
著者: 西本 雅也
タイトル: 1シート提案営業―どんな営業マンでも受注が取れる!
久々に、これだ!と思える提案営業指南書に出会えた。
本書は提案型の営業マンにPP(ピンポイント)シートなるものを活用させ、その「仕組み」で営業マン全体のスキル向上を狙う……といったノウハウ本。お客を神様と思わず、あくまでも対等――もしくは営業マンが主導権を握って交渉を進めるうえで、たんたんと「心構え」を説くビジネス書が多い中で、きわめて実践的なテクニックを披露してくれる。
これは買いだ。
PPシートの活用方法はこうだ。お客の関心事と提案項目をヒアリングしやすいようにあらかじめ会社側で標準的なものを設計しておき、それを営業マンひとりひとりに現場で実践させる。このようなやり方を徹底すれば提案の内容が属人化せず、一定のレベルに保つことができる。
また、PPシートの効果をPDCAでまわすことによって、結果を検証し、またメンテナンスしていけば提案内容のカイゼンも簡単にはかれる。私はこの方法は、提案型スタイルを持つ営業マンであれば、どんな業種であってもかなり応用がきくとみた。ウマイやり方だと思う。
本書にはPPシートの設計方法、作成手順、活用事例なども惜しみなく書かれている。著者のコンサルタントテクニックが盗まれるのではないか、と勝手な心配をしたくなるほどこの一冊で西本流の提案ノウハウを学ぶことができる。
もちろん、本書のみでPPシートを設計できなければ西本コンサルタントに設計を依頼すればいい。頼むことがはっきりしているので、ユーザ側もアウトプットをイメージしやすい。
コンサルタントとしても、このように相手に提供できるものが具体化していると商売がしやすいだろう。私も見習いたいものである。
【目次】
∴ はじめに
∴ 第一章 売れない営業を繰り返していませんか?
∴ 第二章 1シート提案営業とは
∴ 第三章 1シート提案営業の仕組みの設計
∴ 第四章 1シート提案営業を全社を挙げて実践する
∴ 第五章 PSM営業改革プログラム
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