Episode #12: Persuasion Power Trump Style

Why do some speakers persuade even when they “break the rules”?

Many professionals in Japan—whether in Japanese companies (日本企業 / Japanese companies) or multinational firms (外資系企業 / foreign-affiliated companies)—struggle with the same worry: “If I don’t present perfectly, I won’t be credible.” Yet some public figures succeed without polished delivery. Donald Trump is a striking example. He violates classic presentation rules, but still attracts attention, loyalty, and action. The question for business people is not whether we like him—it’s what he does that works, and how to apply the usable parts to professional presentations in Tokyo (東京 / Tokyo) and beyond.

Mini-summary: Effective persuasion doesn’t always require perfect polish; it requires connection, clarity, and confidence.

Trump speaks in a way that feels unscripted and personal. He rarely relies on teleprompters, uses minimal notes, and communicates in short, direct bursts (historically through social media). This creates the sense that audiences are hearing the “real person,” not a carefully manufactured performance.

For professionals, the lesson isn’t to imitate Trump’s style. It’s to avoid sounding like an imitation of someone else. Authenticity increases credibility because people trust what feels human and direct.

Mini-summary: Authenticity builds trust. Be yourself—just the most professional, audience-focused version of yourself.

Trump digresses and goes off-track, but his audience tolerates that because they believe he is speaking freely. The key is that he stays oriented toward the crowd. He scans, reacts, and interacts. His focus is outward, not inward.

In business presentations, especially in presentation training (プレゼンテーション研修 / presentation training) contexts, attention rises when the speaker prioritizes the audience over slides, devices, or rigid scripts. Reduce distractions. Look up. Engage with faces, not screens.

Mini-summary: Audiences forgive imperfections when they feel the speaker is present and speaking to them.

Why does practice matter more than talent?

Trump has gained massive practice through frequent rallies and long-form speaking. Like anyone else, he improved by repetition. Skill grows through doing, not wishing.

For professionals, that means seizing every chance to present—team briefings, client updates, internal meetings, workshop facilitation. Repetition is how confidence becomes real.

Mini-summary: Presentation ability is trained, not gifted. Practice is the fastest path to improvement.

Presentation fear is normal. Many people avoid speaking because they fear failing or looking incompetent. But nervousness can be managed through technique and exposure.

Dale Carnegie builds confidence through the 3 E’s:

1. Earned — You’ve earned the right to speak because you know your subject.

2. Excited — You’re excited because you care about your message.

3. Eager — You’re eager to share because it benefits your audience.

When you internalize these, your attention shifts from self-evaluation to audience value, and confidence rises naturally.

Mini-summary: Confidence grows when you focus on value to the audience, using the 3 E’s as your foundation.

What makes a message memorable instead of forgettable?

Trump uses short, repeatable slogans. Whether people agree or disagree, they remember them. That’s not an accident—it’s clarity and simplicity.

Business audiences often suffer through overloaded decks and data dumps. If your talk tries to say everything, it ends up saying nothing. Identify a few key messages and build the talk around them.

Ask yourself: “What will they remember tomorrow?” If you can’t answer that in one sentence, your message is too complex.

Mini-summary: Memorable presentations are simple, focused, and built around a few clear takeaways.

Why is “less is more” essential in Japan-based business talks?

Data-heavy presentations are common in diplomacy and corporate settings. The intention is sincere—prove credibility through detail. But excess information kills retention.

In leadership training (リーダーシップ研修 / leadership training) and sales training (営業研修 / sales training), the rule is consistent:

• More content ≠ more persuasion

• More clarity = more influence

Executives and clients in Tokyo don’t need every detail. They need the meaning, the direction, and the decision.

Mini-summary: Cutting content increases impact. Prioritize meaning over volume.

Trump radiates self-belief. Confidence sells. Even when you feel nervous, the audience usually can’t tell unless you announce it.

So don’t apologize for:

• nerves

• cold voice

• lack of confidence

• “poor speaking ability”

Your job is to deliver belief in your message. Confidence is a performance skill as much as an internal state.

Mini-summary: Confidence is visible value. Don’t advertise your doubt—carry on professionally.

How do short stories make presentations persuasive?

Trump tells many quick stories—small vignettes to support his points. Storytelling works because it creates context, emotion, and human detail.

High-impact stories include:

• people

• places

• feelings

Instead of “We had a meeting,” try:
“It was winter in New York. We were on the 36th floor boardroom at Rockefeller Center, facing the CEO, and I could feel the tension rising…”
That’s under 15 seconds, but it brings the audience into the scene.

Mini-summary: Short, vivid stories make ideas stick because they let people see and feel your point.

• Be authentic, but stay professionally you.

• Focus on your audience, not your slides or notes.

• Keep messages simple so they’re remembered.

• Use confidence and short stories to create persuasion.

• Be authentic but be the professional you.

• Focus on your audience the entire time—don’t “present to the screen.”

• Take every chance to speak for practice.

• Keep key messages simple and clear.

• Appear confident even when nervous.

• Embrace the 3 E’s: Earned, Excited, Eager.

• Use short stories to bring content alive.

Founded in the U.S. in 1912, Dale Carnegie Training has supported individuals and companies worldwide for over a century in leadership, sales, presentation, executive coaching, and DEI. Our Tokyo office, established in 1963, has been empowering both Japanese and multinational corporate clients ever since.