営業マン

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。

調整する時間は何時間に及ぶでしょう。

無形商材を売るときは、顧客から値引きを要請される営業マンも多いでしょう。

営業マンとしては、自身の売上に直結するので一円でも高く売りたい、もしくは、安くてもいいから売上をあげたい。

ここで、商材開発担当者などと意見が衝突します。

たいてい開発者は、プライドを持っているので安く売るのを嫌がります。例え会社が赤字で一円でもいいから稼がしといけない、といった時ですらそうです。

営業マンと開発者、どちらが正しいということはありません。

ここでやるとまずいのは、上司に決済を預けるということです。

開発者の意に沿わない結果を上司が出すと、営業マンが恨まれてしまい、今後の仕事に支障がでてしまいます。

ここで必要なのは、営業マンと開発者の「会話」です。

本当に面倒ですが、開発者との会話を何度でも続けてください。説得するのではなく、開発者の話を聞いて思いに同調しながらも、自分の味方にしてしまいましょう。

これは、営業マンであれば必ずできます。

営業マンは顧客との交渉は、顧客の想いを聞き、顧客から好きになってもらい、最後は自社の商品を買ってもらう、というとても難易度の高いことをやっているのです。

顧客を落とせるのに、同じ社内の人間を落とせないわけはありません。

だけど実態は社内の人間であればあるほど、衝突が起こってしまいます。

なぜか? それは営業マンが社内の人を「お客様」と思っていないからです。

社内の人はお客様ではない。そうです。お客様ではないですが、顧客と同じ扱いをすればいいのです。

営業マンはあの手この手でお客様を落とします。

なんども資料を作り替えて提案し、時には飲みに行き遅くまで付き合います。

これと同じことを開発者にもやりましょう。

何度も何度も話しても話が平行線のままなら、ランチにでも一緒に行けばいいのです。一歩、会社から出てランチに行くと、がらっと表情が変わります。仲良くなっていき、飲みにでも行ったらもう落としたも同然です。

開発者も、こいつが言うなら値引いてもいいか、と思うようになります。それもずっとです。

顧客からの値引き要請に対して開発者がOKを出さなかったら、開発者を顧客と思って落としにかかりましょう。

営業マンならできる仕事です!

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...
「ほめちぎる教習所」差別化こそ営業マンに必要なスキルだ!「ほめちぎる教習所」が読売新聞で取り上げられ、話題になっています。 三重県伊勢市にある「南部自動車学校」です。 教習所といえ...
コロナでメンタルがやられた優秀な営業マンとその理由コロナでメンタルをやられてしまうビジネスマンが多くいます。 これほど大きく環境が変わることは、そうはありません。 「会社の業...
営業マンが困難な仕事を解決していくための方法について営業マンが困難な場面に出会ったとき、どう解決していくのか? 3つの解決方法があります。 ・ビジネス書を読んで答えを探す ...
営業マンがうつ病かと思ったら、ビジネス書を読みまくれ!かなり雑なブログのタイトルかもしれません。 私の経験から書いています。 なぜビジネス書を読むのか? スキルアップしたい...





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