営業マン

ダメ営業マンとトップ営業マンの単純な違い│ビリから社長賞連発の営業が教えます

営業としての基本として、最低限の商品知識は必要です。

私が以前に勤めていた会社では、年に一回、商品や業界にまつわる知識テストがありました。営業400名が一斉に、丸一日をテストの日にして受けるのです。

この結果を分析している人事部に、こっそりと分析結果を聞きました。

ずばり、テストの点数が高いほど、営業成績もいいです。きれいなグラフを描けます。

ただこれは、全体的な分析であって、個々でみると不思議な結果もでてきます。テストが400人中トップ10に入っているのに、営業成績が平均以下なのが3名ほどいました。

人事部はこの3名について頭をかしげていましたが、私はピンときました。

3名をよく知っているのですが、性格がめんどくさいのです。

これが、ダメ営業マンとトップ営業マンの単純な違いです。



何がめんどくさいのかというと、自分に自信がありすぎて、顧客が必要とする以上の提案をしてしまうのです。

お客様が「買う」と言って決断したにもかかわらず、「こちらの方がお客様の課題解決にお役にたてます」といって別の商品を提案するタイプがこの3人でした。

例えば、保険の営業を例に挙げます。お客様と対話をして商品を提案し、お客様が「生命保険とがん保険」を選んで「契約するよ」と言ってくれたとします。トップ営業マンはここで素直に「ありがとうございます」と言って契約手続きをします。

知識があって自分に自信のあるめんどくさいダメ営業マンは、お客様が「契約するよ」と言ったあとに、「いえ、お客様。お客様にはがん保険は必要ありません。なぜなら~」と話をはじめてしまうのです。

お客様としては、「契約するっていってるのに・・・」と、頭の中がクエスチョンマークにになってしまいます。

人は何かを買うときには「決断」をして頭がスッキリして、気分がよくなります。それなのに別の提案をしてしまうと、頭がごちゃごちゃしてしまいます。いらいらするのです。

ダメ営業マンは、お客様のために提案しているのですが、いらつかせてしまっているのです。人の気持ちを理解できないという、営業として致命的なよくない性格です。

この面倒な提案は、知識のない営業マンもやりがちです。自分の営業によりお客様が買うという決断をしたにもかかわらず、「これをこのお客様に売って大丈夫だろうか? もっといい提案があるのではないか?」と不安になってしまうのです。

結論は、トップ営業マンほどお客様の言葉に「素直」です。

お客様が「いいね」と言ったらそれを素直に受け取って提案を進めますが、ダメ営業マンはその言葉を疑ってしまいます。

だからお客様の「買う」という決断を受け止められないのです。

トップ営業マンになるためには、商品知識を高めるのはもちろん、お客様の言葉に「素直」に向き合いましょう。

転職の履歴書の自己PRはあまり意味がない│営業の実績より大事な「失敗」IT企業の管理職として、営業を採用する面接官をしています。 一時期、毎日2名は採用面接をしていました。その10倍は、履歴書と職務経...
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営業マンが無形商材を売るときの値引きは難しいが社内調整は営業マンこそできる仕事無形商材の価格を決めるのは、とても難しいです。 特に、一人ではなく人が絡んでくると、その人たちのプライドや商品への思いもあります。...
営業へのおすすめ!無料で聴けるオーディオブックのベスト10を紹介!(Amazon Audible)営業マンが壁にぶつかったときに、ビジネス書に活路を求めます。 役に立つビジネス書は、何度も何度も読んで頭にすり込んで、はじめて身に...
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