「営業マンはお願いするな！」
当たり前のように使われている言葉です。
営業マンの研修でも言われますし、上司からも教えられて人も多いでしょう。
実際、私もそう思ってましたし、マネージャーとして部下に言ったことがある言葉です。
この本も20万部を突破し、2011年の発売ですがいまも売れているロングセラーです。
ですが、コロナ禍では「営業マンは最後はお願いしろ！」と、自ら実践してますし、部下にもやらせています。
どういうことかというと、コロナという非常事態では、顧客も経費を削減しています。
いままで10,000個仕入れていたものを0個にする、品質が劣る競合の安い商品に切り替えられてしまう、などなど、営業マンにとってはつらいパターンがいくらでもあります。
私が相談をうけた営業マンは、企業にスポーツジムの会員カードを提供している人です。
ある会社がいままでは会員カードを10枚、購入してくれていました。ところがコロナでまったく使わなくなったし今後の見通しも悪いので、一気に0枚にしたい、その会社の社長が言ってきたのです。
この営業マンはコロナだから仕方ないと、あきらめてしまいました。確かに、使わないのだからしょうがないな、とも思ってしまったのです。
ですが、本当に使わないのでしょうか？ 使いたい従業員もいるかもしれません。
なんてことを、その社長に訴えてもダメです。社長が判断したことを論理的に訴えても効果はありません。
私がアドバイスしたのは、「今回は頭を下げて、一枚でいいから会員カードを残してもらえ！」でした。
社長も、申し訳ないという気持ちがあるのです。これまでの付き合いをゼロにするのは、お金を出している側も、罪悪感があるのです！
このアドバイスを実行した営業マンは、頭を下げてお願いしたことにより、一枚残してもらえました。
他の顧客にも同じことを行い、ゼロになるのを食い止められたのです。
一度ゼロになってしまったものをイチに戻すのは、本当に大変です。
イチを5や10にする方が簡単です。
今回のコロナは本当に特殊事情です。
「営業マンはお願いしろ！」です！
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