Episode #91: Don’t Give Mystifying Presentations Please

The number one request we receive from our participants in our presentations classes is help to make them clear to their audience. You would think that wouldn’t be that heard. Don’t worry, plenty of people are seizing defeat from the jaws of victory in this department. Today we will shine some light on what we should be doing to be more clear when presenting.

Welcome back to this weekly edition every Tuesday of "THE Cutting Edge Japan Business Show"

I am your host Dr. Greg Story, President of Dale Carnegie Training Japan and best selling author of Japan Sales Mastery. We are bringing the show to you from our High Performance Center in Akasaka in Minato-ku, the business center of Tokyo.

Why the Cutting Edge?

In this show, we are looking at the critical areas for success in business in Japan. We want to help advance everyone’s thinking so that we be at the forefront, the Cutting Edge, of how to flourish here in this market.

Before we get into this week’s topic, here is what caught my attention lately.

Cash is still king in japan. Notes and coins in circulation account for twenty percent of the nation’s GDP. This is double the amount in the EU. Cashless payments are still in their infancy at only twenty percent compared to Korea at ninety percent. Japan plans to reach forty percent cashless payments by the time it hosts the next Expo event in Osaka in twenty twenty five. Japan is expensive for credit card costs to merchants. At an average of three point five percent this is high compared to globally at one point five percent. Even for QR code systems the rate is three percent. There are estimated to be three hundred million e-money cards in circulation and over thirty million mobile phones with e-money functions in Japan. These only account for a few percent of retail payments though. In other news, last year one in eight young people turning twenty in Tokyo were not born in Japan. That doesn't count those born in japan, but who are not ethnically Japanese. The Government says there are two point seven three million non-japanese living here. The Japanese population may be declining, but the number of non-japanese is up six point six percent since two thousand and seventeen. Finally, if you are thinking of buying a convenience store franchise in Japan to become free of the corporate chains you might want to do some careful research. For example, seven eleven increased its outlets by one thousand every year between two thousand and eleven and two thousand and seventeen. During the same period, the labour shortage became more severe. The number of job offer to job seekers went from zero point five six to one point five four. Hourly costs for staff went up from seven hundred and thirty yen per hour to eight hundred and forty eight yen. The labour shortage and twenty four hour operating rule of the franchisors is forcing owners to work increasingly longer personal hours with no time off. Seven eleven also asks for between forty percent to seventy five percent of gross profit as its franchise fee.

This is episode number ninety one and we are talking about Don’t Mystify Me With your Presentation Please Soredewa ikimasho, so let's get going.

he global chief’s private jet has landed. We are all assembled in a luxury hotel’s gorgeous function room. The big brand name, the resplendent silver mane, the speaker’s resume and abundant confidence all speak to a brilliant talk coming up. After the obligatory networking and chatting with tablemates over lunch, the main event gets underway. The keynote starts well but gradually we start to lose connection with the speaker’s message. The talk is full of supple subtleties. The main point becomes fuzzy, distant, unapproachable and impenetrable. We sit there wondering are we all stupid, because we can’t grasp the speaker’s nuanced argument or is the speaker simply rambling and incoherent?

Actually, it doesn’t matter which of us is stupid, because the talk has failed. The speaker has not been able to get the message across in a way that resounds with the audience. Being intellectually brilliant and speaking above your audience is not effective communication. We have to know who is in our audience, their level of understanding of the subject and their capacity to be challenged. We need to be able to communicate, which means the listeners can understand and follow what we are saying, rather than trying to impress with our own brilliance.

Structure helps to guide the audience through the proceedings. This speech, if it had a structure, it was obscure, vague and puzzling. Consequently the speaker lost the audience. A heavy mist rolled in on this speech after about the first ten minutes and engulfed us all in such a way, that we struggled to follow where this meandering was going. What was the point being made here? Where are we going with these stories? What is the key argument being made? These are all bad questions for an audience to be asking. They should never have to wonder because the speaker is clear, coherent and provides direction.

The use of slides on this occasion was minimal. In many cases this is a blessing, but not this one. We needed some more form to follow the speaker’s points. We were lost. We could have found a path, if there had been some visual guideposts for us. The slides roll out and pull us along the path of the argument. Other simple ploys like “there are three key issues” or “the five areas of urgent attention are…” helps to frame the content in a way where we can track it. These structures help us to relate the current point to those preceding it.

Find out more when we come back from the break

Welcome backIf you would like to give crystal clear presentations then take a look at doing our High Impact Presentations two day programme running on November thirteenth and fourteenth. Details are on our website at enjapan.dalecarnegie.com Back to the show

Maybe a fellow genius, if indeed our speaker was a genius, may have been simpatico with our speaker’s intent and understood the thesis. Alas we were just ordinary punters, turned out in the hope of a nice lunch and some enlightenment from this font of knowledge. Our font this day though was dry and not at all helpful because we couldn’t get the point.

As speakers we have to make it easy for our audience to understand us. If we are going to be clever and tangential, we run the risk of losing people. If we are fixated on subtlety, we can be too opaque for the troops and they just get lost. We were all crime scene witnesses to the merciless murder of a major brand that day. When the big cheese fails like that, we doubt the whole organisation. Our faith in the firm has completely subsided. Apart from the damage to the company, the individual’s personal brand is shredded, torn and tattered.

The stakes are high when you are a presenter, so mastering the ability to connect with your audience is critical. Don’t over complicate the exercise. Have a clear structure, be easy to follow as you navigate your way around your talk and pitch it at the right level for your audience. Do that and your personal and professional brands will be enhanced, appreciated and working for you, not against you.

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Our website details are on screen now, enjapan.dalecarnegie.com, it is awesome value, so check it out. Remember, if you would like to give crystal clear presentations then take a look at doing our High Impact Presentations two day programme running on November thirteenth and fourteenth. Details are on our website at enjapan.dalecarnegie.com

Please leave me some feedback on YouTube, I would love to know how this show helped and what other topics you are interested in for me to cover. Remember I am here as a free resource to help you, so just tell me how I can help you best.

You might also enjoy my podcasts. Look for the Leadership Japan Series, The Presentations Japan Series and The Sales Japan series wherever you get your podcasts.

In episode ninety two we are talking about Every new sales year you are back to zero again. Find out more about that next week.

So Yoroshiku Onegai Itashimasu please join me for the next episode of the Cutting Edge Japan Business Show

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