one of the most famous food products in Japan. The firm started in Tokyo in 1919 after the founder Toichiro Nakashima returned from studying in America, where he had encountered mayonnaise for the first time. It has retained the number one spot for maya…
 
Time is of the essence. Patience is a virtue. Worthy aims but sometimes we mix these aspirations up in sales. We are not moving quickly enough and miss the chance. At other times , we are impatient and we force the issue when we should be more stoic and considered. We lose on both counts whenever we confuse what we should actually be doing. Being t…
 
Shaun Tomson was a famous South African world champion surfer and the recent guest on Tim Reid’s podcast Small Business Big Marketing, of which I am a fan. In the show, Shaun was talking about what he called his Code concept, based around 12 “I will” statements. In fifteen minutes, we have to come up with twelve statements, each starting with the w…
 
Most salespeople are very good on the detail of their solutions. The more technical the solution, in order to be able to explain it to the buyer, the more expert level of knowledge is needed. The only problem with this expertise concentration is that buyers don’t buy features. They have a problem which they need solved and the features are a necess…
 
In the sales world, it is well known that as buyers the first purchase we make is the salesperson serving us. We decide we like and trust this person and therefore allow them to extract our money in return for a service or product. It is the same in the world of presenting. We buy the presenter first and then we absorb their message. Given this is …
 
Wolfgang Angyal, President of Riedel Japan, originally grew up in Austria and came to Japan in 1985 as an Austrian representative in restaurant service sector of the 28th WorldSkills Competition and won first place. He credits this win to the trust he had of his supporting team who were all Japanese. Mr. Angyal has also been practicing Judo from a …
 
Beginning your talk in Japan with a series of apologies is standard practice. First apologise for speaking while standing, because you are towering above your audience implying superiority. Next, tell us how nervous you are about speaking to such a distinguished audience. Don't forget to mention you had no time to prepare the talk properly because …
 
Every month, I check the leave balance for my staff and am always unhappy with the numbers. The team can accrue up to 20 days a year for a maximum of two years, so technically they can have 40 days available, if they don’t take any leave at all. Anything beyond that 40 days they lose. In my company we provide an additional 4 days of company paid ho…
 
I attended an online presentation recently and the presenter was from one of the HUGE social media companies and the presentation was very different from the norm. He was using his company’s internal platform to deliver the presentation, rather than using standard tools like PowerPoint or its equivalent. He could conduct comprehension tests of his …
 
A very common complaint from foreign bosses here in Japan is that their sales staff are over-servicing the Japanese buyer. Sometimes they are left to wonder who their staff are really working for – their company or the client’s company. I am sure there are many sales bosses based outside Japan thinking, “that is the type of problem I would like to …
 
Karl Hanhe, originally from Germany, has been in Japan over thirty years. He set up his own company here called ONEWORLD in 1992, before selling it in 2004. After remaining in that business for a couple of years, he became the President and Representative Director of Haefele Japan in 2008.Av DR. GREG STORY
 
Sport is a popular source of inspiration for corporate leadership. Coaches attend off-sites and make good money telling executives how to be better motivators. Sports journalist Simon Kuper made an interesting observation in one of his columns in the Financial Times about famous football coaches falling into decline, supplanted by younger, more inn…
 
When we first start out in business we are ninja boss watchers, studying our leaders with a level of forensic detail which is remarkable. How is their mood today? Should I bring up that request or pick another day, etc.? We study how they lead, both the good, the bad and the ugly. We are rarely mentally putting ourselves in their place, taking thei…
 
Proprietary research findings, industry experience, thick product catalogues, detailed flyers were the currency of the salesperson, before the advent of the iPhone. The salesperson was an unknown quantity, so the only guarantee was their firm’s brand. The individual didn’t have a personal brand. Steve Jobs introduced the iPhone in 2007 and changed …
 
“Urgent – we need help” is the type of text message you love as a training company. It means the “why now?”, part of the question has a train wreck answer that you can fix. In this case and in many similar cases, it is not the big bosses getting difficult or disgruntled clients acting up. It is a grass roots rebellion against colleagues who are clu…
 
Brendan Delahunty, who is the President of SPORTS TRAVEL & HOSPITALITY JAPAN (STH JAPAN) , first arrived in Japan for the JET Program in 1993 and has been living in the country since then, for over 30 years. His teaching experience through the JET Program led him into working at Pearson, the world's largest education company. At Pearson, Mr. Delahu…
 
I was at a speech recently, given by a very prominent person, an extremely experienced speaker, to a very prestigious audience. There were two particular problems with the speech. One was it was set for 25 minutes but the speaker finished in 8 minutes. The second problem was that the most interesting part of the speech was not readily accessible fo…
 
Bosses coaching employees is such a critical task, yet so few leaders get any training on how to be effective in this role. In Japan, the OJT On The Job Training is supposed to provide the guidance needed. That probably worked back in the 1960s when Japan was doubling the size of the GNP. Today though it is a poor cousin to what it used to be. Back…
 
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 be…
 
As speakers we have a tremendous amount of things to concentrate on when presenting. Is my speaking speed at the right cadence? Am I being clear with what I am saying? Are the audience able to follow the navigation of my slide deck? Am I losing attention to the wiles of the mobile phone, as people escape from me to the internet? We can all have a l…
 
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