100社の経営者が創った学費無料の1年制志立大學            お問い合わせ  会場 よくある質問
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徳島校ブログ

日本ベンチャー大學徳島校の講義の様子をお伝えします。

平成25年(2013)【6月8日(土)】
 営業学/三谷浩之先生(株式会社フィット統括本部長)

UPDATE:2013/07/01 16:22
--------------------------------
●1日の流れ
1、朝礼
2、新聞アウトプット
3、「営業学」
  講師:三谷浩之先生(株式会社フィット統括本部長)
--------------------------------

●学び
・営業の仕事
営業とは、商品の価値を過不足なくお客様に伝えること。
買っていただくかどうかはお客様が決める。

・聞き上手
営業は聞き上手であるこたが重要。
語る→質問→共感→リピート
の順序で会話すると、相手から話してくれるようになる。
お客様の情報を引き出し、お客様の問題解決を提案することが
営業に求められる。

・態度
市場にはお客様とライバルしかいない。そしてお客様は100%見た目で選ぶ。
売る人の態度は当然良くしなければならない。

・NOと言われたらラッキー
お客様は何も言わずに去る。NOと言われたらむしろラッキー。
なぜNOなのか、理由を引き出す。そして改善できるもの、
できないものを見極め、改善する。

・スキルより心
商品を売るスキルを磨くより、心を磨く方が重要。正しい心を持てば結果は出る。
心を磨くのは簡単ではない。形から正していくしかない。

・スケジュール管理
時間だけは平等。それの使い方で仕事ができるできないがわかれる。

・早く行動
人は重要かつ緊急なことはすぐやる。しかし重要だけど緊急でない
ものはなかなか手をつけない。それを普段からしっかりやっておくことで、
緊急性のものは激減する。

・お客様への感謝
お金はお客様からいただいている。お客様がいて初めて自分達が
生かされている事実を忘れてはいけない。

・人は解釈の生き物
解釈次第で全てが変わる。全て前向きにとらえることが重要。

●実践項目
行動を早くする。
今やらなくて良いことも今やる。
そして、スケジュール管理を上手くできるようになる。

●考察
営業学に必要な考え方は、良く考えれば当たり前のことばかりでした。
しかし、普段忘れてしまっている事実を自覚することができました。

自覚があるかないかで人生かなり差ができるのではと感じました。
今回、学んだことを忘れないようにします。

From:西脇杜直(徳島大学4年)JVU徳島校2期生
-------------------------------------------------
●学んだこと
【商売の大原則】
・商売は物々交換から始り、今の時代は等価交換
・相手が欲しい物を用意していないとビジネスの本質から外れる
・お客様の欲しい物を用意していないと成り立たない

【営業マンの仕事とは】
・自社の商品を過不足なく伝える
・商品+サービスの価値を高める
・自社の商品を使ってお客様の悩みを解決する
・売らなきゃだめってものでもない→自分のためだけに売りたいは駄目

【営業の喜び】
・自分も幸せ、相手も幸せにして、その輪を広げると地域が幸せになる
・お客様の問題解決をし、仕事を通じて誰かを笑顔にすること

【営業の振舞い】
1.当たり前の徹底
・社会人としての考え方、モラル、人としてあたりまえのこと
・挨拶、スピード対応

2.仕事への取り組み方と姿勢
・営業スキルより考え方の方が大事
 普段考える事は口に出る、日常生活から正していかないと
 プロとして生き残れない

3.身だしなみと清潔感
・人は見た目で判断する
 常に自分が相手に与える印象を考える

●実践すること
・NOと言われたらチャンス、何故NOなのか理由を聞いて悩みを解決する
・挨拶を元気よく行なう
・身だしなみに気を使う

●考察
今回の営業学で営業マンの仕事について学びました。
今の自分がいかに未熟かを実感し、今後自分を磨いていくために、
まずは当たり前の事を徹底し社会人としての考え方、振舞いを
身につけます。

From:井上透(徳島文理大学4年)徳島校1期生
------------------------------------------------

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