[:en]No Pain Points, No Problems[:ja]問題を抱えない顧客へのアプローチ[:]
[:en]What if your prospects and clients have no pain points and no problems? Presumption of damage is never a good way to start a relationship with anyone, whether in business or otherwise. Not long ago, I was working with a sales team to help improve their capability to ask questions when meeting with prospects. Without fail, during role plays when I played the customer, each one asked me variations of “Do you have any particular problems?” When I responded, “No, we don’t have any particular problems,” each salesperson was flustered and did not know how to respond. Each one, after a few awkward exchanges, simply withdrew and promised to call again […]
[:en]Empathy Trumps Projection[:ja]投影ではなく共感をすること[:]
[:en]Projection and empathy are not the same thing, but they are often confused. Empathy is the ability to understand how someone is thinking, whereas projection is presuming a person thinks like you. Be careful not to project when it is empathy that you intend.
[:en]When Risk Aversion is Personal[:ja]個人的な理由からのリスク回避[:]
[:en] There is nothing wrong with risk aversion. It is only aversion to reasonable business risk that is a problem. When a business leader complains of excessive risk aversion in his staff, the underlying concerns are frequently personal.
[:en]Ownership Trumps Buy-In[:ja]責任を持たせること vs. 同意を得ること[:]
[:en]New methods can appear threatening to some managers who have never had to change in order to be successful.
[:en]Start With Strategic Absolutes[:ja]戦略作成では、まず譲れない部分を明確にする事[:]
[:en]Any business, in any situation, in any market always has multiple options for a strategic direction that are all good. It is a terrific boon to buy-in when your leadership team can come up with a strategic direction that matches yours without you having to tell them what your vision is. However, that rarely happens on its own.
[:en]No Settlement for Augmented Reality[:ja]拡張現実に甘んじるべきではない[:]
[:en]A machine is no ersatz for real, human engagement. A virtual reality is never better than the real thing. A recent visit to Paris reminded me of these truths.
[:en]Labor Shortage? No Such Thing! [:ja]労働力不足など存在しない[:]
[:en]There is no such thing as a labor shortage. There are more excellent people out there right now than you can possibly hire, and you can have them—if you do things right! Last week, I discussed what to let go in order to grow your business in the midst of a labor shortage. This week, as promised, I discuss what to take on. Below are my top four.
[:en]No Such Thing as a Labor Shortage[:ja]人手不足と「手放す」ことについて[:]
[:en]There is no such thing as a labor shortage. In reality, there are more excellent people in Japan than you could possibly hire. You can have them, if you do things right. The first step in growing a business, even in a labor shortage, is deciding what to cut. If you find that your business is dealing with the current labor shortage by taking more on and clinging to what you have, then heed my advice. If you want to grow, you must first let go. Let go of what, you ask? Read on, and I explain the top four.
推定ではなく、価値を提案すること
JR新幹線の一等席はグリーン車と呼ばれています。私はフランスのTGVやアムトラックのアセラ・エクスプレスといった超特急列車にも乗った事がありますが、そのどれと比べても、グリーン車が一番乗り心地が良いと思います。JRは、いくつかの路線において、さらにその上を行く「グランクラス」という特別座席まで提供しています。しかし、このグランクラスの存在はほとんど知られていません。JRが故意に秘密にしているわけではないと思いますが、JRの社員を見ていると、秘密にしようとしているのではないかと考えさせられてしまいます。
[:en]You Are Not Carlos Ghosn[:ja]あなたはカルロス・ゴーンにあらず[:]
[:en]Some have argued the reason for Carlos Ghosn’s legal trouble is for having pushed change too hard—that he crossed some kind of Japanese nationalistic redline in wanting to merge Nissan and Renault, giving the French company control over the Japanese entity. Had Ghosn been more conservative in his actions, they reason, he would not be in the predicament in which he finds himself. This narrative, however, is disingenuous.
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