リモート営業をはじめて3か月がたちました。
「おもったよりいいな」というのが、正直な感想です。
私が営業している商材は、イベントや研修といった無形商材です。
メリットとデメリットを、思いつくままあげていきます。
リモート営業の「メリット」
・会社に行かずに家でできる
・移動時間が必要ない
・一日に営業できる件数が増えた
・商材の説明を、資料をつかってしっかりできる（お客様も、ちゃんと見てくれる）
・決められた時間内で終われる
・服装をあまりきにしなくてもいい
リモート営業の「デメリット」
・自分の人柄を理解してもらいにくい
・雑談っぽさをあまり演出できない
・複数名でのディスカッションがしにくい
・面と向かって話したい、というお客様がいる
・最終判断は会って話してから、というお客様がいる
リモート営業の「ツール」
・zoom
・Google meet
・webex
このなかで一番よく使っているのがGoogle meetです。
時間制限がいまのところありません。
9月末から60分制限になるときいていますが、zoomの40分よりは長いです。
スマホのテザリングを使うこともありますが、webexやzoomだとつながりにくい感じがします。
Google meetがいちばんさくさく動きます。
お客様の指定したツールを使いますが、どれも扱いにくいことはありません。
まとめ
リモート営業で結果を残せているかというと、Yes！ とは言えません。
コロナのせいにしてはいけませんが、営業にとっては厳しい状況です。
ただ、これからはリモート営業が進むのは間違いないでしょう。
初めての商談はリモートで行い、クロージングは対面で、ということも進むでしょう。
営業マンにとっても変革が必要になってきます！
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