Thorough preparation is itself persuasive. The presenter who has done comprehensive homework—who can answer any question, who has anticipated concerns, who has considered alternatives—demonstrates that the matter deserves serious attention.
If you have invested heavily in preparation, your audience infers there must be something worth considering. This creates an expectation of depth over flash. Japanese audiences may be unimpressed by smooth style that lacks substance; they may be persuaded by thorough presentation that demonstrates command of detail.
The practical implication: master the material, anticipate questions, prepare for objections, consider alternatives. Your preparation shows before you say a word.
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