コロナ禍で営業マンの成績に大きな差ができています。
売れる営業マンはなにを考えて、どんな営業活動をやっているのか？
ベンチャーで営業マネージャーをやっている上原龍一が、実際にみた部下の行動についてまとめました。
コロナでも売れる営業マンの「思考」
よくいわれるのが、営業マンは「プラス思考」が重要だ、ということです。
たしかにそうなのですが、無理にプラス思考になる必要はありません。
たんたんとこなすことが大切なのです。考えない、といってもいいかもしれません。
売れない営業マンは、コロナだからといろいろと考え、考えることを仕事にしてしまっています。
売れる営業マンは、コロナがあろうとなかろうと、関係ないのです。
実際にどのような「行動」をしているのか、書いていきます。
コロナでも売れる営業マンの「行動」
売れている営業マンは、「行動量」を減らしませんでした。増やしています。
コロナだから飲食業界はダメだろうな、人材業界もダメだろうな、などと深くは考えないのです。ダメな業界の中でも「売れている部署もあるんじゃない？」ぐらいに考えて、どんどんアタックするのです。
アタックすると、見えてくるものがあります。私が扱っている商材は、イベントの企画運営や研修などです。コロナだと在宅勤務だから研修なんてやらないよな、とは考えず、とにかく売ってみるのです。
そうすると、研修をオンラインで実施したいという要望もあることに気づきます。商材の中にオンラインで実施する研修などありませんでした。でも、作ればいいのです。zoomを利用しての研修は、思ったより簡単にできるのです。
あと、多くの会社が在宅勤務だから会社に電話できないよな、と考えてなにもできなくなってしまう営業マンもいます。できる営業マンは、さまざまなツールをつかって顧客にアタックします。
名刺管理ツールのEIGHTを使って、企業名を検索して名刺交換依頼をする。交換出来たらメールをしてアタック！ です。これで毎日5件ぐらいのオンライン営業をしています。もちろん、なんの成果もでない顧客にあたることがほとんどですが、その中でも発見があるのです。
オンライン営業で、いままでの営業スタイルよりあきらかに効率があがりました。移動をする必要がないからです。移動時間を、いままで会っていなかった顧客との面談に使い、そこから得た気付きをあらたな商材開発の糧にしているのです。
まとめ
売れている営業マンは、コロナを気にしない「思考」と、コロナ前より増えた「行動量」が特徴です。
あきらかに市況は悪くなっていますが、お金の動きがまったくストップしたわけではありません。
考えすぎて動けなくなるより、ダメだと思っても動いてみることにより、新しく見える景色があります。
普通の営業マンはコロナで売れなくなります。売れないのが普通なのです。売れる営業マンは、あきらめないで動いただけです。特別な「思考」も「行動」もいりません。
動くからこそ見えてくる景色があります！
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