Creating Your Personal Style When Presenting
When people hear you're speaking, do they say, "I need to attend that talk"? Style can be built on purpose—by choosing what you'll be known for and practising it in public.

Q: Can you really create a personal presenting style?
A: Yes. Decide your signature—energy, data, stories, razor-clear analysis—then build toward it. Borrow from role models and subtract anything that isn't you.
Mini-summary: Style is deliberate: choose a signature and subtract the rest.

Q: How do you build a following without constant stage time?
A: Publish. Write blogs, record short videos, guest on podcasts. Consistency makes you findable and proves your expertise to organisers.
Mini-summary: Be discoverable: publish proof, consistently.

Q: Should I use humour?
A: Only if it's natural. Forced jokes and culture-centric sarcasm backfire. If wit is part of you, use it sparingly; if not, prioritise clarity and value.
Mini-summary: Be congruent; forced humour erodes trust.

Q: Where do data and research fit?
A: If you have strong data, make it a draw. New information builds authority and repeat audiences—provided delivery keeps it engaging.
Mini-summary: Insight attracts; delivery retains.

Q: How do I avoid being boring?
A: Short sentences, purposeful pauses, clean visuals, one clear message and one action. Practise weekly and review recordings to trim filler.
Mini-summary: Tighten delivery and rehearse in public.

Bottom line: Choose your lane, publish consistently and refine delivery. Repetition creates rhythm; rhythm becomes style—and style builds your brand.

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.

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.