Building Relationships That Keep Customers Choosing You — Sales Communication Training That Creates 'I'm Glad We Met' Moments!

Purpose of the Training

Eigyou Hack continues its mission to 'eliminate sales challenges' by supporting various companies in their sales efforts. The profession of sales often receives feedback such as 'it's tough' or 'I don't want to do it.' Yet, sales remains an indispensable role for business growth.

To deliver the results our clients desire and solve the challenges faced by many sales professionals, Eigyou Hack continuously refines its internal sales know-how. We believe that through internal trial and error, accumulating data and expertise is essential to truly serve our clients.

Additionally, as a long-term mission, Eigyou Hack advocates for the 'free access to sales education.' We aim to create an environment where anyone can equally learn the essential business skill of sales. To achieve this, we are transforming our internal structure and actively working toward ideal sales education.

Event Summary: Training Session Highlights

This training focused on the theme of delivering maximum value at every customer touchpoint: 'How can we become business professionals whom others feel glad to have met, spoken with, or entrusted with work?'

As professionals whose job is 'to communicate,' participants deepened their understanding through active workshops on the mindset and specific actions that can transform relationships.

1. The Essence of 'Talking as Work' — Value Emerges Only When There Is a Listener

At the start of the training, the fundamental premise of communication was emphasized. To reduce missed opportunities in business, we must first strongly focus on the person in front of us.

The value of our words is determined by 'the person who listens.' No matter how excellent our proposal or how meaningful our conversation, if there is no one to listen, the value of our words becomes zero. In communication roles, what we must prioritize is the presence of the 'other person' outside ourselves.

2. Good Relationships Are Self-Generated — Learning Engagement from the '2:6:2 Rule'

During the training, participants engaged in an exercise recalling 'wonderful people from outside their company' they had previously interacted with.

[Characteristics of People We Found 'Wonderful']

- Bright tone of voice, listens without interrupting until the end
- Uses polite considerations such as cushion words and avoids jargon
- Remembers personal details and can chat casually for over 10 minutes
- Gives warm, constructive advice to newcomers

After completing the exercise, the instructor introduced a key perspective using the '2:6:2 Rule.'

What Is the 2:6:2 Rule?

In short, it's an empirical rule stating that 'no matter what group (school, company, club, etc.) you form, human awareness and behavior naturally divide into three groups in a 2:6:2 ratio.'

Also known as the 'Working Ant Rule,' it's said that even if you gather a team of all top-performing elites, over time, their behavior naturally splits into this ratio.

Top 20% — Proactive and excellent individuals. Highly motivated, deliver results even without supervision. Positive.

Middle 60% — Average, ordinary people. Influenced by their environment and circumstances. Represent the 'normal' majority, for better or worse.

Bottom 20% — Passive, often dissatisfied individuals. Low motivation, slow to act, or fail to follow rules.

In this training, the rule was not applied as an 'internal organizational theory,' but rather to understand 'reactions from external contacts and customers.'

Top 20% (Naturally Wonderful People): No matter how we approach them, they are naturally kind, have a bright tone, and listen attentively. These are essentially 'lucky encounters.'

Bottom 20% (Incompatible Individuals): No matter how carefully we engage, they may be in a bad mood or unwilling to listen. Due to compatibility or timing issues, focusing too much on this group can be emotionally draining.

[Crucially Important] Middle 60% (People Whose Response Depends on Our Approach): In reality, most people (60%) can become either wonderful or cold depending on how we approach them.

Regarding encounters where we think 'I'm glad we met,' it's not only about randomly meeting compatible 'wonderful people (top 20%)' but also often due to our positive engagement with the 'middle 60%,' which leads them to respond warmly. The key professional differentiator is not 'the other person was wonderful,' but 'whether we were able to draw out their wonderful qualities through our approach.'

3. Practice: Actions and Behaviors to Elicit the 'Wonderful' in Others

So, what behaviors should we adopt to elicit positive responses from others? Through workshops, concrete actions applicable from tomorrow were organized.

Thorough Preparation and Active Listening: Enter meetings with sufficient prior knowledge, ask openly when unsure, and listen fully until the end.

Mindset and Non-Verbal Awareness: Never forget gratitude, speak with genuine effort, and raise the corners of your mouth while speaking (smile voice) to convey a positive impression.

Conclusion: Use Your 'Encounter Database' as the Ultimate Guide

At the closing of the training, the most important action guideline was shared:

'First, practice on others what made you happy when someone did it for you.'

Throughout our lives and careers, we've met many people and accumulated a personal 'database of joyful memories.' The answers to becoming someone others feel 'I'm glad I met' are all stored within this database.

Participants shared positive feedback such as, 'Instead of being swayed by the other person's attitude, I've developed a proactive mindset to create good relationships,' and 'I realized that my own behavior can turn missed opportunities into value.' This training served as a valuable opportunity to significantly shift mindsets.

About the Performance-Based Telemarketing Service 'Apo100'

Eigyou Hack provides the performance-based telemarketing service 'Apo100' through a system that continuously shares and improves internal sales know-how.

1. No Initial Fees, Deposits, or Fixed Costs: Zero cost if zero appointments are made!

2. Fully Performance-Based on Appointment Acquisition: Zero cost if zero appointments are made!

3. We Handle List and Script Preparation: Zero cost if zero appointments are made!

There are no charges for 'initial fees,' 'operational costs,' 'fixed management fees,' or 'deposits.' We only charge upon successful appointment acquisition.

We first consult with clients on desired appointment quality and quantity, and meticulously tailor appointments to each company's specific needs. Many of these leads have directly resulted in orders, earning positive feedback from companies utilizing our sales support services.

If you're thinking, 'I need a few more appointments,' 'I want to focus more on sales,' or 'I want to increase revenue,' please reach out to Eigyou Hack.