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The Japan Business Mastery Show

Dr. Greg Story
The Japan Business Mastery Show
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  • 262 Stop Killing Your Professional Presentation with Terrible Amateur  Slides
    When we are on stage, the visuals can make or break us. People often ask us at Dale Carnegie: how much is too much when it comes to slides? Let’s keep it simple: your visuals should support you, not compete with you. We want the audience’s attention on us, not the screen. That means stripping it back. Paragraphs? No. Sentences? Preferably not. Bullet points, single words, or strong images work best. Say less, so you can talk more. Follow the two-second rule. If your audience can’t “get it” in two seconds, it’s too complicated. Think clean, punchy and minimal. The six-by-six rule is a good anchor: no more than six lines per slide, and no more than six words per line. And fonts? Go big. Try 44-point for titles and 32-point for text. Then test it from the back of the room. If you can’t read it, no one else can either. Use sans serif fonts like Arial—they’re easier to read than fancier serif fonts. Avoid shouting at your audience with all caps. Use bold, underline and italics sparingly. These are tools to emphasise—not to overwhelm. When it comes to builds and animations, either reveal one idea at a time or present all the information at once. But be consistent. Don’t make your content jump around. Confusion is not a learning style. Images are gold. A sharp, relevant photo can say what three slides can’t. Once your audience sees the point of the picture in two seconds, you can then talk to it. Use bar graphs for comparisons, line charts for change over time, and pie charts for parts of a whole—but keep it simple. Too many variables and even a pie chart becomes a mess. Colours are the trap most presenters fall into. Black, blue, and green work well. Stay away from red, orange, and grey—especially red, which often disappears on screen. The contrast is everything. Slide decks reveal the pro instantly. The polished know what works and why. The rest, the great unwashed? They give the game away before they even open their mouths. Let’s not be in that camp. Let’s keep it sharp, tight, and professional.
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  • 261 Why Specs Focus Kill Sales in Japan
    Let’s set the scene. You’ve built trust with the buyer, asked the right questions, and uncovered their real challenges. You’ve done the hard yards and earned the right to present a solution. This is the moment you’ve been working toward—and it’s also the moment many salespeople blow it. We don’t open with the nitty gritty detail of the specs. That’s amateur hour. We start with our capability statement. We confirm that we have what they need and that we have the capacity to deliver. If we don’t, we say so. We walk away. Stop trying to force the square peg into the round hole. Instead, go find the right client. If it is a fit, we go deeper. We don’t just dump product features—we link each key feature to a benefit. And then we take that benefit and apply it directly to the client’s business. We climb that value ladder. We paint the picture of how their business improves because of what we bring to the table. Still, they are buyers, so they are sceptical. Fair enough. They’ve been burnt before. That’s why we present real evidence. Case studies. Outcomes. Social proof. We remove doubt with stories that land about other buyers just like them and how we helped them. We must bring in the stories. Sales without stories is forgettable. We tie in real examples, real people, and vivid detail. This isn’t just information—it’s transformation. We don’t forget the trial close: “How does that sound so far?” It’s low pressure, but very high value. It doesn’t feel like we are “closing” them”. It surfaces the doubts and lets us resolve them before they become silent deal-killers. Remember, our aim isn’t a one-off deal. It’s a trusted partnership. Reorders. Referrals. Long-term wins. That’s what the pros go after. They don’t spry, and pray and say goodbye. They craft, connect, and close. Let’s not waste the chance we’ve earned to win the trust of the buyer to serve them forever. Let’s make that solution presentation sing. Make it count.
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  • 260 Your Team Doesn’t Need a Critic—They Need a Coach
    Every year, we reset with lofty goals: hit targets, get promoted, improve ourselves. But what if the real breakthrough comes not from inward goals, but outward transformation? This year, let’s become the catalyst for others. Let’s become the light on the hill that lifts the whole team. Rather than finding faults bosses, let's become serial encouragers. We can choose to see others not through their failures, but through their struggles—and their strengths. Workplaces should not be rife with politics, blame games, or backstabbing. They should be zones of mutual respect, support, and growth. That starts with how we, as leaders, see others. If we approach them with criticism as our default, we kill trust. But if we become “good finders,” we elevate the whole environment. Everyone is carrying invisible burdens—personal, financial, emotional. Leaders must remember that they, too, are imperfect and benefit from leniency. So why deny that understanding to others? Always see staff through the prism of how you were at their age and stage. Japan’s surface calm hides tremendous internal pressure. Its culture of modesty and conformity can suppress people’s potential. Many live lives of quiet desperation. This year, let’s get off our high horse. Let’s guide people, not grade them. Let’s praise the small steps. Encourage risk. Celebrate growth. Stretch their Comfort Zones without punishing the stumbles. Drop the complaints. Replace them with gratitude, recognition, and positivity. Shift your language to uplift rather than critique. Be the beacon others can look to—not for perfection—but for permission to grow. As leaders, we are often waiting for others to improve. We stand in front of the empty fireplace and complain its cold. But how’s that working out? Instead, let’s become the spark. Decide to be the world you want to see, then lead from that space. Being “the light” is not about ego—it’s about service. It is about helping others find their strength, purpose, and potential. That’s the real leadership revolution. Let’s make this year different, not just for ourselves—but for everyone around us.  If this too fluffy for you, then good luck with recruiting and retaining staff in a rapidly diminishing supply employment market.  It is only going to get more desperate and so retaining people is the key.
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  • 259 Pro Presenters Cut the Fluff
    In this Age of Distraction, we’ve got seconds to win our audience’s attention—or lose it. When we’re unclear, rambling, blathering or long-winded, the audience bolts for their phones. If we’re not concise and clear, there’s zero chance of being persuasive, because no one is listening. That’s why structure and delivery matter more than ever. We often dive too deep into our subject and forget the audience hasn’t followed the same path. That’s where the trouble starts. We confuse them, and they mentally check out. We need to set the topic clearly and grab their attention fast. The opening must be dynamite—wake them up, spark interest, and demand attention. Then we break the content into five-minute chunks. Each block needs a switch—a story, visual, quote, or killer question—to re-engage. Every point we make must come with proof: data, examples, evidence. Don’t just say it—back it up.  Data needs stories and stories need data. The structure must flow logically. Choose a formula—chronological, thematic, problem-solution-result—and stick to it. Use verbal bridges between sections to guide the audience. “We’ve looked at X, now let’s move to Y.” Without these guideposts, listeners can get lost and mentally leave you. Timing is our best friend. Rehearsing with a stopwatch forces us to refine our message. We learn to trim fat, sharpen our language, and focus only on what matters. That’s how we avoid running over and skipping key points. We all hate the presenter who rushes through thirty slides in two minutes because they have lost control of the time. We end powerfully—with two closes. One before the Q&A to hammer home our message, and a final close that leaves them with a resonant takeaway. If we want to be persuasive, we must be sharp, structured, and intentional. Let’s drop the fluff, build flow, and craft messages people actually remember and can act on
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  • 258 Buyers Won’t Buy So How Do We Get Them To?
    The distance between wanting to buy and actually buying is often vast. Business leaders all have goals, but constraints around money, people, and bandwidth hold them back. The higher up we go, the more strategic the thinking. The CEO is concerned with the future. The CFO focuses on cash this quarter. Line managers just want to hit their numbers and hold on to their team. HR? In Japan, they’re often passive—gatekeepers and internal rule police, not champions of change. If a buyer feels their current situation and their desired future aren’t too far apart, urgency disappears. No pressure on them so no decision. And doing nothing is always the easiest option. It’s not just about money—it’s also about fear. A purchase can trigger more work, risk, or reveal gaps in capacity. In sales, we need to draw attention to the cost of inaction. But it doesn’t work if we just tell them. We’re salespeople. They’ll doubt our motives. From their side, they have to tell usthe gap is real—and unacceptable to them. That’s why we ask smart, reflective questions. “What happens if you can’t get there fast enough?” We bring speed into focus because nobody gets there as fast as they want. “What happens if you can’t clear that obstacle?” That’s where we come in with our solution lineup. We speed things up and make success smoother. We also bring it to the personal level. “If this fails, what does it mean for your team?” Buyers in Japan often avoid talking about personal risk, so we need to connect it to group outcomes. Our goal isn’t to push—it’s to guide them to the realization that they need help to bridge the gap. Once they see that, they’re open. Now we’re not just selling—they’re buying. The shift is subtle, but it changes everything. Ask the right questions, and the urgency to act starts to belong to them.
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About The Japan Business Mastery Show

For busy people, we have focused on just the key things you need to know. To be successful 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.
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