営業の世界では、ここ数年「スマートに売る」という類の言葉をよく耳にします。商談をデータで可視化し、営業プロセスを整え、誰でも一定の成果が出る状態をつくる。避けて通れない大切なテーマです。ただ、営業がスマートになっていく時代に、「泥臭さ」はもう不要なのでしょうか。逃げない姿勢や、「この人なら一緒にやり遂げてくれそうだ」と思わせる熱量は、過去の遺物なのでしょうか。私はまったくそうは思いません。最後に選ばれるトップ営業の行動原則、そして「問い」を通して顧客の思考を動かす「ある手法」を徹底解説します。
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