410 Why the First Question Matters - The Role of “Sakura” in Japanese Business Events

THE Presentations Japan Series by Dale Carnegie Training Tokyo Japan

In Australian politics, they call it a “Dorothy Dixer”. This is when one of your confederates from your own political party ask a ruling Minister a real soft ball question in the parliament during Question Time, to allow for a fully pre-prepared answer. Dorothy Dix was an American newspaper advice columnist who would answer reader’s questions, and some say she sometimes would create her own questions to answer.

At political rallies, there has been a similar set up where a stooge or a plant in the audience asks the speaker a pre-arranged question, but tries to make it look spontaneous. At business events, the speaker may have organised a friend to pop a question they want to answer to reduce time for questions they don’t want to answer or to make themselves look awesome. In Japan, these people asking the questions are called “Sakura” and they play the same role.

I know this goes on because from time to time I am asked to be a Sakura at a business presentation. I am infamous around town for asking the first question. This happened by accident and now if I don’t ask the first question, people will ask what is wrong with me? Many years ago, I did have a question I wanted answered and before I could register my enquiry, the MC said “no more questions” and I was left suspended high and dry.

I realised I could never predict when the last question would make it to prominence, but I could 100% reliably predict when the first question would come up. I also realised that in Japan, at least, there is always a pause when the MC throws the floor open to questions, as many people are reluctant to ask their question immediately. This provides the opportunity to be the first with no competition and the MC is forced to take your question.

Sometimes the organisers or the speaker will approach me before things kick-off and ask if I can get things going by asking the first question. They fear that flat, spine decalcifying, stone motherless silence when they call for questions. It seems a damming verdict on the speaker that they were a dull dog, so dull in fact that no one wants to hear one more word from them on this subject.

I can only recall one case where I was actually asked to lodge a specific question, so normally they leave that part of the equation to me. I ask questions anyway and unless the question itself is stupid, too self-serving or cringy, and I already know the person asking, I am usually happy to help.

The speaker may have a desire to address an area of the subject which they couldn’t get to in the talk and may ask for a question which allows them to talk more about that topic. That would be a reasonable request, because not everyone in the audience may be an expert and be able to fill in the blanks across a broad subject.

Should you as the speaker organise a “Sakura” for your talk? I don’t think this is prohibited, but there are a few caveats. You, as the speaker, must be prepared to answer audience questions and the “Sakura” role is not there to provide cover for you from legitimate questions, by stealing the question airtime.

The question shouldn’t be a soft ball job either. It should be a question that seeks more information in a serious way. Asking cunning variations on, “why are you so awesome” or “why are you the leading global expert on this subject?”, would be ridiculous choices and the jig is up immediately and everyone involved in the charade looks stupid.

In Japan, it is often the case that audiences are shy to ask the first question, but feel emboldened when some other brave “first mover” grips the thistle in their teeth and launches forth. Asking questions in the West has no stigma and indicates an interest in learning more from the speaker. These are all seen as positive attributes.

In Japan, asking a question has five inferences: 1. The speaker was stupid and their talk impenetrable, 2. They were a poor communicator and the audience couldn’t follow the point, 3. You the questioner are too stupid to understand what the speaker said, 4. You want hog the limelight for yourself, stand out and try to impress everyone with how smart you think you are, by asking that question, 5. You have a legitimate question and the speaker was so amazing you want to learn more because you are a serious student of this topic.

Most of the weight in Japan is on the negative side about asking questions. Therefore, sometimes we may need to get the ball moving with a question to the speaker to give permission to others to ask their secretly held question. Another suitable device is that if there is that deafening silence after questions are called for, to pose and then answer your own question. “A question I am often asked is…”. It has the same effect, gets things moving inviting the next question and you become your own “Sakura”.