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The Presentations Japan Series

The Presentations Japan Series

Auteur(s): Dale Carnegie Training
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 Persuasion power is one of the kingpins of business success. We recognise immediately those who have the facility and those who don't. We certainly trust, gravitate toward and follow those with persuasion power. Those who don't have it lack presence and fundamentally disappear from view and become invisible. We have to face the reality, persuasion power is critical for building our careers and businesses. The good thing is we can all master this ability. We can learn how to become persuasive and all we need is the right information, insight and access to the rich experiences of others. If you want to lead or sell then you must have this capability. This is a fact from which there is no escape and there are no excuses.Copyright 2022 Développement commercial et entrepreneuriat Entrepreneurship Gestion et leadership Économie
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  • How An Expert Prepares For A TED Talk

    How An Expert Prepares For A TED Talk
    Dec 8 2025
    TED and TEDx look effortless on stage, but the behind-the-scenes prep is anything but casual. In this talk, I pulled back the velvet curtain on how I prepared for a TEDx talk—especially the parts most people skip: designing the ending first, engineering a punchy opening, and rehearsing like a maniac so tech issues don't derail you. Is TED/TEDx preparation really different from a normal business presentation? Yes—TED/TEDx forces ruthless compression, because you've got a hard time cap and a global audience. In my case, I had up to thirteen minutes, with restrictions on topic and format, and the whole "ideas worth spreading" expectation sitting on your shoulders. That changes everything compared with a 45-minute internal briefing at a conglomerate or a client pitch at a fast-moving startup. Every word is gold, so you can't "talk your way into clarity" the way you might in a boardroom. You need a single thesis, clean structure, and a delivery plan that works under lights, cameras, and nerves. Do now: Treat TED like a product launch—tight spec, tight runtime, tight message. If it doesn't serve the thesis, cut it. How do experts choose a TED talk topic and central message? Start with a topic that fits the format and can travel across cultures, industries, and countries. I chose "Transform Our Relationships" because TED talks are broadcast globally, and the theme has universal relevance—whether you're leading a team in Tokyo, selling in Sydney, or managing stakeholders in Europe. Then you lock the central message until it's unmistakable. In my case, the title basically was the thesis: "transform your relationships for the better." That clarity prevents the classic mistake of drifting into clever side quests that feel interesting but dilute the point. Do now: Write your thesis as one sentence you'd be happy to see quoted out of context. If it can't stand alone, it's not ready. Why should you design the ending before the opening? Because your close is your compass—if you don't know the ending, the middle becomes a junk drawer. I started by deciding how I wanted to finish, then designed everything to land there cleanly. I also linked the close back to remarks from the start, so the talk could "tie a neat bow" and feel complete. TED format usually means no questions, so you're not designing multiple landing zones—just one strong finish that nails the central message. Do now: Draft your final 20 seconds first. Then reverse-engineer the talk so every section earns the right to exist. How do you build the middle of a short talk without rambling? Use chapters, not vibes: pick a small set of principles and make each one a complete unit. I used Dale Carnegie's human relations principles, but there are thirty—way too many—so I selected seven (and later had to drop one when rehearsal exposed the time blowout). Each principle became a chapter, which made construction easier and cutting less emotional. I then added "flesh on the bones" with story vignettes—some invented to illustrate, some real. To bridge into the principles, I used recognisable anchors like Gandhi ("be the change…") and Newton's action–reaction idea to make the "change your angle of approach" concept instantly graspable. Do now: Build 5–7 chapters max. Make each chapter removable without breaking the whole talk. How do you craft a TED opening that grabs attention (without clickbait)? Your opening has one job: make the audience lean in and think, "Wait—where is this going?" I researched what others said about transforming relationships and found a report ("Relationships in the 21st Century") with conclusions I felt were obvious—perfect for a debunking-style opening. A slightly controversial start can be an attention grabber, but I left the final design of the opening until the end—because once the ending and structure were solid, I could engineer an opener that set up anticipation without gimmicks. If the report had contained something genuinely profound, I would've used it as authority reinforcement instead. Do now: Write three openings: (1) contrarian debunk, (2) authority-backed insight, (3) personal story. Choose the one that best tees up your thesis. What rehearsal system stops you bombing on the day (especially with tech problems)? Rehearsal isn't "practice"—it's risk management under a stopwatch. I rehearsed until timing and flow were locked: I recorded the full script and replayed it about ten times to absorb the structure, then did live rehearsals, editing to stay under the thirteen-minute limit. Right before delivery, I did five full-power rehearsals the day before, then ten full-power rehearsals on the day at home—checking time every run. That repetition gave confidence when there were technical issues with the stage screen, and later a last-second delay (four seconds before going on) that could've wrecked concentration. I used breathing control, avoided green-room ...
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    19 min
  • Opening Our Presentation (Part Two)

    Opening Our Presentation (Part Two)
    Dec 1 2025
    If your opening drifts, your audience drifts. In a post-pandemic, hybrid-work world (Zoom, Teams, in-person, and everything in between), attention is brutally expensive and "micro concentration spans" feel even shorter than they used to. So in Part Two, we'll add two more high-impact openings you can apply straight away: storytelling and compliments—done in a way that feels human, not salesy, and definitely not like propaganda. How do you open a presentation so people actually listen (especially in 2025)? You earn attention in the first 30–60 seconds by giving people a reason to stay—emotionally and intellectually.Think of your opening like a "decision point": your audience is silently choosing between you and their inbox. In Japan, the US, and Europe, the same truth holds across startups and multinationals—whether you're at Toyota, Rakuten, Google, or a five-person SME: the opening must feel relevant now. Post-2020, people are conditioned to click away fast, so your opener needs a clear hook (what's in it for them), credibility (why you), and momentum (where this is going). Storytelling and compliments do that beautifully when they're specific, short, and anchored to the audience's world. Answer card: Attention is a trade—value first, then detail. Do now: Design your first minute like a landing page: hook, proof, direction. Why does storytelling work so well as an opening in business presentations? Storytelling works because people are neurologically trained to follow stories more than opinions. We've grown up with novels, movies, dramas, news—so a story switches the brain from "judge mode" into "follow mode." In business, story is how you create ethos + pathos + logos (Aristotle's persuasion trio) without sounding like you're trying too hard. A story gives context, stakes, and a human being to care about—something a slide can't do. That's why TED talks, executive keynotes, and great sales presentations nearly always open with a moment, not a mission statement. In Japan especially, where trust and context matter, a well-chosen story can quietly establish credibility before you ask for agreement. Answer card: Stories lower resistance and raise attention. Do now: Open with a real incident, not a generic claim. What kind of story should you tell: personal experience or third-party? Personal experience is usually the strongest opening because it's real—and real beats "corporate perfect" every time. People learn fastest from successes, but they lean in for failure-and-recovery stories because they feel true. Here's the contrast: "Let me tell you how I made my first ten million dollars" versus "Let me tell you how I lost my first ten million dollars." Most audiences want the second one—more drama, more learning, more honesty. Over-sharing wins no points, but a clean "war story" with a lesson builds trust fast, whether you're pitching in Sydney, selling in Singapore, or presenting in Tokyo. When personal stories are thin or politically risky, use third-party stories: a customer case, a biography, a documentary moment—borrow credibility without pretending. Answer card: Personal = high trust; third-party = flexible credibility. Do now: Pick one story that teaches a lesson, not one that proves you're perfect. How do you tell a short story when everyone's distracted (Zoom, phones, and micro attention spans)? Keep business stories tight: one scene, one problem, one turning point, one takeaway. Long stories are gone—today's environment punishes rambling. A practical structure leaders and sales teams use is: Setting → Tension → Choice → Result → Lesson. Keep it under 60–90 seconds. Drop details that don't change the meaning. Use "mind's eye" cues—time, place, person, consequence—so the audience can picture it quickly. This is even more important online, where silence feels longer and distraction is one click away. Whether you're inside a conglomerate, a nonprofit, or a SaaS startup, the aim is the same: create a vivid moment that earns the next five minutes of listening. Answer card: Short stories win; long stories leak attention. Do now: Script your opener story to 90 seconds and cut 30% more. How do compliments work as an opening without sounding fake or creepy? A compliment works when it's specific, credible, and linked to the topic—not just flattery. People like compliments, but they hate manipulation. You can compliment (1) the audience's shared experience, (2) the organisation, or (3) an individual—each creates a different kind of connection. Example: connect to a universal fear like public speaking ("Most people fear it because they haven't had training—speaking is learnt"), and suddenly everyone feels included. Or compliment the organisation: "Your reputation for excellence is phenomenal—let me tell you why." That causes curiosity and invokes pride. Individual compliments (e.g., "Tanaka-san said something insightful before we started...
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    13 min
  • Opening Our Presentation (Part One)

    Opening Our Presentation (Part One)
    Nov 17 2025
    In the first seconds of any presentation, your audience decides whether to lean in or tune out. This guide shows you how to design those opening moments—before you speak and through your first sentence—so you command attention, create immediate relevance, and set up the rest of your message to land. What makes a powerful presentation opening in 2025? Your opening starts before you speak—and the audience decides in seconds. In a smartphone-first era, those first seven seconds determine whether people lean in or drift off. The "silent opening" (walk, posture, eye contact) forms a first impression before a single slide appears. Conferences, town halls, and startup pitches now feel like a live feed—attention is earned fast or lost. Do now: Plan the pre-speech moment (walk, stance, pause) as deliberately as your first words. Decide what you want people to think before you speak, then choreograph for that outcome. How do I control first impressions before I even speak? Pre-stage signals set expectations—own your bio, the MC intro, and foyer chats. Event pages, LinkedIn blurbs, and the MC's script shape the audience's mental model. Brief the MC with a single, crisp positioning line ("Built Asia-Pacific revenue from ¥0 to ¥10B") and avoid laundry-list CVs. In B2B, hallway conversations are part of the show; in government or academic settings, your written session abstract becomes the first "slide" attendees see. Do now: Write a 20-word positioning line for the MC; update the event blurb; greet attendees with energy to "seed" a positive narrative. What should I physically do in the first 10 seconds? Walk briskly, take centre stage, pause, then project your first line. Movement signals confidence across cultures; a slight, purposeful pause lifts anticipation and quiets side-chatter. A strong first sentence delivered at higher vocal energy breaks through device distraction. Australian audiences prefer relaxed authority; Japanese audiences value elegant poise and clear structure; US audiences reward pace and punch. In all markets, eyes up—don't bury your face in the laptop while fumbling with HDMI. Do now: Rehearse a "no-tech" start: walk → plant → 1-beat pause → first line with 10–15% more volume than normal. How can I hook executives with a captivating statement? Open with an analogy, a bold fact, or good news—then explain the relevance. Analogy makes complex issues tangible ("Launching this strategic initiative is like learning to drive—lots looks simple until you're in traffic.")Bold fact creates a pattern interrupt (e.g., demographic shifts, cost-of-delay, risk concentration).Good news reframes the room: cite an industry uptick, an R&D milestone, or a customer win to signal value early. Startups often lead with traction; corporates often lead with risk or opportunity size—choose the frame that matches your audience. Do now: Draft three openers (analogy, fact, good news). Pick one that best answers your audience's "why this, why now?" Should I start with a question—and which ones actually work? Use questions to gather info, drive participation, or create agreement—sparingly. Hands-up questions give you a real-time snapshot and wake the room.Physical prompts ("Stand if you've led a cross-border project since 2023") add energy in offsites and leadership programs.Rhetorical questions align minds without calling for a reply ("What costs us more—slow decisions or rework?"). In high-context cultures, rhetorical alignment often outperforms cold-calling; in US sales kick-offs, rapid polling can boost momentum. Do now: Script one of each: (1) hands-up, (2) physical prompt, (3) rhetorical alignment. Choose the lightest touch that fits the room. How do I keep phones down and attention up from the first sentence? Design an attention moat: short sentences, elevated volume, and immediate relevance. Open with the outcome your audience cares about ("By the end, you'll have a 3-step opening you can deliver tomorrow"). Use names, dates, and entities to anchor time and credibility. Contrast markets (Japan vs. US) or sectors (consumer vs. B2B) to create novelty. Then promise—and deliver—one fast, valuable tactic before your first slide. Do now: First line = outcome; second line = entity/time anchor; third line = quick win. Keep each under 12 words. The simple checklist to design your opening this week Follow this 7-point "First 30 Seconds" checklist—then rehearse twice. Bio/MC line set.Walk-plant-pause mapped.First sentence bold.Choose one hook (analogy/fact/good news).One question type ready.Relevance statement tied to current priorities (growth, hiring, AI, cross-border).Fallback if tech fails. Pro tip: keep a printed one-page run-of-show; use it when slides go rogue. Conclusion Openings are a system, not a sentence. When you control pre-stage signals, choreograph the first 10 seconds, and deploy a deliberate hook, you earn permission to lead—whether in Tokyo, Sydney, ...
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    12 min
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