【この通りにやるだけ】成果を劇的に変える“超準備術”ー資料作りの極意 【元キーエンス トップセールス 天野眞也】

Our guest is Shinya Amano, a former top salesperson at Keyence and currently a CRO and evangelist at Kakushin Corporation. He will thoroughly explain the secrets of creating materials. You might think that "sales is all about the ability to talk," right? In fact, what determines success these days is overwhelmingly "preparation." The key to this is creating materials. Today, we'll introduce a method that will dramatically improve your preparation skills, just by following these steps. Please watch until the end! ▼Chapters 0:00 - Opening 0:37 - Sales Preparation Techniques 1:56 - Learning through "Practice"! The Essence of Sales Preparation 4:57 - Preparation Technique Step-by-Step Guide 5:38 - 1. Industry, Department, and Position 5:54 - 2. Pain Points 6:07 - 3. Benefits 6:25 - Preparation Technique 1: Consider Product Benefits from the Customer's Perspective 7:29 - 4. Products You Can Propose 7:50 - 5. Approach Plan 8:15 - 6. Initial Appointment Email (Conversation) 8:26 - Preparation Technique 2: Consider Your Customer's Approach Plan 9:28 - 7. Hero/Heroine Make-Up Talk 10:02 - Preparation Technique 3: Turn Customer Pride into Hero/Heroine Make-Up Talk 11:42 - 8. Customer Fear, Pain, and Sadness 11:52 - 9. Hypotheses of Explicit and Latent Needs 13:00 - 10. Predicting the Needs Behind Needs and the Background 14:37 - 11. Predicting Solutions That Address Latent Needs 14:50- 12 Value Templates for Creating Added Value and Differentiation 15:18- Preparation Tip 4: Estimating Based on Customer Value 19:16- 13 Talk Scripts from Successful Cases 19:27- 14 Closing Talk Structure 19:39- 15 Anticipating and Dealing with Objections 20:16- Preparation Tip 5: Utilizing AI ▼ Speaker Information ・Shinya Amano https://x.com/amanotch_ch "AMANO" "SCOPE" A channel where Shinya Amano talks with leading innovators and discusses the future of Japan and the future of manufacturing.    / amanoscope   Junichi Suzuki https://x.com/J_TheModel ▼Books by the Cast "New Sales Power" Author: Shinya Amano Published by: Cross Media Publishing https://amzn.asia/d/eWS6SSc #Sales #Sales #Keyence #KnowledgeWork #Shinya Amano #Junichi Suzuki #NEW_SALES #Kakushin #CRO #EveryoneBecomesASalesBetter #SalesEnablement #Enablement #TopSales #Preparation #Proposal #Proposal #Preparation