Ron McFarlandの Personal Journey (8-j): セールスプロセス＃9 信頼関係を構築する

STEP #9 ONE SALE MADE:　信頼関係を構築

One sale will not make a career for a salesman. Most of the time making a sale is good for the salesman and the customer. This is a "WIN-WIN" transaction. The salesman gets the sale, and the customer gets the value he is looking for in the product. If the salesman sells the product, but the customer is not happy for some reason ("WIN-LOSE"), the salesman may also lose. If the salesman sells the product at a loss ("LOSE-WIN"), he is not providing for himself or the future of the business, which may adversely affect the customer’s after sale support and advice. If a sale is not made because the salesman did not do a good job in all of the steps in the Selling Process, the salesman will probably lose the sale, and the customer will lose the benefit of the product ("LOSE-LOSE").

This step simply put, is to inform the customer that the relationship is not over. The salesman should tell the customer that he still is concerned about him getting the value in the product that the salesman explained in earlier steps. This is a tremendous trust builder for the salesman.

＜仕事に疲れたら『武蔵野』でコトリップ（『武蔵野』リイド社、斎藤潤一郎著）＞


Ronさんのセミナーいかがですか。苦労の多かったRon-sanの青春時代やキャリア形成の話、来日後、特に、いすゞ自動車勤務でのカルチャーショックとグローバルリーダーとしての活躍など。それとRonさんが楽しみにしている出席者と皆さんとのノミュニケーション。

皆さんがおやりになっている勉強会などに出張し講演させていただきます。本人の希望は、英語での発表です。

ただし、Ronさんが住んでいる東京都大田区から日帰りできるところとさせてください。

もっとも台湾でも日帰りは可能ですが。