AIの活用で商談準備の質は上がり、営業プロセスも再現性を持たせやすくなりました。しかし、泥臭さや人間らしさが不要になるわけではありません。むしろ、誰もが似たような提案をつくれる時代だからこそ、「この人に相談したい」「この人なら最後まで一緒にやってくれそうだ」と感じてもらえるための行動の価値が、ますます高まっています。今回はトップ営業パーソンが顧客の本音に迫る際に実践している所作・技術・流儀について、具体例を交えポイントを紹介します。
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