Episode #61: Have A Point Of View

What’s missing from most business presentations today?

Many presentations deliver lots of information, yet audiences still walk away unclear about the speaker’s true message. The gap isn’t knowledge — it’s point of view. Without a clear stance, even strong content feels neutral, and neutrality is rarely persuasive.
Mini-summary: Information alone doesn’t persuade; a clear point of view makes your message memorable and actionable.

Whether you sell a product or a service, listing features is not the same as creating desire. Buyers don’t purchase features; they purchase benefits — the change those features create in their world.

For products, features are easy to copy or compare. For services, the “thing” being bought is often intangible, so clients must buy a picture of success. That image is created by your point of view.
Mini-summary: Features describe what something is; your point of view explains why it matters and what success looks like.

A common mistake is thinking:

“If I explain the details clearly, the client will buy.”

Reality check: persuasion is emotional first, logical second. People feel their way into decisions and justify them with facts later. If the presenter appears unsure, the audience won’t supply conviction for them.
Mini-summary: Your confidence and belief are part of the product; data supports belief, not the other way around.

Technically oriented professionals often understate. They trust that numbers will speak for themselves. But audiences don’t fall in love with spreadsheets. They follow speakers who clearly say:

• “This is excellent.”

• “This is the smartest solution.”

• “This is the greatest option for your future.”

When you don’t say it, the audience won’t assume it.
Mini-summary: Logic builds credibility, but your point of view builds commitment.

Yes. If you believe the market is changing, say so. Predict what’s coming and explain the consequences. Even if the prediction turns out imperfect, your audience will still remember:

• you stood for something

• your thinking had structure

• you weren’t vague or uncommitted

Being wrong is forgivable. Being non-committal is forgettable.
Mini-summary: A thoughtful point of view earns respect even when outcomes shift.

Audiences respond to belief that is:

• clear

• structured

• passionately delivered

Slides and videos can support your message — but they cannot replace your conviction. Your voice, body language, and energy show the audience that you are all-in on the view you are asking them to accept.
Mini-summary: Professional influence comes from visible commitment, not just polished materials.

1. State your point of view upfront.

2. Provide evidence for 15–20 minutes:
   data, examples, facts, testimonials, stories.

3. Restate your central proposition.

4. Invite agreement and support.

5. Handle Q&A by adding more evidence.

6. Close by restating your view one last time.

Your final message should be the last thing ringing in your audience’s ears.
Mini-summary: Lead with your POV, prove it with evidence, and close by reinforcing it.

Why does a point of view make you memorable and influential?

If you want to be remembered, you must stand for something.
If you want support for your product or service, you must sell your view of why it matters.

Back that stance with passion, enthusiasm, and belief, and you become a person of influence.
Mini-summary: Influence comes from conviction plus proof — not proof alone.

How does this connect to engaged employees and business growth?

Engaged employees are self-motivated.
Self-motivated people are inspired.
Inspired staff grow your business.

So the real question is: Are you inspiring your people? At Dale Carnegie Tokyo, we teach leaders and organizations how to inspire employees and build cultures of commitment and initiative.
Mini-summary: Inspiration drives engagement; engagement drives growth.

In Japan, persuasion must balance clarity with cultural awareness. Leaders in:

• 日本企業 (Japanese companies)

• 外資系企業 (multinational / foreign-affiliated companies)

• 東京 (Tokyo)

need communication that is confident yet respectful, structured yet human. Our programs in:

• 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)

help professionals deliver persuasive points of view that move people to action.
Mini-summary: Effective persuasion in Japan requires strong POV delivered with cultural intelligence.

• A clear point of view turns information into persuasion.

• Buyers commit to benefits and outcomes, not features.

• Confidence expressed early anchors your audience’s belief.

• Structure + evidence + passion creates credibility and influence.

Want to strengthen your leadership communication and persuasive presentation skills?
Contact Dr. Greg Story at greg.story@dalecarnegie.com.

Explore more resources at japan.dalecarnegie.com including free whitepapers, guidebooks, training videos, podcasts, blogs, and seminar schedules.

Dr. Greg Story — President, Dale Carnegie Training Japan
Dr. Story has worked across academia, consulting, investments, trade representation, diplomacy, retail banking, and people development. Originally from Brisbane, Australia, he has lived in Japan for over 30 years and holds a Ph.D. focused on Japanese decision-making.

He is a thought leader in leadership, communication, sales, and presentations through articles, videos, and podcasts, including THE Leadership Japan Series, THE Sales Japan Series, and THE Presentations Japan Series.

A lifelong practitioner of Shitoryu Karate since 1971, he is currently a 6th Dan. His mantra 文武両道 (Bunbu Ryōdō — “both pen and sword”) shapes how he blends martial discipline with business strategy.

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.