Why do people who get chosen never take promises lightly?

It's only five minutes, so it's fine...

If I were to put her disappointed feelings at that time into words,

I never thought a small delay would have such an impact.

I think that would be the phrase.

This is a story shared by a student at one of our business seminars.

She was a 36-year-old sales representative.

She considered herself quite capable at her job. Her proposal materials were thorough, and her way of speaking was pleasant. She was also hitting decent numbers.

However, she had one small habit.

She was always five to ten minutes late for scheduled appointments.

It's only five minutes. There was traffic. The previous meeting just ran over.

Thinking this way, she didn't consider it a major problem herself.

One month, she ended up competing against a rival for a large project.

The opponent was a sales representative from another company in the same industry.

Inwardly, she looked down on that person. Their way of speaking wasn't particularly good. Their materials were plain. The content of their proposal was by no means innovative.

Even so, the contract was awarded to that opponent.

She was able to quietly ask the client's representative for the reason later on.

Honestly, the content of both proposals was good. However, the other person never once arrived late.

At those words, she was left speechless.

A few weeks later, she had the opportunity to cross paths with that rival sales representative in a different place.

She gathered her courage and asked.

Why are you always on time?

The other person then answered, looking a little embarrassed.

I am not doing anything special. I just make sure to arrive 10 minutes before the promised time.

If I arrive too early, I review my documents in the car.

She was surprised.

She had only been thinking, I should try not to be late.

The other person had created a system to arrive early.

Her true goal was not to close the deal. It was to become a salesperson who is thought of as someone who can be trusted.

Let us consider the selection behavior of Japanese people here.

It may seem like people choose those who are good at talking, but in reality, it is a little different.

People feel at ease with those who keep small promises.

A five-minute delay does not cause a major disruption to work. However, people end up feeling this way about it.

This person might be late even in important situations. If they are like this regarding time, they might be the same regarding deadlines.

A lapse in small promises creates invisible anxiety.

Conversely, people feel this way about someone who keeps time strictly.

If it is this person, they will likely keep other promises as well.

Before ability, consistency is what is being observed.

Japanese people are more sensitive to the accumulation of small discomforts than to major failures.

That is why people who keep their promises are chosen quietly, but surely.

The lesson is,

"People choose those they can feel at ease with."

That was the point.

After that, she changed just one habit.

She started arriving 10 minutes before the promised time.

She used the time she arrived early to review documents or prepare questions for the other party.

Then, little by little, changes began to occur.

"You are always earlier than the scheduled time."

She was told this more often, and she began to receive more in-depth consultations than before.

Six months later, she received these words from a representative at a client company.

"Because you are someone who keeps time, I can feel at ease entrusting you with other things as well."

She says that it was then that she finally understood.

Trust is not built solely through major achievements. It is built quietly by continuing to keep small promises.

People are not chosen solely for their high ability. They feel at ease with those who do not take small promises lightly, and that sense of ease turns into trust.

This event has been accumulated as new improvement know-how in our business seminars.