今回は日常に潜む営業のテクニックを紹介します。
あなたが知らない間にあなたの周りには営業のテクニックが潜んでいます。もしかしたら、あなたはその話術にはまって知らない間にお金を払っているのかもしれませんよ？
フットインザドア
フットインザドアテクニックを知っていますか？
どういうものかというと、最初に小さな要求をし、徐々にこっちの要求を通していくテクニックです。
フットインザドアテクニックの由来は
訪問販売のセールスマンがドアを閉められないように
足を挟み営業を行う様子から名付けられています。
「まずは話だけでも！」って営業の人はよくいいますよね？
冷静に考えたら、話だけで終わったら営業の意味がないんだから、話だけで終わるわけがないのですが、「話を聞く。」という小さな要求から、商品の契約というゴールまでたどり着かせる訳です。
最初に小さい要求を受け入れた人は次に関連した要求をされるとは
断りつらいというのが統計上ありますからね。
例えばあなたも、スーパーなどで試食品を提供された場合、
試食をしてから、その商品を勧められたら、
申し訳ないと思ってしまい、ついつい買ってしまいませんか？
スーパーだけではありません。多くの試供品、お試し品を提供している店、通販はこのテクニックを使っています。
試供品を使うという小さな行為をさせ、
次に感想を述べさせ、また別の試供品を使わせ、
などなど巧みな話術で最終的なゴールである商品の購入までもっていきます。
日常ではこういうテクニックを使われるタイミングがいくらでもあります。
うっかりテクニックにはまって無駄遣いをしないためにも。
知識をつけなければいけません。
知識は武器です。
自分の身を守るという意味でも勉強はしていかなければなりませんね。
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