転職支援をしていて、最近よく聞くことがあります。
コロナで売り上げが落ちている会社が多く、売り上げを伸ばすためにテレアポをしている、ということです。
テレアポでつらい思いをして、転職を考え始めたひともたくさんいます。
なぜ、みんなテレアポが嫌いなのか？
そして嫌いな人必見！
誰でも結果を出せる4つの方法を書いていきます！
目次
テレアポが心底嫌いでやりたくない理由
・つまらない
・アポが取れない
・知らない人にいきなり電話をかけるのが嫌
などなど、テレアポが嫌いな理由はたくさんあります。いくらでもあります。
私もそうです。
テレアポをやらないといけない時ほど、会社の業績がわるく、社内の雰囲気もよくありません。売り上げが悪いのは営業のせいだ！ と言われます。
ただ営業としては特に妙案もなく、売上が厳しいときほどテレアポをするしかない、という結論になってしまいます。
せつないけど、これが現実です。
コロナで売上がマイナスになり、テレアポをしなくてはならない人も多い中、誰でも結果を残せる4つの方法を書いていきます！
方法①達観してあきらめる
達観すると、気が楽になります。
私の営業チームもテレアポをしていますが、実は、人によってたいした結果の差はありません。
よくビジネス書で、テレアポで大きな結果を残している人の逸話が載っていますが、そんな人はまれです。
最終的な営業成績には、どの業種でも大きな差がでますが、テレアポは差がでません。
差が出るとしたら、テレアポを「やるかやらないか」だけです。
つまり、やれば結果につながるのです。
テレアポに実力差はないからやるだけ！
と達観しましょう。
ただ、テレアポはなんだかんだと理由をつけてサボってしまいますよね。
忙しい理由はいくらでもつくれます。
・お客さんから要望があってその対応をしないといけない…
・上司から言われた資料をまとめないといけない…
・明日の準備をしないといけない…
そんな言い訳ができないように、自分に対してや、部下にたいして強制力をもってテレアポをやる方法を書いていきます。
方法②アタック目標数を決めて、まずは電話をかける
単純な話です。
アタックの目標数を「一日100件」などと決めるのです。
売上が悪いときは、仕事の優先順位の一番にしていいです。
実際に商品を営業できる先がないと、売上は作れません。つまり、テレアポで営業先をつかまえられれば、売上を作る第一関門は突破です。
テレアポの目標数を作るのを嫌がる人がいます。
結局は売上だろ！
という理屈です。屁理屈です！
目標を達成できていなければ、それは間違えた考えです。
売上を達成するために商談があり、商談を作るためにテレアポがあるからです。
方法③トークスクリプトをつくる
目標テレアポ数を決めても、テレアポあるあるで、一本目の電話をかけ始めるのに時間がかかる人がいます。
わかります。どうせ断られるし、担当部書に取り次いでももらえないしで、と考えて手がとまってしまいます。
よっぽど度胸がある人以外はこうなってしまいます。
これを避けるには、「とにかくこれを話すんだ！」ということを決めてしまいましょう。
話すことを書いた「トークスクリプト」をつくればいいのです。
はじめは単純なもので大丈夫です。ワンパターンでいいです。
極論、
「お世話になっております。〇〇商事の山田ともうします。はじめまして。今日は◇◇のご案内でお電話させていただきました」
というレベルでいいです。
トークスクリプトを作るとなると、はじめから完璧な内容を求める人がいます。テレアポをやりながらブラッシュアップしていきましょう。
トークスクリプトを作るのは、他にもいいことがあります。
テレアポが嫌いな人でも、トークスクリプトを作るのが好きな人がいるからです。スクリプトの中身をブラッシュアップするためにテレアポを一生懸命やる、という主客転倒の人もいるぐらいなんです。
方法④みんなで時間を決めて集まってテレアポする
これは最後の方法。
営業の複数名で時間を決め、集まって電話する時間を取りましょう！
テレアポの時間は絶対に用事を入れない！ と決めるのが効果的。
みんなで集まればサボりにくくなります。
テレアポのために集まったのに、slackやメールの返信とやっている人がいたら、注意しましょう！ 自分もやらないこと！
ただ悲しいかな、集まることすらしなくなる人がいます。
集まれない理由も、いくらでも作れてしまうのです。
・商談の準備が…
・上司に頼まれた仕事が…
・作らないといけない資料が…
これも仕方ないことと、達観しましょう！
集まらなくなったら、あきらめずに何度も何度も、「絶対に集まろう！」といい続けましょう。
うまくいかないときは方法を変えるか、何度もいい続けるしかないのです。
まとめ
テレアポがつらいのは間違いありません！
どうしても電話をする気にならない場合は、
1、誰がやっても同じと達観し、
2、目標数を決め、
3、話す内容も決め、
4、皆で集まる！
これでもやらない人がいたら、リーダーがしつこく声をかけていきましょう！
やらない人を怒るのはやめましょう！
皆、やらない理由＝「テレアポをやらない正義」を脳内で作っているからです。
あきらめずにしつこく言って、テレアポ数を確保する。
テレアポ数が確保できれ商談が増え、商談が増えれば契約も取れます！
あきらめずにやる！ これだけですよ！
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