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The Presentations Japan Series

The Presentations Japan Series

Auteur(s): Dr. Greg Story
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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 to Have an Audience Like You by Building Rapport

    How to Have an Audience Like You by Building Rapport
    Oct 13 2025
    Twelve proven techniques leaders, executives, and presenters in Japan and worldwide can use to win audience trust and connection Why does building rapport with an audience matter? Presentations often begin with a room full of strangers. The audience may know little about the speaker beyond a short bio. They wonder: is this talk worth my time, is this speaker credible, will I gain value? Building rapport addresses these concerns quickly and creates connection. Research in communication shows that people remember how speakers make them feel more than the content itself. Leaders in Japan’s business community—whether addressing chambers of commerce, investor groups, or internal teams—gain credibility when they connect authentically. Without rapport, even technically correct presentations fail to persuade. Mini-Summary: Rapport is the foundation of influence. Audiences trust and engage with presenters who connect emotionally and authentically. How should you open a presentation to create rapport? Avoid cliché openings like “It is an honour to be here.” Instead, design a powerful opening that grabs attention immediately. Once you have their focus, then acknowledge the organisers and audience. Strong openings show confidence, while formulaic openings sound insincere. Global leaders often begin with a compelling story, surprising statistic, or provocative question. For example, executives at conferences like the World Economic Forum in Davos use striking openings to cut through distraction. This approach works equally well in Japan, where attention spans are challenged by information overload. Mini-Summary: Begin with impact, not clichés. Capture attention first, then express gratitude. How can appreciation and personal references build trust? Arriving early allows presenters to meet audience members and thank them personally. Referring to individuals during the talk—“Suzuki-san raised an interesting point earlier”—breaks down the invisible wall between speaker and audience. It signals authenticity and shared experience. This technique is common among top business communicators. Political leaders worldwide use names and anecdotes to personalise their messages. In Japan, where harmony and inclusion matter, mentioning individuals by name demonstrates respect and strengthens bonds. Mini-Summary: Personal connections—thanking individuals and mentioning names—turn audiences from strangers into allies. Why should leaders use humility and inclusive language? Ego creates distance. Speakers who act superior alienate audiences. Instead, humility and inclusive language—using “we” rather than “you”—foster unity. For example, saying “we should take action” feels collaborative, while “you should” feels accusatory. Japanese business culture values humility, but this principle applies globally. Leaders at firms like Toyota or Unilever gain influence not by commanding but by engaging as equals. Rapport grows when the audience feels part of the message, not separate from it. Mini-Summary: Humility and inclusive language build unity. Audiences respond better to “we” than to superiority or commands. How can facial expressions and delivery style affect rapport? Speakers may unconsciously scowl when concentrating, creating the impression of disapproval. Video recordings often reveal this mismatch. Smiling appropriately signals warmth and reduces barriers, as long as the smile fits the content. Tone matters too. A scolding voice creates resistance, while a friendly and congruent tone fosters openness. At international conferences, skilled presenters adjust tone and expression to suit both serious and lighter moments. In Japan, congruence is particularly valued—audiences quickly detect inauthentic delivery. Mini-Summary: Rapport grows when expressions and tone are congruent. Avoid scowls and use warmth to connect genuinely. What role do audience interests and emotions play? Talks should be designed from the audience’s perspective. What is in it for them? What insights can they apply immediately? Tailoring messages to their needs builds value. In addition, appealing to nobler emotions—shared purpose, progress, and contribution—elevates rapport. Audiences want speakers to succeed; meeting their expectations with sincerity builds goodwill. Leaders in Japan’s corporate sector, addressing employees or shareholders, create stronger bonds when they align messages with collective aspirations. Mini-Summary: Audiences connect when talks reflect their interests and values. Appeal to purpose and practical application to deepen rapport. How should leaders handle nerves, mistakes, and criticism? Audiences dislike apologies at the start of a talk. Instead, begin confidently. Nervousness should be masked, not announced. Having a good time while presenting signals confidence, even if internally you feel uneasy. Criticism should be welcomed gracefully. If someone challenges ...
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    13 min
  • Presentation Fundamentals for Business Leaders

    Presentation Fundamentals for Business Leaders
    Oct 6 2025
    Why mastering presentation basics matters for executives, managers, and professionals in Japan and globally Why do so many business leaders struggle with presentations? Most businesspeople enter leadership roles without structured presentation training. We focus on tasks, projects, and results, not on persuasion. As careers progress, responsibilities expand from reporting on progress to addressing divisions, shareholders, media, or industry groups. Yet many professionals simply imitate their bosses—who themselves lacked training. The result? The blind leading the blind. Companies rarely mandate presentation training for rising leaders, leaving individuals to “figure it out.” In Japan’s corporate culture, where communication is vital for trust-building, this oversight stalls leadership effectiveness. Without fundamentals, even talented executives lose influence when speaking. Mini-Summary: Presentation skills are rarely taught formally. Leaders must proactively learn fundamentals or risk being overshadowed by trained communicators. What’s the first step to mastering presentation fundamentals? Know your material so well that you feel you own it. Credibility comes from expertise and preparation. This means reading, researching, and gaining experience in the subject area. Being over-prepared allows you to answer questions confidently in Q&A sessions and demonstrate depth. Globally, executives at consulting firms like McKinsey or EY spend countless hours preparing beyond their presentation content. In Japan, depth is particularly valued—audiences expect presenters to demonstrate mastery and anticipate questions. Nothing shatters credibility faster than being exposed as unprepared. Mini-Summary: True confidence comes from mastery. Over-prepare so you can answer questions and project authority. Why does passion matter more than perfect delivery? Audiences remember enthusiasm more than details. Think back to school: some teachers delivered lectures robotically, while others radiated passion. The same applies in business. Presenters who show energy, conviction, and genuine excitement are remembered long after their slides are forgotten. In sales, passion equals persuasion. The same principle applies in leadership. Leaders at companies like Rakuten or Sony differentiate themselves by showing commitment to their message. Even if the topic is routine, finding areas that spark your interest—and projecting enthusiasm—makes a lasting impact. Mini-Summary: Passion makes you memorable. Even mundane topics benefit from energy and excitement, setting leaders apart. How do you project value and significance in your message? If presenters don’t sound convinced, the audience never will be. Communication is not just information transfer—it is influence. Presenters must demonstrate that their ideas matter, that the audience’s time is well spent, and that the content has real impact. In Japan’s hierarchical companies, employees often present because they’re told to, not because they believe in the message. That indifference shows, and audiences disengage. Instead, leaders should adopt a sales mindset: presenting is selling ideas. When we project conviction, we signal authority, trustworthiness, and leadership potential. Mini-Summary: Presentations must sell ideas. Confidence and conviction transfer belief to the audience and build influence. What happens if you avoid developing presentation skills? Executives can succeed in business without presentation mastery—but they will always be eclipsed by those who can influence from the stage or boardroom. Communication is a leadership multiplier. Leaders with strong fundamentals inspire, differentiate themselves, and create stronger personal brands. The pandemic and hybrid work environment made effective communication even more critical. Companies now demand leaders who can engage in-person, online, and across borders. Without these skills, careers stagnate. With them, leaders accelerate growth, recognition, and trust. Mini-Summary: Leaders without presentation skills may rise, but they’re eclipsed by those who communicate with impact. Fundamentals drive career advancement. How can you start improving today? Start with three fundamentals: know your content deeply, deliver with passion, and project value in every message. Rehearse frequently, seek coaching, and study great communicators. Firms like Dale Carnegie Tokyo Training provide frameworks that help leaders avoid wasted years of trial and error. Take ownership of your growth. Don’t wait for companies to sponsor training. Invest in yourself. The payoff is measurable in career advancement, reputation, and influence. Mini-Summary: Begin with mastery, passion, and value. Add practice and training to accelerate confidence and impact. Conclusion: Why fundamentals define leadership presence Presentations are not an optional skill—they are a leadership necessity. Companies may ...
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    11 min
  • Presentation Guidelines for Business Leaders

    Presentation Guidelines for Business Leaders
    Sep 29 2025
    Nine proven strategies executives and professionals in Japan and worldwide can use to master public speaking and influence with confidence Why do business professionals need presentation guidelines? Most of us stumble into public speaking without training. We focus on doing our jobs, not plotting a public speaking career path. Yet as careers advance, presentations to colleagues, clients, or stakeholders become unavoidable. Executives at firms like Hitachi, SoftBank, or Mitsubishi know that persuasive communication directly affects career progress and credibility. Without guidelines, many professionals waste decades avoiding public speaking. The good news? It’s never too late to learn. By following proven principles, anyone can become a confident communicator capable of inspiring audiences and strengthening personal brands. Mini-Summary: Public speaking is not optional in business careers. Guidelines accelerate confidence and credibility, ensuring leaders don’t miss opportunities. Should you use notes during a presentation? Yes, brief notes are acceptable. Smart presenters use them as navigation aids, either on the podium or discreetly placed behind the audience. Audiences don’t penalise speakers for glancing at notes—they care about clarity and delivery. The real mistake is trying to memorise everything, which creates unnecessary stress. Professionals at companies like Goldman Sachs or Deloitte often carry structured notes to ensure flow without losing authenticity. The key is to avoid reading word-for-word and instead speak naturally to main points. Mini-Summary: Notes provide direction and reduce stress. Reading word-for-word damages authenticity, but reference notes enhance confidence. Why is reading or memorising speeches ineffective? Reading entire speeches is disengaging. Audiences quickly tune out when delivery sounds like a monotone recitation. Memorising 30 minutes of text is equally flawed—it strains memory and removes spontaneity. Modern leaders need flexibility, not rigid scripts. Instead, professionals should memorise key ideas, not sentences. Political leaders and CEOs alike rely on talking points, not full manuscripts, to stay natural and adaptable. In Japan, executives trained in Dale Carnegie programs learn to communicate with presence, not performance. Mini-Summary: Reading or memorising word-for-word suffocates engagement. Focus on key points to remain natural, flexible, and credible. How can evidence strengthen your presentation? Audiences are sceptical of sweeping statements. Without proof, leaders risk credibility damage. Evidence—statistics, expert testimony, and case studies—adds authority. A claim like “our industry is growing” has little weight unless supported with 2025 market research or benchmarks from firms like PwC or Bain & Company. In Japan’s cautious corporate culture, data-backed arguments are particularly vital. Numbers, trends, and customer case studies reinforce trust, especially during Q&A sessions where credibility is tested. Mini-Summary: Evidence turns opinion into authority. Leaders should support claims with facts, statistics, and expert sources to maintain credibility. Why is rehearsal so important? Practice transforms delivery. Presenting to trusted colleagues provides feedback and confidence. But avoid asking vague questions like “What do you think?” Instead, request specifics: “What was strong?” and “How can it improve?” This reframes feedback into constructive insight. At global firms, leaders often rehearse in front of teams or communication coaches before critical investor calls or town halls. Japanese executives, known for precision, benefit greatly from structured rehearsal before presenting to boards or government stakeholders. Mini-Summary: Rehearsal reduces anxiety and strengthens delivery. Ask targeted questions to turn feedback into actionable improvement. Do you always need visual aids? Not necessarily. Slides are valuable only if they add clarity. Overloaded decks weaken impact, but visuals with people, trends, or key figures make content memorable. A simple chart highlighting one data point can be more persuasive than 20 dense slides. Visuals also act as navigation, allowing presenters to recall main points naturally. At firms like Apple or Tesla, minimalist visuals emphasise storytelling over clutter—an approach business leaders worldwide can adopt. Mini-Summary: Visual aids should clarify, not confuse. Use them sparingly to highlight key ideas and support storytelling. How should professionals control nerves before speaking? Nervous energy—“butterflies”—is natural. The solution is physical and mental preparation. Deep, slow breathing lowers heart rate and calms the body. Some professionals walk briskly backstage to burn excess energy, while others use pep talks to raise intensity. Finding a personal ritual is key. Research in workplace psychology shows that controlled breathing...
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    12 min
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