Episode #181: Presenting Your Solution On line In Japan

Why do virtual sales meetings feel harder than face-to-face meetings in Japan?

In a normal in-person meeting, you naturally move through clear phases: light personal catch-up, needs discovery, solution discussion, and a follow-up decision. But when both you and the client are at home, the rhythm can feel less certain, and the environment adds new friction.

Video conferencing lets you recreate most of the “in-office” flow, but the context is different. Home spaces in Japan are often modest, so both salespeople and clients may hesitate to reveal their surroundings. That subtle discomfort can reduce openness and confidence if you don’t manage it well.

Mini-summary: Virtual meetings can match the structure of in-person selling, but home-based realities in Japan require extra professionalism and setup.

Your setting should remove distraction and increase trust. Three practical steps:

1. Control the background.
   Use a virtual or green-screen background if your room feels too personal. Many platforms allow this, or you can choose a neutral wall behind you.

2. Raise the camera to eye level.
   Looking down into a laptop camera causes an awkward “looking up at you” angle. Elevate your laptop so your eyes align with the camera. This instantly improves authority and comfort.

3. Use a headset for strong audio.
   In most virtual meetings, audio quality breaks first. A headset reduces echo, improves clarity, and helps clients feel the conversation is private and secure.

Mini-summary: A neutral background, eye-level camera, and high-clarity audio protect attention and make you look credible.

It happens — especially when schools are closed or families are home. A famous reminder is the 2017 BBC interview where Robert Kelly’s children unexpectedly entered the frame. In sales, the same thing can occur.

If kids burst into frame, don’t panic. Do this:

• Apologize briefly.

• Excuse yourself for a minute.

• Relocate them calmly.

• Return and continue.

Clients in Japan and globally understand family realities. Handling it smoothly shows steadiness under pressure.

Mini-summary: Interruptions aren’t fatal; a short apology and calm reset keeps trust intact.

When should I share slides or visuals in a virtual sales meeting?

The rule is the same as in person: don’t show anything before you know what they want.

In the room, overwhelming clients with catalogs or flyers signals amateur selling. Online, it’s no different. Keep visuals hidden until your discovery process gives you clarity on their priorities.

Then, only show what is relevant to their expressed needs.

Mini-summary: Discovery first, visuals second — virtual selling doesn’t change the basics.

Virtual decks are harder to “flip through” than paper brochures. To stay sharp:

• Avoid holding physical documents to the camera.
  It looks unprofessional and is hard to read.

• Send materials after the meeting.
  Email or post only the relevant pages, then reference them in a follow-up meeting.

• Use controlled animation.
  Make bullet points, images, or short clips appear only when you click. This prevents clients from reading ahead and losing your narrative.

• Highlight on screen deliberately.
  Tools like WebEx let you point to specific parts of a slide, replacing what your pen would do in person.

Mini-summary: Don’t “show everything.” Reveal content gradually, highlight key points, and send detailed materials separately.

How do I keep virtual meetings focused on benefits, not specs?

Whether online or in person, you must avoid getting trapped in specifications. Instead:

1. Educate on general benefits.

2. Connect those benefits to the client’s business reality.

3. Provide evidence that it works.

For virtual selling, a short testimonial video or audio clip is especially powerful if you can obtain one — it makes proof feel real in a screen-based environment.

Mini-summary: Benefits + business application + evidence win the meeting — specs alone don’t.

How can I become confident with the technology?

Treat technology like you treat your sales process: prepare, rehearse, and refine.

• Practice online presentations internally first.

• Record rehearsals and review them.

• Identify what to tighten: pacing, clarity, transitions, screen-sharing flow.

Never practice on a client. When you master the tech, you lead the meeting — not the other way around.

Mini-summary: Rehearsal builds control; control builds professional presence.

Virtual selling in Japan requires sensitivity to environment and trust, especially when working with:

• Japanese companies (日本企業 / Japanese companies)

• Multinational firms (外資系企業 / multinational companies)

• Clients across Tokyo (東京 / Tokyo) and Japan who expect structured, respectful communication.

Dale Carnegie Tokyo supports professionals through training such as:

• Leadership training (リーダーシップ研修 / leadership training)

• Sales training (営業研修 / sales training)

• Presentation training (プレゼンテーション研修 / presentation training)

• Executive coaching (エグゼクティブ・コーチング / executive coaching)

• DEI training (DEI研修 / DEI training)

Backed by Dale Carnegie’s 100+ years globally and 60+ years in Tokyo, our approach helps sales teams stay authentic, persuasive, and credible — even through a screen.

Mini-summary: Virtual sales success in Japan blends timeless selling skill with culturally aware tech execution.

• Virtual meetings work best when your setup removes distraction and boosts trust.

• Share visuals only after discovery clarifies client needs.

• Control information flow with animation, pointing, and follow-up materials.

• Rehearse online so you command the tech confidently and professionally.

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.