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

【書評】「普通の人でも確実に成果が上がる営業の方法」を読んでみた。

投稿日:

こんにちは。NISHIです。

今日は書評をお届けしましょう。
ピックアップ本はこちらです。

==
書籍:
普通の人でも確実に成果が上がる
営業の方法

著者:長尾一洋
出版社:あさ出版
→ http://grass-ex.jp/Lo30/13301
==

いいですね。
タイトルがストレートです。
そうなんです。
「普通の人が売れること」が
大事なんです。

コンサルの現場ではよく
「仕組み化しましょう」と
便利に使われる仕組み化と
いう言葉。

この言葉の意味は、
普通の人が出来るように
簡単にしましょう、
という意味でもあります。

故にコンサルの仕事のひとつは、
セールスであれ事務作業であれ、
プロセスを分解して組み立て直し、
目的に対して最適化への
チューニングまで施していく。
これが大切なんです。

そこで、この本。それゆえに
「普通の人でも成果が上がる」
というのは至極真っ当な
アプローチになるわけです。

で、内容です。

ひとつ、
「この本で書かれて」いる
「営業のポイント」を
「私なりの言葉に置き換え」て
お伝えしますと、それは、

【仕事した気】を合理的に削れ
—————————————

ではないかと思います。

たとえば、
営業成果の質を高めるには、

どこに行くか(訪問先)
誰に会うか(面談者)
いつ行くか(タイミング)

の3つを考えなくてはいけなくて、

訪問先であれば、
アポの取りやすいところよりも
ニーズのありそうなところに行くこと。

面談者であれば、
会いやすい人ではなく、
決定権者に会うこと。

タイミングであれば、
行きやすいタイミングではなく、
行くべきタイミングで行くこと。

いかがです?
これらって当たり前のこと
だと思いません?

当たり前なんですが、
人ってラクな方に逃げがち。

訪問先も
アポの取りやすいところの方が、
面談者も
会いやすい人に会う方が、
タイミングも
行きやすいときに行く方が、
断然ラクなんです。

ラクな方に逃げがち、
ということは、営業マンは
本当に成果が出る方法を
意識的にせよ無意識的にせよ
知っているということです。

そこを営業マン自ら曖昧にし、
ラクな方を選択する。
そして、仕事をした気になる。

そういう
「仕事をした気」を、
プロセス分解して合理的に減らすこと。

プロセスに分解することができれば、
仮説の検証もしやすいですし、
新たな仮説や対策が立てやすいのです。

そうやって
「プロセスにおける曖昧さを省く」
ことの繰り返しが、
「営業の仕組み」につながり、
「普通の人こそ成果をあげる」ことが
出来るようになります。

そういった
至極真っ当な論理的アプローチが
出来ないコンサルも、結構、います。

つまり、
当たり前のことが出来るようになれば、
コンサルって出来るものなんですよ。

では。

NISHI

-日記

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