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The Japan Business Mastery Show

The Japan Business Mastery Show

By: Dr. Greg Story
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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.Copyright 2022 Economics Leadership Management & Leadership
Episodes
  • 275 Delegate Outcomes, Not Tasks: The Accountability Playbook for Japan
    Nov 6 2025

    Accountability In Your Team
    We all want accountable teams, yet deadlines slip and quality wobbles. People don't plan to fail—but vague ownership and weak rhythms make it easy to miss. Here's how leaders in Japan turn "own it" into a daily standard.

    Q: Where should leaders start?
    A: Start with time. Time discipline sets tone. Make planning visible, prioritise crisply and protect deep work for the tasks only you can do. When leaders respect time, teams respect commitments.
    Mini-summary: Your calendar sets culture; model time discipline.

    Q: Why do leaders become time-poor?
    A: Priorities are fuzzy and too much is done solo. Many tried delegation once, hit friction and reverted to "it's faster if I do it myself." That caps output and stalls succession.
    Mini-summary: Weak prioritisation and poor delegation create time debt.

    Q: How do you make delegation actually work?
    A: Delegate outcomes, not tasks. Frame the Why (intent), What (results & quality), and How (options, resources, guardrails). Ask for the plan back to confirm understanding. Set check-ins, decision rights and an escalation path.
    Mini-summary: Transfer outcomes with Why/What/How and agreed checkpoints.

    Q: What's the role of coaching in accountability?
    A: Orders create compliance; coaching builds ownership. Give context and constraints and use milestones so progress is observable. If accountability lags, increase coaching before pressure.
    Mini-summary: Coaching converts assignment into ownership.

    Q: Why are milestones critical in Japan?
    A: Milestones surface slippage early and keep alignment warm in consensus-driven environments. Without them, bad news arrives at the worst time—right before reviews or audits.
    Mini-summary: Milestones are the heartbeat that prevents surprises.

    Q: How should leaders handle shifting scope?
    A: Publish a clear definition of "done." If scope changes, explain the trade-off and reset the plan. Accountability thrives on clarity and dies in ambiguity.
    Mini-summary: Protect clarity; declare and reset when scope changes.

    Q: What habits make accountability stick?
    A: Replace heroics with habits: weekly three must-wins; a delegation cadence with coaching; short, rhythmic milestone reviews; mood management—guard sleep and script the first 30 minutes.
    Mini-summary: Small weekly habits scale accountability and results.

    Bottom line: Change how you manage time, delegate, coach and review progress. Accountability becomes how we work; trust compounds and results stick.

    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.

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    9 mins
  • 274 What Is The Right Length For Your Speech
    Oct 31 2025

    Why Do Speeches Often Go Too Long?
    Speakers love their words, but audiences only want what matters. The danger comes when speakers keep talking past the emotional high point. Once engagement peaks, attention begins to fade.

    Mini-summary: Speeches lose power when they drag past the point of maximum engagement.

    What Is the Risk of Having No Time Limit?
    When organisers set a limit, discipline is forced. But when speakers control their own slot, they often run long. Without boundaries, self-indulgence creeps in, and the speech becomes tiring.

    Mini-summary: Lack of limits tempts speakers into rambling and overstaying their welcome.

    How Should a Speech Be Designed?
    A well-structured speech builds toward a climax and then ends quickly with a call to action. The final words should land while the audience is emotionally primed, not after their interest has waned.

    Mini-summary: Design speeches to peak with emotion and finish with a crisp call to action.

    Why Is Discipline Essential in Speechwriting?
    We get attached to stories and opinions, padding talks unnecessarily. Discipline means cutting until only what supports the key message remains. It's better to leave audiences hungry for more than overfed and bored.

    Mini-summary: Ruthless editing ensures clarity, impact, and memorability.

    What's the One Key Question Every Speaker Should Ask?
    "What is the single message I want them to remember?" Anything unrelated should be cut. This forces clarity and ensures the speech drives action instead of drifting.

    Mini-summary: A clear central message should be the speech's anchor.

    So What's the Right Length for a Speech?
    It isn't measured in minutes but in impact. A short, sharp message at peak engagement beats a long-winded performance. The right length is always "long enough to inspire, short enough to leave them wanting more."

    Mini-summary: The best speeches end on impact, not on time.

    About the Author

    Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie "One Carnegie Award" (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results.

    He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have also been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban "Hito o Ugokasu" Rīdā (現代版「人を動かす」リーダー).

    In addition to his books, Greg publishes daily blogs on LinkedIn, Facebook, and Twitter, offering practical insights on leadership, communication, and Japanese business culture. He is also the host of six weekly podcasts, including The Leadership Japan Series, The Sales Japan Series, The Presentations Japan Series, Japan Business Mastery, and Japan's Top Business Interviews. On YouTube, he produces three weekly shows — The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan's Top Business Interviews — which have become leading resources for executives seeking strategies for success in Japan.

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    8 mins
  • 273 Presenting Manufactured Products
    Oct 23 2025
    Why Are Industrial Product Presentations Often So Dull? Industrial products are technical and specification-heavy. Salespeople often present them in dry, functional ways that mirror catalogues. Buyers tune out because they don't just buy specs—they buy confidence, trust, and belief. Mini-summary: Specs alone don't sell; buyers connect with confident, engaging salespeople. How Can Salespeople Move Beyond Features? Features are important, but benefits are what matter. A durable machine saves downtime and repairs. An easy-to-install product reduces disruption and costs. Linking benefits directly to a client's business creates relevance and excitement. Mini-summary: Translate features into applied benefits that directly improve the client's business. Why Should Numbers Be Used Creatively? Industrial products last years, which allows long-term savings calculations. But buyers also need to see short-term value. Breaking down savings into labour cuts, tax benefits, or immediate efficiencies ties the future to today's bottom line. Mini-summary: Frame long-term savings into immediate, bottom-line benefits. How Can Visuals Increase Buyer Engagement? Charts and graphs simplify comparisons. Videos showing installations or satisfied clients bring proof to life. With tablets and online tools, even technical evidence can be presented dynamically. Seeing is believing. Mini-summary: Visuals—from graphs to videos—make industrial product benefits vivid and real. What Lessons Can We Learn from Blendtec? Blendtec turned the blender into a viral sensation in 2007 with "Will It Blend?" By blending iPhones and iPads, they showed even mundane products can become captivating when presented creatively. Mini-summary: Creativity can transform the dullest product into a memorable story. What's the Key for Salespeople in This Market? Specs are essential, but not enough. Salespeople must connect benefits to client needs and support claims with evidence. Competitors who do this will win if your team doesn't. Mini-summary: Salespeople who integrate benefits, creativity, and evidence outperform those who just recite specs. Author Credentials Dr. Greg Story, Ph.D. in Japanese Decision-Making, is President of Dale Carnegie Tokyo Training and Adjunct Professor at Griffith University. He is a two-time winner of the Dale Carnegie "One Carnegie Award" (2018, 2021) and recipient of the Griffith University Business School Outstanding Alumnus Award (2012). As a Dale Carnegie Master Trainer, Greg is certified to deliver globally across all leadership, communication, sales, and presentation programs, including Leadership Training for Results. He has written several books, including three best-sellers — Japan Business Mastery, Japan Sales Mastery, and Japan Presentations Mastery — along with Japan Leadership Mastery and How to Stop Wasting Money on Training. His works have also been translated into Japanese, including Za Eigyō (ザ営業), Purezen no Tatsujin (プレゼンの達人), Torēningu de Okane o Muda ni Suru no wa Yamemashō (トレーニングでお金を無駄にするのはやめましょう), and Gendaiban "Hito o Ugokasu" Rīdā (現代版「人を動かす」リーダー). In addition to his books, Greg publishes daily blogs on LinkedIn, Facebook, and Twitter, offering practical insights on leadership, communication, and Japanese business culture. He is also the host of six weekly podcasts, including The Leadership Japan Series, The Sales Japan Series, The Presentations Japan Series, Japan Business Mastery, and Japan's Top Business Interviews. On YouTube, he produces three weekly shows — The Cutting Edge Japan Business Show, Japan Business Mastery, and Japan's Top Business Interviews — which have become leading resources for executives seeking strategies for success in Japan.
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    8 mins
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