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知っておきたい! 営業に生かせる業界別の売りテクニック

どの業界でも伝説に残る営業マンは存在します。特徴の一つとして挙げられるのが「数字に強いこと」。例えば、ある伝説の証券マンは『会社四季報』を丸暗記し、お客様にどの企業について尋ねられても即答して驚かれたとか。もちろん万人ができるものではないですが、押さえておくべきポイントはいくつかあるはずです。

営業テクニック

どの業界でも伝説に残る営業マンは存在します。特徴の一つとして挙げられるのが「数字に強いこと」。例えば、ある伝説の証券マンは『会社四季報』を丸暗記し、お客様にどの企業について尋ねられても即答して驚かれたとか。もちろん万人ができるものではないですが、押さえておくべきポイントはいくつかあるはずです。そんな営業のプチテクニックを業界別にご紹介します。

短期商談、新規開拓の広告・メディア業界、WEB業界は?

広告・メディアは、情報がモノをいう業界だけに短期商談が求められるでしょう。そのため、新規開拓を常に視野に入れておくべき。それには幅広い人脈とスピーディーな対応力が必要です。お客様の要望や課題をヒアリングして、その日のうちになんらかのリアクションをとっておきましょう。詳細は後日、改めてまとめても良いのです。「以前同様のケースがあったので、御社に合わせた改善案を○月○日までにお送りします」とこの場合は日付ですが、何か一つ確実な情報を伝えるのです。

また、訪問先の決裁キーマンを見つけて、そこから攻めるのも早道。とはいえ、新規のお客様の場合、最初は窓口担当者止まりになるのがオチです。まずは雑談レベルで先方の得になるような情報を話題に組み込みましょう。業界の動向や競合他社の傾向など訪問先の社内でネタになりそうなレアな情報を置き土産にするのです。窓口担当者がキーマンに伝え、「いろいろ情報を持っていそうだ」と思われれば、直接会うチャンスもあるでしょう。

広告・メディアと同じ無形商材が対象のWEB業界では、結果を「見える化」することが必要。たとえ悪い結果でも改善点を明確にし、代替案を持って訪問しましょう。結果が良くないときこそまめに連絡をすることが信頼につながります。

お客様のライフプランの相談、提案が決め手となる住宅・不動産業界

一生のうちで一番大きな買い物である住宅を販売するには、お金の知識を身につけてお客様一人ひとりのライフプランを考えた提案を重ねることが顧客獲得に直結するでしょう。そのため、ファイナンシャルプランナーの資格を取る不動産の営業マンもいるそうです。不動産営業は住宅ローンのみの視点で語られがちですが、家族構成による将来設計や収支計画など、俯瞰的な相談・提案が加われば説得力が増します。

さらに隣家の庭木の枝が侵入してきたなどのトラブルが起きたとき、法律面の知識を持っていると客観的な意見が述べられるため強みとなります。売買契約後のアフターフォローにも役立つでしょう。高価な買い物だけに、通り一遍のマニュアル的な対応で済まさず、じっくり顧客とつきあう心づもりが必要です。

生活に直結した消費財メーカーはマーケティング力を駆使!

有形商材を扱うメーカー系のなかで食品や消費財メーカーは、一般家庭にもっとも身近な存在。「△△メーカーの○○菓子が好き」など、商品と企業の名前が直結して記憶に残るような手法が決め手となるでしょう。

それには自社製品をよく把握し、ニーズに合う店舗にどのようにアプローチするかというマーケティング力が試されます。売上を伸ばしていたり、話題になったりしている店舗や競合の商材に普段から目を光らせ、どのように売られているかをリサーチして情報感度を高めましょう。

また、ターゲットとなる層の趣味嗜好や流行にも敏感であること。「女子高生は○○だから」という一昔前の常識や思い込みは引きずらないように、常にリアルな声を求める習慣も大切です。

テクニックが活きるのは、お客様の要望に柔軟に応えられる知識があってこそ。まずは自分の業界の専門知識を身につけ、日頃から動向をチェックしておくことが基本です。


転職ノウハウ


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