Episode #58: Crazy Things Smart People Say

Why can education sometimes block real-world intelligence?

Education can unintentionally narrow intelligence when it rewards rote learning over adaptive thinking. In many hard-skill disciplines—engineering, finance, research, IT—people are trained to absorb complex information, follow strict procedures, and prioritize technical accuracy. That rigor is valuable, but it can also cause other capabilities to be undervalued.

Mini-summary: Deep technical education builds expertise, but it can also create blind spots about what really drives trust and decisions.

Soft skills—especially communication—are often mislabeled as “fluffy.” The assumption is that serious professionals succeed because they are smart and technically correct, not because they are persuasive. Delivery can even feel suspicious, associated with sales tricks or showmanship.
But in today’s competitive environment, being right isn’t enough; you must be understood and believed.

Mini-summary: Technical credibility matters, but without clear communication, your value stays invisible.

I recently spoke with a highly skilled technical professional who has impressive command of data and insight. Yet his presentations are steady, reliable… and forgettable. That might be acceptable in some roles, but in advisory professions, competition is intense. Presentations aren’t just information-sharing—they’re a key prospecting tool.
When delivery is flat, audiences leave lukewarm. They don’t feel urgency or confidence to engage further.

Mini-summary: If your presentation style doesn’t match your expertise, audiences won’t remember—or choose—you.

Across all sectors, buyers are more informed than ever. They have instant access to global resources and multiple expert options. The old model—“we have the big brains, so clients will come”—no longer works.
To win trust and business now, professionals must be both knowledgeable and persuasive.

Mini-summary: Today’s market rewards experts who can communicate expertise clearly and confidently.

The technical professional I spoke with asked about presentation training cost and quickly labeled it “too expensive.” That mindset is a costly contradiction: technical experts often price their services based on value delivered—yet hesitate to invest a comparatively small amount in their own growth.
They’ll readily spend far more to attend technical conferences, but ignore communication training that could multiply their impact.

Mini-summary: Refusing to invest in communication is often not a money issue—it’s a blind spot about value.

If clients leave your presentations unsure, guarded, or emotionally unengaged, they’re likely to choose someone else—even if that person is less knowledgeable.
In a world full of competitors, your skill set must function as a complete system:

• Brains

• Experience

• Communication that makes those two undeniable
  Mini-summary: Expertise alone doesn’t win decisions. Influence does.

How Dale Carnegie Tokyo helps technical professionals become fully rounded leaders

At Dale Carnegie Training Japan, we help professionals in both 日本企業 (Japanese companies) and 外資系企業 (multinational/foreign-affiliated companies) build communication power that matches their expertise.

Our programs in 東京 (Tokyo) include:

• リーダーシップ研修 (Leadership training)

• 営業研修 (Sales training)

• プレゼンテーション研修 (Presentation training)

• エグゼクティブ・コーチング (Executive coaching)

• DEI研修 (DEI training: Diversity, Equity & Inclusion)

With over 100+ years of global expertise and 60+ years in Tokyo (since 1963), Dale Carnegie equips professionals to communicate with clarity, confidence, and persuasion—without losing authenticity.
Mini-summary: We turn technical excellence into leadership presence and persuasive communication.

• Technical expertise is essential, but persuasion decides who gets chosen.

• Presentation skill is a measurable competitive advantage, not “fluff.”

• Small investments in communication training can create outsized career and business returns.

• Fully rounded professionals win in today’s informed, crowded marketplace.

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.