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[書籍] 選ばれ続ける人の仕事術～小さなことだけど大きな差がつく～

 

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【内容】
帯には以下のように書かれている。
・7年連続で年間250日以上！脅威の実績！研修女王が教える「ちょっと嬉しいプラスα」の極意。
・「一流を目指したい人」、「部下を一流に育てたい人」必見の記憶に残る仕事のやり方・考え方！
以下に、各章毎の内容、印象に残った点を挙げる。


まえがき
・商品を買ってくれるクライアントやエンドユーザーばかりが"お客様"ではない。上司、同僚、部下、
　後輩。一緒に仕事をする人すべてが大事なお客様。こうした"社内顧客"から選ばれ続けなけれ
　ば、仕事を前に進めることはできない。
・社内・社外を問わず、本気のお客様満足、究極のCSを目指すことが、"選ばれ続ける"カギを握って
　いる。本書では、著者自身の体験を交えつつ、本気のお客様満足を目指すためのヒントやスキル
　を紹介する。


第1章 選ばれ続ける「一流」の条件
・「合格」は「一流」になるためのスタートライン。でも、実際には、「合格」がゴールになってしまっている
　人が結構いる。これができれば「合格」という基準はあるが、「一流」に正解はない。何が一流かは、
　お客様によって違ってくるのである。
・仕事に慣れてはいけない。慣れた途端に、大量生産になってしまう。量産品は、どこにでもあるので、
　選んでもらえない。よくプレゼンテーション研修で、受講者の方に「場数を踏んで慣れれば上手く
　なりますか？」と聞かれます。著者は、「慣れちゃダメですよ」と答えている。慣れればラクに話せる
　かもしれないが、緊張感のない話は聞いてもらえない。場数を踏んだり、経験を積むことは大切
　だが、慣れることとは違う。慣れるのではなく、進歩・進化することが大事。新化しているということ
　は、つねに新しい経験をしているということ。その緊張感が、さらに進歩を後押ししてくれる。
・「一流」の人のアピールが、"自慢話"に聞こえないのは、相手をちゃんと尊重しているから。自分の
　実績やセールスポイントのうち、相手の役に立つのはどれか、自分が伝えたいことではなく、相手が
　知りたい情報を選んでいるから、セールストークも喜んで聞いてもらえる。


第2章 何があっても伸びる人の10のポイント
・チャンスをもらい続けている人は、チャンスの与えがいがある人である。使いこなせれば、自分が伸び
　る。仕事が前に進む。評価が上がって、さらにチャンスが広がる。「一流」の人は、このプラスの相乗
　効果を生かして、いくつになっても自分を伸ばし続けている。
・伸びる人、選ばれる人の秘密は、仕事をする時の"目線"にもある。1つは、全体を見渡す目線。
　自分の部署だけでなく、会社全体ではどうか、今だけでなく、長期的にはどうかなど、全体が見えて
　いないと正しい選択はできない。もう1つは、「お客様の顧客」を考える目線。目の前のお客様だけ
　でなく、その人が大事にしたいお客様のことを考えることが重要である。


第3章　自分を大事にしてこそ選ばれる
・「きっと」「…に違いない」と思い込み、勝手に変な制約や縛りを作って、自分で自分を息苦しくして
　しまっている人が結構いる。きちんと自分尊重、自己主張できない一番の原因はそこにある。考えの
　枠を広げたり、選択肢を増やしたり、別の可能性を探ったり、時には多少諦めもしたり。思い込みを
　払拭して、呼吸しやすくすることが大事。思い込みから脱却し、自分の本当に大事な優先順位が
　わかれば、気持ちよく仕事を前に進められる。
・自分も相手も、確かな「価値」と「勝ち」を持ち帰れるのが「Win-Win」。「Win-Win」の提案は、相手
　も嬉しいし、自分も頑張れる。どちらにもメリットがあるから、お互いに「ぜひ次も！」と思う。これを
　積み重ねていけば、仕事を前に進めつつ、気持ち良く選ばれ続けることができる。そのために、相手
　が持っていないものを"互いに渡しあう"ための引き算をする。まず「相手-自分＝認める」、次に
　「自分-相手＝渡す」。「相手が必要としているもので、自分にあるもの」、あるいは「相手が目指
　したいゴールに近づくために、自分がお手伝いできること」は、きちんとアピールして、惜しみなく渡す
　ようにする。


第4章 実力30の人が、実力100の人に勝てる理由
・実力の出し惜しみだけでなく、言葉の出し惜しみも選ばれない原因になる。褒め言葉や感謝の一言
　を出し惜しんだり、予告の一言を端折ったり、あるいは確認の一言を怠ってしまったり。「言わなくても
　わかる」「わかってくれる」なんて甘えは禁物である。ちゃんと声に出して言わなければ伝わらない。


第5章 究極の「お客様満足」を目指す
・お客様を大事にするということは、「何でもお客様の言う通りにする」のとは違う。顧客意識を正しく
　キープするとは、次の3つの目線をつねに意識して行動するということ。①お客様を一番に考える、
　②お客様が正しくなるよう、導いてあげる、③お客様は「一人ひとり違う」ことを忘れない。


終章 「一流」を目指すための52のヒント
・「選ばれ続ける」ために大事にしたい目線やスキル、そのエッセンスを短いメッセージにまとめた。「一流」
　へのトビラを開く52のヒント集。１年は52週。まずは週に1つずつ、今週はこれと決めて意識することから
　始めてみよう。続けていくことで、自分の仕事に正しい自信を持つ。それが「一流」への第一歩である。



【感想＆気づき】
【気づき＆感想】お薦め度：★★★★（5段階評価）
著者は、研修の女王と呼ばれる大串さん。私は2日間の研修を1回、そして講演会を拝聴したことがある。
とても、落ち着いており、かつ的確なタイミングで分かりやすくお話をされる、
まさに「プロフェッショナル」「一流」の研修講師。その著者が、仕事で選ばれ続けるために、
心掛けるべきことを書いている。私が印象に残ったのは、「慣れる」ことはいけないという部分。
やはり、日々仕事をしていると「慣れ」というものに襲われる。
過去の成功体験から、「こうやっておけば問題ないであろう」と考え、自分なりに及第点がとれそうな方法で進めてしまう。
しかし、結果として同じ行動をとることがあったとしても「もっと良くするには」とか、「そもそもの目的のためには」と改めて考え続けなくてはいけないと痛感した。
仕事だけじゃなく、私生活での自己成長に向けた取り組みにおいても、マンネリ化することなく、常に新しい刺激を取り入れた行動をしていきたい。


【お知らせ】
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基本情報

グラフ社 − 大串　亜由美

投稿者

smile-coach

最終更新

2008-08-21 14:12:37
 

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