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2007,08,22, Wednesday
｢じゃあそれで契約するよ｣
いつ聞いても良い言葉ですね。 しかし ここで安心する営業マンが多いのですが、ここで慎重に事を運ぶようにしましょう。 キャンセルをゼロにする為の個人・中小企業向け営業手法です。 もしもここで不安げな表情をお客様がしているなら、もう一度契約内容の話に戻って納得させましょう。 もしもここで不満げな人が近くにいるようであれば、 ｢本当にありがとうございます。しかしそちらの方は大丈夫でしょか？他にどなたかにご相談はよかったでしょうか？」 こういった質問をして再度話をするようにしましょう。 どの道ここで話が食い違うようであるならば、後からキャンセルになっています。ここはお客様が納得するまで話をしましょう。 契約書作成をしているときにお客様が疑問を抱き質問をしたら、さっさと契約書を終らそうと思うのではなく、そこでいったん手をとめて ｢何か不安がありますか？。｣ と話しを聞きましょう。こういった行動一つで信用を勝ち取る事ができるのです。 次にさあ最後に印鑑だという場合 「印鑑は待ってください。もう一度印鑑を押す前に契約書の確認をしますね」と念入りに。 再度こまかく説明してから、何故この書類に印鑑がいるか説明をして印鑑をお客様に押してもらいましょう。 印鑑を営業マンが押しては駄目です。 お客様が印鑑押していいよといわれても、営業マンは印鑑に触れてはいけません。 朱肉に関しては絶対にお客様先に朱肉があっても、自分の朱肉を使いましょう。 これはマナーです。 そして印鑑が全部押し終わった時にはさっとポケットティッシュを一枚差出ましょう。 書類作成はとにかく、紳士を演じて、強引に書類を書かせることがないようにすることです。 こんな些細な行動を取るだけでキャンセル率は大きく下がってきます。
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| 営業くん Sのコラム | 08:57 PM | comments (1149) | trackback (20) | |
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