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Resumen del Editor
本タイトルには付属資料・PDFが用意されています。ご購入後、PCサイトのライブラリー、またはアプリ上の「目次」からご確認ください。
営業職のビジネスパーソン必見!
18万部突破の大人気「トップ5%」シリーズ最新刊
800社、2万1000人の営業職を
AI分析で徹底解剖!
""再現性の高い""行動ルールを初公開!
本書で紹介している「5%セールス」とは、単に営業成績が上位5%というだけではありません。
運に左右されずに安定して成果を出すメカニズムを見出すべく、
「3年連続で目標を達成している人」という条件を含めました。
つまり、3年連続で目標を達成し続けて、
かつ社内の営業成績が上位5%に入っている人を「5%セールス」としたのです。
5%セールスは成果を出す習慣を身につけているので、
他部門へ異動しても、他社へ転職しても、良い成績を出し続けます。
すなわち5%セールスは、再現性の高い行動習慣を持っている人たちなのです。
5%セールスには、意外な共通点がありました。
・「プレゼンが苦手」だと思っている
・大型案件の獲得は「運」だったと思っている
・個人戦よりも「チーム戦」を重視している
・商談の最初は「よろしくお願いいたします」で始めない
・営業資料は3色以内。「余白」や「白抜き文字」を活用している
etc…
こうした5%セールスの特徴を一般的な「その他95%セールス」が
9か月間真似をしてみるという「再現実験」を、
のべ2万1000人で実施しました。
すると、再現実験を行った「95%セールス」の成績が平均1.2倍上がったのです。
もちろん、営業成績には運や縁はあります。
でも、その運や縁を引き寄せるメカニズムも少しずつ見えてきました。
こうした再現実験を特別に1万時間以上行い、再現性の高かった行動習慣をまとめたのが本書です。
本書を通じて、成果を出し続けている5%セールスの行動習慣に触れていただければと思います。
<目次>
第1章 顧客との「すれ違い」はなぜ起こるのか?
第2章 5%セールスの意外な共通点
第3章 95%セールスが良かれと思ってやってしまうこと
第4章 5%セールスのシンプルな思考と行動
第5章 5%セールスは周りを勝たせる
第6章 オンライン商談の成約率をアップさせたアクション
第7章 5%セールスの習慣を実践する方法
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