経営コンサル日誌

NISHIコンサル日誌のバックナンバーブログです。

日記

社長の価値観に迫る質問を用意すべし。

投稿日:

こんにちは。NISHIです。

昨日は、
「社長の本棚を見よ。
 さすれば社長の癖がわかる。
 社長の癖がわかれば、
 提案の内容も180度変わる」
というお話をしたかと思います。

それだけ本棚って癖といいますか、
傾向が表れやすいものですから
付き合うべきかそうでないかも含めて
サッとインプットすべきデータ。

そりゃそうですよね。
本棚は思考の跡であり
集積でもあるわけですから。

で、今日は
そこからひとつ踏み込んだ話。

昨日も言いましたが、
立派な社長には座右の書というべき
「人生や価値観に影響を与えた本」って
高い確率であったりします。

それって、聞いてます?

「どの本から強く影響を受けました?」
「それってなぜです?」
「その時の話、お聞かせいただけません?」

などなど【社長個人の価値観】に迫る。
そういう質問をどんどん投げかける。

これ、繰り返しますが
「社長の価値観を明確にする」
という目的も当然ありますが、
それだけが目的でもない。

その目的とは何か?

社長を喜ばせること、です。
————————–

「なに、そんなこと?」
「そんな媚び売ってどうすんの?」
「コンサルなら提案で勝負しないと」

なんて声が聞こえてきそうですが、
社長の心にくさびを打っておくこと。
案外大事だと思っております。

好きな本についてたずねてくれる。
その理由や背景もたずねてくれる。
自分の価値観に興味関心を
持ってくれている…。

社長はこれ、素直にうれしいんですよ。
なぜか?

聞いてくれる人がいないから。
————————————

いや、いるんですよ。
単に話を聞いてくれる人は。

でも、それは時に社員だったり、
時に夜のお店のお姉さんだったり。
前者は利害関係が強すぎるし、
後者にそんな話をしても…
という気持ちはありますよね。

それに比べると、
営業マンや外部の人間は
ちょうどいい距離感の存在。

それに、受注のためだけの
表面的なセールストークだけでなく、
しっかりと価値観にまで
踏み込んでくれる存在って、
営業マンというよりもパートナー。

もちろん、
質問すりゃいいってものでもなく、
中身がペラペラなまま質問しても
底の浅さを感じさせるだけに
なりますからそれは逆効果。

ただ、相手にとって
そういったポジションにまで、
自分を高めていく。

そのカギはシンプルに、
「質問ひとつ」にあったりします。

では。

NISHI↓

メルマガバックナンバーを置いているブログ

→ http://grass-ex.jp/Lo30/11591

-日記

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