得意先の担当者が変わり、新担当が仏頂面のおじさん…（自分もおじさんですがw）
もしくは目を合わせてくれない女性、話を聞かない若手などなど、いろんな人がいますよね。
どんなタイプであれ、お客様に違いはありません。
何度も会えばお互いに性格をつかめて、きちんと商談ができるようになるでしょう。ただそれには数か月かかる場合があります。
売れる営業マンがやっているのは、スマートにランチに誘うことです。
あえてアポを11時に設定し、商談が終わったら「よかったらランチに行きませんか？ この前、美味しいお店をみつけたんですけど、一人で食べるのはもったいなくて」と言ったりして誘います。
断わられたとしても効果はあります。相手から見れば「誘ってくれた」と思いますので、営業マンのことを好きになります。
令和の時代は、コンプライアンスもコロナもあり、夜の接待ははやりません。はやく家に帰りたい社会人も増えています。
私も20代、30代のころは接待を週に3回はやっていました。実際にそれで結果は出ましたが、いまはほとんど夜の接待はしません。子どもも小さいですし、はやく家に帰りたいのです。
ランチは、誰もが行くものです。（たまにダイエットしていたり、眠くなるといった理由で行かない人もいますが）
先日、私の得意先の担当がかわり、大学を卒業したばかりの20代の男性でした。なぜか社内では仏頂面で、ほとんど喋りません。これは商談もできないな、と思い、ランチに誘いました。
会社の外に出ると一変して、一気にしゃべるようになったのです。驚きました。仏頂面でしゃべらなかった理由は、私の会社の担当をする予定ではなかったのに担当にさせられたという不満があったのです。やりたくない仕事をやらされた、ということです。
この愚痴を聞くことにより、その会社の内情もわかりましたし、その担当者の性格をつかめて営業をしやすくなりました。
これは本当にラッキーなパターンですが、ランチは想像以上に効果的です！
ぜひ皆さんも試してみてください！
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