私は複数の企業、しかも異なる業種でNo.1営業マンになっています。
営業歴は20年。
大手企業、中小企業、ベンチャーと経験しています。
間違いなく言えるのが、営業をやるのはメリットしかありません。ただ、3年で充分です。
新卒が希望するので多い仕事が、新規事業の立ち上げや企画系です。この仕事を進めるためには、「営業力」が絶対に必要です。
「営業力」とはなにか？
ずばり、「社会人として人に好かれる力」です。
学生時代につきあう人は、友達や先輩・後輩、アルバイト先の人でしょう。ビジネスをやっていたとしても、あなたには「学生」というラベルがあります。
会社に入ると、「社会人」になります。本当にいろいろな人がいます。
あながた会社にとって100億円儲かるプロジェクトに携わるとします。社長から全社員に、あなたに協力するように号令が下ります。
では、あなたが思うように関係者の協力を得られるのか？ Noです。
仕事をしたくない人もいます。そのプロジェクトに反対の人、あなたの仕事の進め方に反対の人、あなたをねたむ人・・・
こういった人たちに「好かれて」、事業を回していく力が社会人には必要なのです。
そして、営業の仕事で「社会人として人に好かれる力」が得られます。
営業の仕事の流れを、簡単に書きます。
1、顧客と話をする
2、顧客と仲良くなる
3、顧客の課題を探る
4、課題に対する解決策を顧客に提案
5、顧客に喜ばれて商品が売れる
まず、「1」の話をするということから、大きなハードルです。
新規飛び込み営業だと、顧客を訪問するのも勇気がいります。ルート営業でさえ、新卒のほとんどが、お客様の時間を奪って話すことに、抵抗を覚えます。 お客様の会社の前に営業車を止めて、一時間以上、車から出られなかったというのもよくあります。
「2」「3」は難関です。年齢も職業もちがう、これまでなんの接点もなかったい人と、話をして、さらに話したくもない課題を聞きとらないといけないのです。
「お客様の課題はなんですか？」と聞いて、素直に話してくれる人はいません。この質問自体、「バカにしてるのか！」と怒られてしまいます。何気ない話の中から、顧客の課題を探らないといけません。
「4」でやっと自社の商品を顧客に提案できます。「買ってください」ではなく、「お客様の課題解決に、この商品がお役に立てます」ということを、提案するのです。
これが成功すれば「5」の購入ということになります。購入してくれたということは、顧客が営業マンのことを好きになっています。
営業の仕事の流れ、新卒に人には難しく感じるかもしれません。大丈夫です。営業なら誰もがやっています。
そしてこの顧客に商品を買ってもらう一連の流れを、社内の人間にも同じことをやるのです。
人を動かす基本を、営業で学べるのです。
営業が嫌だと言っている人は、社内の人を動かして事業を進めることはできません。
三年間、必死に営業をやれば営業マンとして一流になれます。
一年目はただがむしゃらに、
二年目は余裕がでてきてたくさんの提案をし、
三年目に、やっと結果がでてきます。
新卒で営業が嫌だという人は、ぜひ営業の世界に飛び込んでみてください。
社会人になることができます。
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