{"id":4040,"date":"2024-11-21T04:21:30","date_gmt":"2024-11-20T19:21:30","guid":{"rendered":"https:\/\/miitel.com\/jp\/?post_type=column&#038;p=4040"},"modified":"2025-12-22T16:20:27","modified_gmt":"2025-12-22T07:20:27","slug":"spin-selling-technique","status":"publish","type":"column","link":"https:\/\/miitel.com\/jp\/column\/spin-selling-technique\/","title":{"rendered":"\u6210\u7d04\u7387\u3092\u4e0a\u3052\u308bSPIN\u8a71\u6cd5\u306e\u6d3b\u7528\u8853\u3068\u3001\u4ed6\u8a71\u6cd5\u306e\u57fa\u672c\u3092\u304a\u3055\u3089\u3044(BANT\/SNAP\/MEDDIC)"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">\u682a\u5f0f\u4f1a\u793e\u30a2\u30bf\u30c3\u30af\u30b9\u30fb\u30bb\u30fc\u30eb\u30b9\u30fb\u30a2\u30bd\u30b7\u30a8\u30a4\u30c4\u306e\u300c\u65e5\u672c\u306e\u55b6\u696d\u5b9f\u614b\u8abf\u67fb2019\u300d\u306b\u3088\u308b\u3068\u3001<mark style=\"background-color:#00000000\" class=\"has-inline-color\">\u7d0485\uff05\u306e\u55b6\u696d\u30de\u30f3\u304c\u81ea\u8eab\u306e\u55b6\u696d\u6d3b\u52d5\u306b\u4e0d\u5b89<\/mark>\u3092\u611f\u3058\u3066\u3044\u307e\u3059\u3002\u9867\u5ba2\u306b\u9069\u5207\u306a\u63d0\u6848\u304c\u3067\u304d\u3066\u3044\u308b\u304b\u5426\u304b\u81ea\u4fe1\u304c\u6301\u3066\u306a\u3044\u3068\u60a9\u3093\u3067\u3044\u308b\u3088\u3046\u3067\u3059\u3002\u305d\u306e\u89e3\u6c7a\u7b56\u3068\u3057\u3066\u3001\u9867\u5ba2\u306e\u30cb\u30fc\u30ba\u3084\u8ab2\u984c\u3092\u5f15\u304d\u51fa\u3059\u300cSPIN\u8a71\u6cd5\u300d\u304c\u6ce8\u76ee\u3092\u96c6\u3081\u3066\u3044\u307e\u3059\u3002\u672c\u8a18\u4e8b\u3067\u306f\u3001\u300cSPIN\u8a71\u6cd5\u300d\u306e\u57fa\u672c\u3068\u6d3b\u7528\u8853\u3092\u7d39\u4ecb\u3057\u307e\u3059\u3002<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">SPIN\u8a71\u6cd5\u3068\u306f? <\/h2>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"574\" src=\"https:\/\/miitel.com\/jp\/sys\/wp-content\/uploads\/2024\/11\/AdobeStock_861469758-1024x574.jpeg\" alt=\"SPIN\u8a71\u6cd5\u3068\u306f?\" class=\"wp-image-4220\" srcset=\"https:\/\/miitel.com\/jp\/sys\/wp-content\/uploads\/2024\/11\/AdobeStock_861469758-1024x574.jpeg 1024w, https:\/\/miitel.com\/jp\/sys\/wp-content\/uploads\/2024\/11\/AdobeStock_861469758-300x168.jpeg 300w, https:\/\/miitel.com\/jp\/sys\/wp-content\/uploads\/2024\/11\/AdobeStock_861469758-768x430.jpeg 768w, https:\/\/miitel.com\/jp\/sys\/wp-content\/uploads\/2024\/11\/AdobeStock_861469758-1536x861.jpeg 1536w, https:\/\/miitel.com\/jp\/sys\/wp-content\/uploads\/2024\/11\/AdobeStock_861469758.jpeg 1920w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">SPIN\u8a71\u6cd5\u306f\u3001\u9867\u5ba2\u306e\u30cb\u30fc\u30ba\u3092\u52b9\u679c\u7684\u306b\u5f15\u304d\u51fa\u3057\u3001\u6700\u9069\u306a\u89e3\u6c7a\u7b56\u3092\u63d0\u6848\u3059\u308b\u305f\u3081\u306e\u8cea\u554f\u624b\u6cd5\u3067\u3059\u3002\u3053\u306e\u8a71\u6cd5\u306f\u30014\u3064\u306e\u8cea\u554f\u30ab\u30c6\u30b4\u30ea\u304b\u3089\u6210\u308a\u7acb\u3061\u307e\u3059\u3002\u305d\u308c\u305e\u308c\u300c<span class=\"text-bold\">Situation\uff08\u72b6\u6cc1\uff09<\/span>\u300d\u300c<span class=\"text-bold\">Problem\uff08\u554f\u984c\uff09<\/span>\u300d\u300c<span class=\"text-bold\">Implication\uff08\u793a\u5506\uff09<\/span>\u300d\u300c<span class=\"text-bold\">Need-payoff\uff08\u89e3\u6c7a\uff09<\/span>\u300d\u3068\u3044\u3046\u610f\u5473\u3092\u6301\u3061\u3001\u9867\u5ba2\u3068\u306e\u4f1a\u8a71\u3092\u901a\u3058\u3066\u3001\u5177\u4f53\u7684\u306a\u554f\u984c\u3084\u8ab2\u984c\u3092\u6d6e\u304d\u5f6b\u308a\u306b\u3057\u3066\u3044\u304f\u30d7\u30ed\u30bb\u30b9\u304c\u7279\u5fb4\u3067\u3059\u3002<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">SPIN\u8a71\u6cd5\u304c\u5fc5\u8981\u3068\u3055\u308c\u308b\u7406\u7531<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">\u55b6\u696d\u306e\u73fe\u5834\u3067\u306f\u3001\u305f\u3060\u5358\u306b\u5546\u54c1\u3084\u30b5\u30fc\u30d3\u30b9\u3092\u58f2\u308a\u8fbc\u3080\u306e\u3067\u306f\u306a\u304f\u3001\u9867\u5ba2\u306e\u672c\u5f53\u306e\u30cb\u30fc\u30ba\u3084\u8ab2\u984c\u3092\u6b63\u78ba\u306b\u7406\u89e3\u3059\u308b\u3053\u3068\u304c\u91cd\u8981\u3067\u3059\u3002SPIN\u8a71\u6cd5\u306f\u3001\u9867\u5ba2\u304c\u8868\u9762\u7684\u306b\u898b\u305b\u306a\u3044\u6f5c\u5728\u7684\u306a\u554f\u984c\u3092\u5f15\u304d\u51fa\u3057\u3001\u305d\u308c\u306b\u5bfe\u3057\u3066\u9069\u5207\u306a\u63d0\u6848\u3092\u884c\u3048\u307e\u3059\u3002\u307e\u305f\u3001\u9867\u5ba2\u304c\u81ea\u5206\u306e\u62b1\u3048\u3066\u3044\u308b\u554f\u984c\u306b\u6c17\u3065\u304b\u3055\u308c\u308b\u3053\u3068\u304c\u591a\u304f\u3001\u81ea\u7136\u306a\u6d41\u308c\u3067\u5546\u54c1\u3084\u30b5\u30fc\u30d3\u30b9\u306e\u63d0\u6848\u304c\u3067\u304d\u308b\u306e\u3067\u3059\u3002<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">SPIN\u8a71\u6cd5\u3092\u6d3b\u7528\u3059\u308b\u3053\u3068\u3067\u3001\u4ee5\u4e0b\u306e\u30e1\u30ea\u30c3\u30c8\u304c\u5f97\u3089\u308c\u307e\u3059\u3002<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><span class=\"text-bold\">\u9867\u5ba2\u306e\u30cb\u30fc\u30ba\u3092\u6df1\u304f\u7406\u89e3\u3067\u304d\u308b<\/span>\uff1a\u5358\u306a\u308b\u8868\u9762\u7684\u306a\u8cea\u554f\u3067\u306f\u306a\u304f\u3001\u6df1\u3044\u30ec\u30d9\u30eb\u3067\u9867\u5ba2\u306e\u8ab2\u984c\u3092\u5f15\u304d\u51fa\u305b\u307e\u3059\u3002<\/li>\n\n\n\n<li><span class=\"text-bold\">\u4fe1\u983c\u95a2\u4fc2\u3092\u69cb\u7bc9\u3067\u304d\u308b<\/span>\uff1a\u9867\u5ba2\u304c\u300c\u81ea\u5206\u306e\u3053\u3068\u3092\u3057\u3063\u304b\u308a\u7406\u89e3\u3057\u3066\u304f\u308c\u3066\u3044\u308b\u300d\u3068\u611f\u3058\u3084\u3059\u304f\u306a\u308a\u307e\u3059\u3002<\/li>\n\n\n\n<li><span class=\"text-bold\">\u9577\u671f\u7684\u306a\u95a2\u4fc2\u6027\u3092\u69cb\u7bc9\u3067\u304d\u308b<\/span>\uff1a\u5358\u306a\u308b\u4e00\u5ea6\u306e\u30bb\u30fc\u30eb\u30b9\u3067\u7d42\u308f\u3089\u305a\u3001\u4eca\u5f8c\u306e\u30d3\u30b8\u30cd\u30b9\u30c1\u30e3\u30f3\u30b9\u306b\u3082\u3064\u306a\u304c\u308a\u3084\u3059\u3044\u3067\u3059\u3002<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">SPIN\u8a71\u6cd5\u306e\u5b9f\u969b\u306e\u6d41\u308c\u306b\u3064\u3044\u3066<\/h2>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"683\" src=\"https:\/\/miitel.com\/jp\/sys\/wp-content\/uploads\/2024\/11\/AdobeStock_1033533879-1024x683.jpeg\" alt=\"SPIN\u8a71\u6cd5\u306e\u5b9f\u969b\u306e\u6d41\u308c\u306b\u3064\u3044\u3066\" class=\"wp-image-4221\" srcset=\"https:\/\/miitel.com\/jp\/sys\/wp-content\/uploads\/2024\/11\/AdobeStock_1033533879-1024x683.jpeg 1024w, https:\/\/miitel.com\/jp\/sys\/wp-content\/uploads\/2024\/11\/AdobeStock_1033533879-300x200.jpeg 300w, https:\/\/miitel.com\/jp\/sys\/wp-content\/uploads\/2024\/11\/AdobeStock_1033533879-768x512.jpeg 768w, https:\/\/miitel.com\/jp\/sys\/wp-content\/uploads\/2024\/11\/AdobeStock_1033533879-1536x1024.jpeg 1536w, https:\/\/miitel.com\/jp\/sys\/wp-content\/uploads\/2024\/11\/AdobeStock_1033533879.jpeg 1920w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">\u3053\u3053\u304b\u3089\u306f\u3001 SPIN\u8a71\u6cd5\u306e\u5b9f\u969b\u306e\u6d41\u308c\u306b\u3064\u3044\u3066\u3001\u4e8b\u4f8b\u3092\u8e0f\u307e\u3048\u306a\u304c\u3089\u3054\u8aac\u660e\u3057\u307e\u3059\u3002 SPIN\u8a71\u6cd5\u306f\u300c<span class=\"text-bold\">Situation\uff08\u72b6\u6cc1\u8cea\u554f\uff09<\/span>\u300d\u300c<span class=\"text-bold\">Problem\uff08\u554f\u984c\u8cea\u554f\uff09<\/span>\u300d\u300c<span class=\"text-bold\">Implication\uff08\u793a\u5506\u8cea\u554f\uff09<\/span>\u300d\u300c<span class=\"text-bold\">Need payoff\uff08\u89e3\u6c7a\u8cea\u554f\uff09<\/span>\u300d\u306e\u9806\u756a\u306b\u884c\u3063\u3066\u3044\u304d\u307e\u3059\u3002<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"> (1)Situtation\uff08\u72b6\u6cc1\u8cea\u554f\uff09<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">\u307e\u305a\u306f\u3001\u9867\u5ba2\u306e\u7acb\u5834\u3084\u73fe\u72b6\u3092\u7406\u89e3\u3057\u307e\u3057\u3087\u3046\u3002\u7acb\u5834\u3084\u73fe\u72b6\u3092\u7406\u89e3\u3059\u308b\u3053\u3068\u3067\u4fe1\u983c\u95a2\u4fc2\u304c\u751f\u307e\u308c\u307e\u3059\u3002\u9867\u5ba2\u306e\u696d\u52d9\u72b6\u6cc1\u3084\u9042\u884c\u65b9\u6cd5\u306b\u3064\u3044\u3066\u8cea\u554f\u3057\u307e\u3059\u3002\u4ee5\u4e0b\u306f\u8cea\u554f\u4f8b\u3067\u3059\u3002<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>XXX\u3092\u62c5\u5f53\u3055\u308c\u3066\u3044\u308b\u3068\u306e\u3053\u3068\u3067\u3059\u304c\u3001\u5177\u4f53\u7684\u306b\u306f\u3069\u306e\u3088\u3046\u306a\u696d\u52d9\u3092\u884c\u3063\u3066\u3044\u307e\u3059\u304b\uff1f<\/li>\n\n\n\n<li>XXX\u306e\u696d\u52d9\u306f\u3069\u306e\u3088\u3046\u306b\u306a\u3063\u3066\u3044\u307e\u3059\u304b\uff1f<\/li>\n\n\n\n<li>\u305d\u308c\u305e\u308c\u306e\u696d\u52d9\u306f\u3001\u3069\u308c\u3050\u3089\u3044\u6642\u9593\u304c\u304b\u304b\u3063\u3066\u3044\u307e\u3059\u304b\uff1f<\/li>\n\n\n\n<li>XXX\u306e\u8cac\u4efb\u8005\u306f\u8ab0\u3067\u3059\u304b\uff1f<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"> (2)Problem\uff08\u554f\u984c\u8cea\u554f\uff09<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">\u72b6\u6cc1\u8cea\u554f\u306e\u56de\u7b54\u3092\u8e0f\u307e\u3048\u305f\u3046\u3048\u3067\u3001\u554f\u984c\u70b9\u306e\u4eee\u8aac\u3092\u7acb\u3066\u3066\u8cea\u554f\u3092\u884c\u3044\u307e\u3059\u3002\u7279\u5b9a\u306e\u696d\u52d9\u306b\u5fc5\u8981\u4ee5\u4e0a\u306e\u30ea\u30bd\u30fc\u30b9\u3092\u5272\u3044\u3066\u3044\u306a\u3044\u304b\u7b49\u3092\u8cea\u554f\u3057\u3066\u3001\u9867\u5ba2\u306e\u6f5c\u5728\u30cb\u30fc\u30ba\u3092\u5f15\u304d\u51fa\u3057\u307e\u3057\u3087\u3046\u3002\u4ee5\u4e0b\u306f\u8cea\u554f\u4f8b\u3067\u3059\u3002<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>\u305d\u3046\u306a\u308b\u3068\u3001\u5fd9\u3057\u3059\u304e\u3066\u65b0\u3057\u3044\u65bd\u7b56\u3092\u5b9f\u884c\u3059\u308b\u3053\u3068\u304c\u3067\u304d\u306a\u3044\u306e\u3067\u306f\u306a\u3044\u3067\u3057\u3087\u3046\u304b\uff1f<\/li>\n\n\n\n<li>\u73fe\u5728\u4f7f\u7528\u3057\u3066\u3044\u308b\u30c4\u30fc\u30eb\u306b\u6e80\u8db3\u3057\u3066\u3044\u307e\u3059\u304b\uff1f<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"> (3)Implication(\u793a\u5506\u8cea\u554f) <\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">\u793a\u5506\u8cea\u554f\u3068\u306f\u3001\u554f\u984c\u304c\u89e3\u6c7a\u3057\u306a\u3044\u3053\u3068\u306b\u3088\u3063\u3066\u8d77\u3053\u308a\u3046\u308b\u4e8b\u614b\u306b\u5bfe\u3057\u3066\u3001\u89e3\u6c7a\u7b56\u3092\u6253\u305f\u306a\u3051\u308c\u3070\u3044\u3051\u306a\u3044\u3068\u611f\u3058\u3066\u3082\u3089\u3046\u3053\u3068\u304c\u76ee\u7684\u3067\u3059\u3002\u30c8\u30c3\u30d7\u306e\u55b6\u696d\u30de\u30f3\u306f\u3001\u901a\u5e38\u306e\u55b6\u696d\u30de\u30f3\u3068\u6bd4\u3079\u30664\u500d\u307b\u3069\u306e\u793a\u5506\u8cea\u554f\u3092\u6295\u3052\u3066\u3044\u305f\u3053\u3068\u304c SPIN\u8a71\u6cd5\u306e\u7814\u7a76\u306b\u3088\u3063\u3066\u5224\u660e\u3057\u307e\u3057\u305f\u3002\u305d\u306e\u305f\u3081\u3001\u793a\u5506\u8cea\u554f\u3092\u901a\u3057\u3066\u3001\u9867\u5ba2\u306b\u8ab2\u984c\u89e3\u6c7a\u306e\u5fc5\u8981\u6027\u3092\u611f\u3058\u3066\u3082\u3089\u3048\u308b\u304b\u304c\u3001\u55b6\u696d\u6d3b\u52d5\u305d\u306e\u3082\u306e\u304c\u6210\u529f\u3059\u308b\u304b\u5426\u304b\u306e\u5927\u304d\u306a\u5206\u5c90\u70b9\u3068\u306a\u308b\u3053\u3068\u3067\u3057\u3087\u3046\u3002\u4ee5\u4e0b\u306f\u8cea\u554f\u4f8b\u3067\u3059\u3002<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>\u5e83\u544a\u306e\u30af\u30ea\u30a8\u30a4\u30c6\u30a3\u30d6\u3084\u30bf\u30fc\u30b2\u30c3\u30c8\u306e\u898b\u76f4\u3057\u3092\u983b\u7e41\u306b\u3067\u304d\u308c\u3070\u3001\u3082\u3063\u3068\u6210\u679c\u304c\u4e0a\u3052\u3089\u308c\u305d\u3046\u3067\u3059\u3088\u306d\uff1f<\/li>\n\n\n\n<li>\u3082\u3057\u304b\u3057\u305f\u3089\u3001\u9867\u5ba2\u306b\u306a\u308a\u3046\u308b\u4eba\u306b\u5fc5\u8981\u306a\u60c5\u5831\u3092\u5c4a\u3051\u3089\u308c\u3066\u3044\u306a\u3044\u304b\u3082\u3057\u308c\u306a\u3044\u3067\u3059\u306d\uff1f<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"> (4)Need-payoff\uff08\u89e3\u6c7a\u8cea\u554f\uff09<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">\u6700\u5f8c\u306b\u3001\u9867\u5ba2\u304c\u62b1\u3048\u3066\u3044\u308b\u8ab2\u984c\u304c\u89e3\u6c7a\u3067\u304d\u305f\u3089\u3069\u3046\u306a\u308b\u304b\u306b\u3064\u3044\u3066\u30a4\u30e1\u30fc\u30b8\u3057\u3066\u3082\u3089\u3046\u305f\u3081\u306e\u8cea\u554f\u3092\u6295\u3052\u304b\u3051\u307e\u3059\u3002\u307e\u305f\u3001\u5b9f\u969b\u306b\u8ab2\u984c\u3092\u89e3\u6c7a\u3059\u308b\u65b9\u7b56\u3068\u3057\u3066\u3001\u81ea\u793e\u306e\u88fd\u54c1\u304c\u6709\u52b9\u3067\u3042\u308b\u3053\u3068\u3092\u611f\u3058\u3066\u3082\u3089\u3046\u3053\u3068\u3092\u5fd8\u308c\u306a\u3044\u3088\u3046\u306b\u3057\u307e\u3057\u3087\u3046\u3002\u4ee5\u4e0b\u306f\u8cea\u554f\u4f8b\u3067\u3059\u3002<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>\u4eca\u307e\u3067\u884c\u3063\u3066\u3044\u308b\u696d\u52d9\u306b\u304b\u304b\u3063\u3066\u3044\u308b\u6642\u9593\u3092\u6e1b\u3089\u305b\u308b\u306a\u3089\u3070\u3001\u3088\u308a\u6210\u679c\u3092\u51fa\u3059\u3053\u3068\u304c\u3067\u304d\u308b\u304b\u3082\u3057\u308c\u307e\u305b\u3093\u306d\u3002\u5b9f\u306f\u3001\u305d\u308c\u3092\u5b9f\u73fe\u3067\u304d\u308b\u306e\u304c\u5f0a\u793e\u306eXXX\u3067\u3059\u3002<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">SPIN\u8a71\u6cd5\u3092\u6d3b\u7528\u3059\u308b\u4e0a\u3067\u306e\u30dd\u30a4\u30f3\u30c8<\/h2>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"628\" src=\"https:\/\/miitel.com\/jp\/sys\/wp-content\/uploads\/2024\/11\/AdobeStock_536776996-1024x628.jpeg\" alt=\"SPIN\u8a71\u6cd5\u3092\u6d3b\u7528\u3059\u308b\u4e0a\u3067\u306e\u30dd\u30a4\u30f3\u30c8\" class=\"wp-image-4222\" srcset=\"https:\/\/miitel.com\/jp\/sys\/wp-content\/uploads\/2024\/11\/AdobeStock_536776996-1024x628.jpeg 1024w, https:\/\/miitel.com\/jp\/sys\/wp-content\/uploads\/2024\/11\/AdobeStock_536776996-300x184.jpeg 300w, https:\/\/miitel.com\/jp\/sys\/wp-content\/uploads\/2024\/11\/AdobeStock_536776996-768x471.jpeg 768w, https:\/\/miitel.com\/jp\/sys\/wp-content\/uploads\/2024\/11\/AdobeStock_536776996-1536x942.jpeg 1536w, https:\/\/miitel.com\/jp\/sys\/wp-content\/uploads\/2024\/11\/AdobeStock_536776996.jpeg 1920w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">\u56fd\u5185\u306f\u65b0\u578b\u30b3\u30ed\u30ca\u30a6\u30a4\u30eb\u30b9(COVID-19)\u306e\u5f71\u97ff\u3067\u5bfe\u9762\u55b6\u696d\u306e\u6a5f\u4f1a\u304c\u6e1b\u308a\u3001\u30ea\u30e2\u30fc\u30c8\u55b6\u696d\u3092\u5b9f\u65bd\u3059\u308b\u4f01\u696d\u304c\u5897\u3048\u3066\u304d\u3066\u3044\u307e\u3059\u3002\u30ea\u30e2\u30fc\u30c8\u55b6\u696d\u3067\u306f\u5bfe\u9762\u55b6\u696d\u3088\u308a\u3082\u30d2\u30a2\u30ea\u30f3\u30b0\u529b\u304c\u91cd\u8996\u3055\u308c\u308b\u305f\u3081\u3001\u300c SPIN\u8a71\u6cd5\u300d\u306f\u3088\u308a\u6ce8\u76ee\u3055\u308c\u3066\u304d\u3066\u3044\u307e\u3059\u3002<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u5148\u9032\u56fd\u306e\u7c73\u56fd\u3067\u306f\u3001\u65b0\u578b\u30b3\u30ed\u30ca\u30a6\u30a4\u30eb\u30b9\u306e\u5f71\u97ff\u3092\u53d7\u3051\u308b\u524d\u304b\u3089\u30a4\u30f3\u30b5\u30a4\u30c9\u30bb\u30fc\u30eb\u30b9\u3092\u4e2d\u5fc3\u306b\u30ea\u30e2\u30fc\u30c8\u55b6\u696d\u5316\u304c\u306a\u3055\u308c\u3066\u304d\u307e\u3057\u305f\u3002\u7279\u306b SPIN\u8a71\u6cd5\u3068\u30c7\u30b8\u30bf\u30eb\u3092\u7d44\u307f\u5408\u308f\u305b\u3066\u6d3b\u7528\u3055\u308c\u3066\u3044\u307e\u3059\u3002<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">\u30c7\u30b8\u30bf\u30eb\u30c4\u30fc\u30eb\u3067\u4e8b\u524d\u8abf\u67fb<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">SPIN\u8a71\u6cd5\u306f\u3001\u9867\u5ba2\u306e\u6f5c\u5728\u30cb\u30fc\u30ba\u3092\u5f15\u304d\u51fa\u3059\u305f\u3081\u306e\u6280\u6cd5\u3067\u3059\u3002\u3057\u304b\u3057\u3001\u30c7\u30b8\u30bf\u30eb\u60c5\u5831\u793e\u4f1a\u3068\u306a\u308a\u30d2\u30a2\u30ea\u30f3\u30b0\u3092\u3057\u306a\u304f\u3066\u3082\u3001\u30c7\u30b8\u30bf\u30eb\u30c4\u30fc\u30eb\u3092\u4f7f\u7528\u3057\u3066\u30cb\u30fc\u30ba\u3092\u4e8b\u524d\u8abf\u67fb\u3059\u308b\u3053\u3068\u304c\u3067\u304d\u308b\u3088\u3046\u306b\u306a\u308a\u307e\u3057\u305f\u3002\u305d\u306e\u305f\u3081\u3001\u5546\u8ac7\u524d\u306b\u4f01\u696d\u7814\u7a76\u3084\u7af6\u5408\u4ed6\u793e\u306e\u7814\u7a76\u3092\u884c\u3046\u3053\u3068\u3067\u3001\u76f8\u624b\u304c\u4f55\u306b\u8208\u5473\u30fb\u95a2\u5fc3\u304c\u3042\u308b\u304b\u30cb\u30fc\u30ba\u3092\u628a\u63e1\u3067\u304d\u3001\u5546\u8ac7\u3092\u3088\u308a\u512a\u4f4d\u306b\u9032\u3081\u3066\u3044\u304f\u3053\u3068\u304c\u3067\u304d\u307e\u3059\u3002<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">\u30bd\u30fc\u30b7\u30e3\u30eb\u30bb\u30ea\u30f3\u30b0\u306e\u5b9f\u65bd<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">\u7c73\u56fd\u3067\u306f\u3001Facebook\u3084Twitter\u3001Linkedln\u306a\u3069\u3092\u6d3b\u7528\u3057\u305f\u30bd\u30fc\u30b7\u30e3\u30eb\u30bb\u30ea\u30f3\u30b0\u304c\u5b9f\u65bd\u3055\u308c\u3066\u3044\u307e\u3059\u3002BtoB\u30d3\u30b8\u30cd\u30b9\u306f\u4eba\u3068\u4eba\u306e\u3064\u306a\u304c\u308a\u304c\u57fa\u672c\u3067\u3042\u308b\u305f\u3081\u3001SNS\u3092\u6d3b\u7528\u3057\u3066\u30b3\u30df\u30e5\u30cb\u30b1\u30fc\u30b7\u30e7\u30f3\u304c\u56f3\u3089\u308c\u3066\u3044\u307e\u3059\u3002<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u7c73\u56fd\u3067\u306f\u3001\u30bd\u30fc\u30b7\u30e3\u30eb\u30bb\u30ea\u30f3\u30b0\u3092\u5b9f\u65bd\u3057\u3066\u3044\u308b\u4f01\u696d\u306e\u7d045\u5272\u304c\u65b0\u898f\u9867\u5ba2\u306e\u7372\u5f97\u306b\u6210\u529f\u3057\u3066\u3044\u308b\u3068\u8a00\u308f\u308c\u3066\u3044\u307e\u3059\u3002\u5f93\u6765\u306f\u3001\u5927\u624b\u4f01\u696d\u304c\u30bd\u30fc\u30b7\u30e3\u30eb\u30e1\u30c7\u30a3\u30a2\u3092\u4f7f\u7528\u3057\u3066\u3044\u307e\u3057\u305f\u304c\u3001\u4e2d\u5c0f\u4f01\u696d\u3067\u3082\u4f7f\u7528\u3059\u308b\u52d5\u304d\u304c\u51fa\u3066\u304d\u3066\u3044\u307e\u3059\u3002\u30bd\u30fc\u30b7\u30e3\u30eb\u30bb\u30ea\u30f3\u30b0\u3067\u3082\u3001 SPIN\u8a71\u6cd5\u3092\u751f\u304b\u3059\u3053\u3068\u304c\u3067\u304d\u3001\u65b0\u898f\u9867\u5ba2\u306e\u7372\u5f97\u306b\u7e4b\u3052\u308b\u3053\u3068\u304c\u3067\u304d\u308b\u306e\u3067\u3059\u3002<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">CRM\u30b7\u30b9\u30c6\u30e0\u3092\u5c0e\u5165\u3059\u308b<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">\u55b6\u696d\u6d3b\u52d5\u306f\u5c5e\u4eba\u5316\u3057\u3084\u3059\u3044\u3068\u8a00\u308f\u308c\u3066\u3044\u307e\u3059\u304c\u3001\u4f01\u696d\u306e\u58f2\u4e0a\u3092\u30a2\u30c3\u30d7\u3055\u305b\u308b\u305f\u3081\u306b\u306f\u3001\u9867\u5ba2\u7ba1\u7406\u306e\u4e00\u5143\u5316\u304c\u5fc5\u8981\u3067\u3059\u3002\u9867\u5ba2\u60c5\u5831\u3092\u4e00\u5143\u7ba1\u7406\u3059\u308b\u3053\u3068\u3067\u3001\u55b6\u696d\u62c5\u5f53\u8005\u306e\u5bfe\u5fdc\u6f0f\u308c\u3084\u5f15\u7d99\u304e\u6642\u306e\u52b4\u529b\u3092\u5927\u304d\u304f\u524a\u6e1b\u3067\u304d\u307e\u3059\u3002<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u90e8\u7f72\u9593\u306e\u60c5\u5831\u5171\u6709\u304c\u7c21\u5358\u306b\u306a\u308a\u3001\u62c5\u5f53\u8005\u4e0d\u5728\u306e\u30c8\u30e9\u30d6\u30eb\u306b\u3082\u5bfe\u5fdc\u53ef\u80fd\u3067\u3059\u3002\u305d\u306e\u7d50\u679c\u3001\u9867\u5ba2\u6e80\u8db3\u5ea6\u306e\u5411\u4e0a\u3082\u3067\u304d\u307e\u3059\u3002\u305d\u306e\u305f\u3081\u3001 SPIN\u8a71\u6cd5\u3067\u5f97\u305f\u9867\u5ba2\u306e\u6f5c\u5728\u30cb\u30fc\u30ba\u3082CRM\u30b7\u30b9\u30c6\u30e0\u3067\u7ba1\u7406\u3059\u308b\u3053\u3068\u304c\u5927\u5207\u3067\u3059\u3002<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\uff08\u53c2\u8003\uff1a<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\"><a href=\"https:\/\/www.salesodyssey.com\/blog\/spin-selling\" target=\"_blank\" rel=\"noreferrer noopener\">Sales Odyssey\u300cHow to use the SPIN Selling method to close more Deals\u300d<\/a><\/mark>\uff09<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\uff08\u53c2\u8003\uff1a<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\"><a href=\"https:\/\/twicsy.com\/blog\/social-selling-statistics#gref\" target=\"_blank\" rel=\"noreferrer noopener\">smallbizgenius\u300c23 Social Selling Statistics You Need to Know in 2020\u300d<\/a><\/mark>\uff09<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">SPIN\u8a71\u6cd5\u3068\u5408\u308f\u305b\u3066\u899a\u3048\u305f\u3044\u30bb\u30fc\u30eb\u30b9\u8853<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">\u7c73\u56fd\u3067\u306f\u30a4\u30f3\u30b5\u30a4\u30c9\u30bb\u30fc\u30eb\u30b9\u90e8\u968a\u3092\u6301\u3064\u4f01\u696d\u304c\u591a\u304f\u3001\u30bb\u30fc\u30eb\u30b9\u30c8\u30ec\u30fc\u30cb\u30f3\u30b0\u304c\u7a4d\u6975\u7684\u306b\u5b9f\u65bd\u3055\u308c\u3066\u3044\u307e\u3059\u3002\u55b6\u696d\u306b\u95a2\u3059\u308b\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3082\u3055\u307e\u3056\u307e\u306a\u3082\u306e\u304c\u767b\u5834\u3057\u3066\u3044\u308b\u305f\u3081\u3001 SPIN\u8a71\u6cd5\u3068\u5408\u308f\u305b\u3066\u6d3b\u7528\u3057\u307e\u3057\u3087\u3046\u3002<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">BANT <\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">BANT\u306f\u3001\u55b6\u696d\u3084\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306e\u73fe\u5834\u3067\u9867\u5ba2\u306e\u8cfc\u8cb7\u610f\u6b32\u3092\u8a55\u4fa1\u3059\u308b\u305f\u3081\u306e\u91cd\u8981\u306a\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3067\u3059\u3002\u3053\u306e\u624b\u6cd5\u306f\u4e88\u7b97\u3001\u6c7a\u88c1\u6a29\u3001\u5fc5\u8981\u6027\u3001\u5c0e\u5165\u6642\u671f\u306e4\u3064\u306e\u8981\u7d20\u3092\u78ba\u8a8d\u3059\u308b\u3053\u3068\u3067\u69cb\u6210\u3055\u308c\u3066\u3044\u307e\u3059\u3002\u3053\u308c\u306b\u3088\u308a\u3001\u6cd5\u4eba\u55b6\u696d\u306e\u6210\u7d04\u7387\u3092\u9ad8\u3081\u305f\u308a\u3001\u55b6\u696d\u5148\u306e\u512a\u5148\u9806\u4f4d\u3092\u6c7a\u3081\u305f\u308a\u3059\u308b\u3053\u3068\u304c\u3067\u304d\u307e\u3059\u3002\u9650\u3089\u308c\u305f\u30ea\u30bd\u30fc\u30b9\u3092\u6709\u671b\u306a\u30ea\u30fc\u30c9\u306b\u96c6\u4e2d\u3055\u305b\u308b\u3053\u3068\u304c\u52b9\u7387\u7684\u306a\u55b6\u696d\u6d3b\u52d5\u306b\u3064\u306a\u304c\u308a\u307e\u3059\u3002<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table class=\"has-fixed-layout\"><tbody><tr><td>Budget(\u4e88\u7b97)<\/td><td>\u4e88\u7b97\u3092\u78ba\u4fdd\u3057\u3066\u3044\u308b\u304b\uff1f<\/td><\/tr><tr><td>Authority(\u6c7a\u88c1\u6a29)<\/td><td>\u8ab0\u304c\u6c7a\u5b9a\u6a29\u30fb\u6c7a\u88c1\u6a29\u3092\u6301\u3063\u3066\u3044\u308b\u304b\uff1f<\/td><\/tr><tr><td>Need(\u5fc5\u8981\u6027)<\/td><td>\u4f01\u696d\u306e\u8981\u671b\u3068\u63d0\u6848\u304c\u5408\u81f4\u3057\u3066\u3044\u308b\u304b\uff1f<\/td><\/tr><tr><td>TimeFrame\uff08\u5c0e\u5165\u6642\u671f\uff09<\/td><td>\u5546\u54c1\u8cfc\u5165\u6642\u671f\u304c\u5177\u4f53\u7684\u306b\u6c7a\u307e\u3063\u3066\u3044\u308b\u304b\uff1f<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<h3 class=\"wp-block-heading\">NEAT Selling &#x2122; <\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">NEATSelling&#x2122;\u306f\u3001\u30cf\u30ea\u30b9\u30b3\u30f3\u30b5\u30eb\u30c6\u30a3\u30f3\u30b0\u30b0\u30eb\u30fc\u30d7\u306e\u30bb\u30fc\u30eb\u30b9\u30c8\u30ec\u30fc\u30cb\u30f3\u30b0\u306e\u6307\u91dd\u3067\u3059\u3002NEAT Selling &#x2122;\u306f\u3001\u9867\u5ba2\u306e\u6f5c\u5728\u30cb\u30fc\u30ba\u3092\u6398\u308a\u51fa\u3059\u30bb\u30fc\u30eb\u30b9\u624b\u6cd5\u3067\u3001\u5171\u611f\u529b\u3092\u9ad8\u3081\u3066\u4fe1\u983c\u95a2\u4fc2\u3092\u7bc9\u304f\u969b\u306b\u5f79\u7acb\u3061\u307e\u3059\u3002\u591a\u5fd9\u306a\u9867\u5ba2\u306e\u6c17\u6301\u3061\u306b\u5bc4\u308a\u6dfb\u3044\u3001\u4fe1\u983c\u3092\u52dd\u3061\u53d6\u308b\u65b9\u6cd5\u3067\u3059\u3002<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table class=\"has-fixed-layout\"><tbody><tr><td>Need\uff08\u5fc5\u8981\u6027\uff09<\/td><td>\u4f01\u696d\u306e\u8981\u671b\u3068\u63d0\u6848\u304c\u5408\u81f4\u3057\u3066\u3044\u308b\u304b\uff1f<\/td><\/tr><tr><td>Economic Impact\uff08\u7d4c\u6e08\u7684\u5f71\u97ff\uff09<\/td><td>\u5fc5\u8981\u306a\u88fd\u54c1\u3092\u5c0e\u5165\u3059\u308b\u3053\u3068\u3067\u3001\u3069\u306e\u3088\u3046\u306a\u7d4c\u6e08\u7684\u52b9\u679c\u304c\u5f97\u3089\u308c\u308b\u304b\uff1f<\/td><\/tr><tr><td>Access To Authority\uff08\u6a29\u9650\u3078\u306e\u30a2\u30af\u30bb\u30b9\uff09<\/td><td>\u6c7a\u88c1\u6a29\u306f\u8ab0\u306b\u3042\u308b\u304b\uff1f\u7d44\u7e54\u56f3\u306f\uff1f<\/td><\/tr><tr><td>Timeline\uff08\u884c\u52d5\u8a08\u753b\uff09<\/td><td>\u3044\u3064\u5951\u7d04\u3059\u308b\u306e\u304b\uff1f\u88fd\u54c1\u5c0e\u5165\u5f8c\u306e\u904b\u7528\u958b\u59cb\u65e5\u306f\u3044\u3064\u304b\uff1f<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">\uff08\u53c2\u8003\uff1a<mark style=\"background-color:rgba(0, 0, 0, 0)\" class=\"has-inline-color has-vivid-cyan-blue-color\"><a href=\"https:\/\/www.lucidchart.com\/blog\/neat-selling-explained\" target=\"_blank\" rel=\"noreferrer noopener\">Lucidchart\u300cAll about the N.E.A.T. Selling&#x2122; methodology\u300d<\/a><\/mark>\uff09<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">SNAP<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">SNAP\u306f\u3001\u55b6\u696d\u6d3b\u52d5\u306b\u304a\u3044\u3066\u9867\u5ba2\u306e\u8fc5\u901f\u306a\u610f\u601d\u6c7a\u5b9a\u3092\u4fc3\u9032\u3059\u308b\u305f\u3081\u306e\u624b\u6cd5\u3067\u3059\u3002\u7c21\u6f54\u3055\u3001\u4fa1\u5024\u3001\u6574\u5408\u6027\u3001\u512a\u5148\u9806\u4f4d\u306e4\u3064\u306e\u8981\u7d20\u3092\u62bc\u3055\u3048\u308b\u3053\u3068\u3067\u3001\u3088\u308a\u52b9\u679c\u7684\u306a\u63d0\u6848\u304c\u884c\u3048\u307e\u3059\u3002\u7279\u306b\u77ed\u6642\u9593\u3067\u7d50\u679c\u3092\u51fa\u3057\u305f\u3044\u55b6\u696d\u6d3b\u52d5\u306b\u304a\u3044\u3066\u3001\u305c\u3072\u6d3b\u7528\u3057\u3066\u307f\u3066\u304f\u3060\u3055\u3044\u3002<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table class=\"has-fixed-layout\"><tbody><tr><td>Simple\uff08\u7c21\u6f54\uff09<\/td><td>\u9867\u5ba2\u304c\u5fc5\u8981\u3068\u3057\u3066\u3044\u308b\u60c5\u5831\u3068\u306f\uff1f\u7c21\u6f54\u306b\u60c5\u5831\u3092\u4f1d\u3048\u308b\u306b\u306f\u3069\u3046\u3059\u308b\u3079\u304d\u304b\uff1f<\/td><\/tr><tr><td>Invaluable\uff08\u4fa1\u5024\uff09<\/td><td>\u9867\u5ba2\u304c\u5fc5\u8981\u3068\u3057\u3066\u3044\u308b\u5c02\u9580\u5bb6\u3068\u306f\u3001\u3069\u306e\u3088\u3046\u306a\u4eba\u304b\uff1f<\/td><\/tr><tr><td>Align\uff08\u76ee\u6a19\u3084\u4fe1\u5ff5\uff09<\/td><td>\u9867\u5ba2\u304c\u9054\u6210\u3057\u305f\u3044\u30d3\u30b8\u30cd\u30b9\u76ee\u6a19\u3068\u306f\uff1f<\/td><\/tr><tr><td>Priority\uff08\u512a\u5148\u9806\u4f4d\uff09<\/td><td>\u9867\u5ba2\u306e\u4e2d\u3067\u306e\u30d3\u30b8\u30cd\u30b9\u512a\u5148\u9806\u4f4d\u3068\u306f\uff1f<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<h3 class=\"wp-block-heading\">MEDDIC<\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">\u884c\u52d5\u306e\u8ee2\u63db\u304c\u5fc5\u8981\u3068\u306a\u308b\u88fd\u54c1\u3092\u6271\u3046\u5834\u5408\u3084\u3001\u5e73\u5747\u5358\u4fa1\u304c\u9ad8\u3044\u88fd\u54c1\u306e\u6cd5\u4eba\u55b6\u696d\u306e\u6210\u7d04\u7387\u3092\u4e0a\u3052\u308b\u30c6\u30af\u30cb\u30c3\u30af\u3068\u3057\u3066\u6d3b\u7528\u3055\u308c\u308b\u306e\u304c\u300cMEDDIC\u300d\u3067\u3059\u3002\u8cfc\u8cb7\u30d7\u30ed\u30bb\u30b9\u304c\u3069\u306e\u3088\u3046\u306b\u9032\u3080\u304b\u3001\u3069\u306e\u3088\u3046\u306a\u7406\u7531\u3067\u8cfc\u8cb7\u306b\u81f3\u308b\u304b\u3001\u6c7a\u88c1\u6a29\u306f\u8ab0\u304b\u306a\u3069\u6b63\u78ba\u306a\u30d1\u30a4\u30d7\u30e9\u30a4\u30f3\u3092\u7dad\u6301\u3059\u308b\u4e0a\u3067\u91cd\u8981\u306a\u624b\u6cd5\u3067\u3059\u3002<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table class=\"has-fixed-layout\"><tbody><tr><td>Metrics\uff08\u6e2c\u5b9a\u6307\u6a19\uff09<\/td><td>\u6c7a\u88c1\u8005\u304c\u671b\u3080\u5b9a\u91cf\u7684\u52b9\u679c\u306f\u5f97\u3089\u308c\u308b\u304b\uff1f<\/td><\/tr><tr><td>Economic Buyer\uff08\u6c7a\u88c1\u6a29\u9650\u8005\uff09<\/td><td>\u6c7a\u88c1\u8005\u306f\u4f55\u3092\u671b\u3093\u3067\u3044\u308b\u304b\uff1f<\/td><\/tr><tr><td>Decision Criteria\uff08\u610f\u601d\u6c7a\u5b9a\u57fa\u6e96\uff09<\/td><td>\u88fd\u54c1\u306e\u9078\u5b9a\u57fa\u6e96\u306f\u306a\u306b\u304b\uff1f\u81ea\u793e\u306b\u512a\u4f4d\u306a\u9078\u5b9a\u57fa\u6e96\u304b\uff1f<\/td><\/tr><tr><td>Decision Process\uff08\u610f\u601d\u6c7a\u5b9a\u30d7\u30ed\u30bb\u30b9\uff09<\/td><td>\u767a\u6ce8\u307e\u3067\u306e\u627f\u8a8d\u30d7\u30ed\u30bb\u30b9\u306f\uff1f<\/td><\/tr><tr><td>Identify Pain\uff08\u672c\u8cea\u7684\u306a\u8ab2\u984c\uff09<\/td><td>\u6c7a\u88c1\u8005\u304c\u62b1\u3048\u3066\u3044\u308b\u8ab2\u984c\u306f\uff1f<\/td><\/tr><tr><td>Champion\uff08\u652f\u6301\u8005\uff09<\/td><td>\u81ea\u793e\u306e\u88fd\u54c1\u306e\u63a8\u9032\u8005\u3092\u6c7a\u3081\u3066\u3044\u308b\u304b\uff1f<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<h2 class=\"wp-block-heading\">\u307e\u3068\u3081<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">\u4eca\u56de\u306f\u3001\u9867\u5ba2\u306e\u6f5c\u5728\u30cb\u30fc\u30ba\u3092\u5f15\u304d\u51fa\u3059\u30d2\u30a2\u30ea\u30f3\u30b0\u529b\u3092\u652f\u3048\u308b SPIN\u8a71\u6cd5\u3092\u7d39\u4ecb\u3057\u307e\u3057\u305f\u3002 <span class=\"text-bold\">SPIN\u8a71\u6cd5\u3068\u306f\u3001\u9867\u5ba2\u3092\u7406\u89e3\u3059\u308b\u305f\u3081\u306e\u300c\u805e\u304f\u529b\u300d\u3092\u5f37\u5316\u3059\u308b\u305f\u3081\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af<\/span>\u3067\u3059\u3002\u300c<span class=\"text-bold\">Situation<\/span>\u300d\u300c<span class=\"text-bold\">Problem<\/span>\u300d\u300c<span class=\"text-bold\">Implication<\/span>\u300d\u300c<span class=\"text-bold\">Need payoff<\/span>\u300d\u306e4\u3064\u306e\u8cea\u554f\u3092\u3059\u308b\u3053\u3068\u3067\u3001\u9867\u5ba2\u81ea\u8eab\u306b\u6f5c\u5728\u30cb\u30fc\u30ba\u306b\u6c17\u4ed8\u3044\u3066\u3082\u3089\u3044\u3001\u5546\u8ac7\u3092\u30b9\u30e0\u30fc\u30ba\u306b\u9032\u3081\u308b\u52b9\u679c\u304c\u5f97\u3089\u308c\u307e\u3059\u3002<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">30\u5e74\u4ee5\u4e0a\u524d\u306e\u55b6\u696d\u624b\u6cd5\u3067\u3059\u304c\u3001\u30bd\u30fc\u30b7\u30e3\u30eb\u30bb\u30ea\u30f3\u30b0\u3067\u3082\u6d3b\u7528\u3067\u304d\u307e\u3059\u3002\u65b0\u578b\u30b3\u30ed\u30ca\u30a6\u30a4\u30eb\u30b9\u306e\u5f71\u97ff\u3067\u5bfe\u9762\u55b6\u696d\u306e\u6a5f\u4f1a\u304c\u6e1b\u5c11\u3059\u308b\u4e2d\u3067\u3001\u30ea\u30e2\u30fc\u30c8\u55b6\u696d\u306e\u6210\u7d04\u7387\u3092\u4e0a\u3052\u308b\u55b6\u696d\u624b\u6cd5\u3068\u3057\u3066\u3082\u518d\u6ce8\u76ee\u3055\u308c\u3066\u3044\u307e\u3059\u3002\u305d\u306e\u4ed6\u3001BANT\u3001NEAT Selling &#x2122;\u3001SNAP\u3001MEDDIC\u306a\u3069\u306e\u55b6\u696d\u30b9\u30ad\u30fc\u30e0\u3082\u6ce8\u76ee\u3055\u308c\u3066\u304d\u3066\u304a\u308a\u3001\u672c\u8a18\u4e8b\u3092\u53c2\u8003\u306b\u3057\u3066\u5b9f\u8df5\u3057\u3066\u307f\u3066\u304f\u3060\u3055\u3044\u3002<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">\u3010\u304a\u30b9\u30b9\u30e1\u3011\u55b6\u696d\u5f37\u5316\u306e\u305f\u3081\u306e\u7121\u6599\u30bb\u30df\u30ca\u30fc\u306f\u3053\u3061\u3089<\/h2>\n\n\n\n<figure class=\"wp-block-image size-large\"><img loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"273\" src=\"https:\/\/miitel.com\/jp\/sys\/wp-content\/uploads\/2024\/10\/support1b2-1024x273.webp\" alt=\"\" class=\"wp-image-4160\" srcset=\"https:\/\/miitel.com\/jp\/sys\/wp-content\/uploads\/2024\/10\/support1b2-1024x273.webp 1024w, https:\/\/miitel.com\/jp\/sys\/wp-content\/uploads\/2024\/10\/support1b2-300x80.webp 300w, https:\/\/miitel.com\/jp\/sys\/wp-content\/uploads\/2024\/10\/support1b2-768x205.webp 768w, https:\/\/miitel.com\/jp\/sys\/wp-content\/uploads\/2024\/10\/support1b2-1536x410.webp 1536w, https:\/\/miitel.com\/jp\/sys\/wp-content\/uploads\/2024\/10\/support1b2.webp 1920w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<div style=\"width: 100%\"><a style=\"display: block; width: 100%;max-width: 480px;margin: 6% auto;background: #ffac10;color: #fff;text-align: center;font-weight: bold;text-decoration: none;border-radius: 28px;padding: 15px\" href=\"https:\/\/miitel.com\/jp\/phone\/seminar\" rel=\"noopener\" target=\"_blank\">\u30bb\u30df\u30ca\u30fc\u30fb\u30a4\u30d9\u30f3\u30c8\u60c5\u5831\u306f\u3053\u3061\u3089<\/a><\/div>\n\n\n\n<h2 class=\"wp-block-heading\"><span id=\"MiiTel\"><span id=\"MiiTel\">\u96fb\u8a71\u55b6\u696d\u306e\u6210\u529f\u7387\u3092\u30a2\u30c3\u30d7\u3059\u308b\u306a\u3089\u300cMiiTel Phone\u300d<\/span><\/span><\/h2>\n\n\n\n<figure class=\"wp-block-image size-large\"><img decoding=\"async\" src=\"https:\/\/miitel.com\/jp\/sys\/wp-content\/uploads\/2024\/11\/insidesalesplus2025-1024x414.jpg\" alt=\"\u3010MiiTell Phone\u3011\u96fb\u8a71\u5bfe\u5fdc\u3092\u300c\u96fb\u8a71\u89e3\u6790AI\u300d\u304c\u63a1\u70b9\uff01\u55b6\u696d\u30c8\u30fc\u30af\u6539\u5584\u3067\u30a2\u30dd\u7387\u30fb\u6210\u7d04\u7387UP\" class=\"wp-image-4361\"\/><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">\u96fb\u8a71\u89e3\u6790AI\u300cMiiTel Phone\u300d\u55b6\u696d\u30c8\u30fc\u30af\u306b\u304a\u3051\u308b\u8a71\u901f\u30fb\u4f1a\u8a71\u306e\u88ab\u305b\u7387\u30fb\u6c88\u9ed9\u56de\u6570\u306a\u3069\u3092\u5b9a\u91cf\u7684\u306b\u5206\u6790\u30fb\u53ef\u8996\u5316\u3059\u308b\u3053\u3068\u3067\u3001\u55b6\u696d\u306e\u751f\u7523\u6027\u3092\u5411\u4e0a\u3057\u3066\u304f\u308c\u308b\u96fb\u8a71\u89e3\u6790AI\u3067\u3059\u3002\u96fb\u8a71\u30fbWeb\u4f1a\u8b70\u30fb\u5bfe\u9762\u3067\u306e\u5168\u3066\u306e\u4f1a\u8a71\u306e\u30d6\u30e9\u30c3\u30af\u30dc\u30c3\u30af\u30b9\u5316\u306e\u89e3\u6d88\u304b\u3089\u4f1a\u8a71\u30c7\u30fc\u30bf\u306e\u5229\u6d3b\u7528\u307e\u3067\u5e45\u5e83\u304f\u3054\u5229\u7528\u3044\u305f\u3060\u3051\u307e\u3059\u3002<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span id=\"i-22\">\u25a0\u5177\u4f53\u7684\u306a\u30e1\u30ea\u30c3\u30c8\u25a0<\/span><\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li><span class=\"text-bold\">\u901a\u8a71\u5185\u5bb9\u306e\u53ef\u8996\u5316: <\/span>\u8a71\u3057\u65b9\u3084\u8a00\u8449\u9063\u3044\u3092\u6570\u5024\u5316\u3057\u3001\u5ba2\u89b3\u7684\u306a\u8a55\u4fa1\u304c\u53ef\u80fd\u3002<\/li>\n\n\n\n<li><span class=\"text-bold\">\u55b6\u696d\u529b\u5f37\u5316:<\/span> \u6210\u529f\u4e8b\u4f8b\u3092\u5206\u6790\u3057\u3001\u52b9\u679c\u7684\u306a\u7814\u4fee\u306b\u7e4b\u3052\u3089\u308c\u307e\u3059\u3002<\/li>\n\n\n\n<li><span class=\"text-bold\">\u9867\u5ba2\u6e80\u8db3\u5ea6\u5411\u4e0a:<\/span> \u9867\u5ba2\u306e\u58f0\u3092\u6df1\u304f\u7406\u89e3\u3057\u3001\u3088\u308a\u826f\u3044\u5bfe\u5fdc\u306b\u3002<\/li>\n\n\n\n<li><span class=\"text-bold\">\u696d\u52d9\u52b9\u7387\u5316:<\/span> \u6587\u5b57\u8d77\u3053\u3057\u3084\u8981\u7d04\u6a5f\u80fd\u3067\u3001\u60c5\u5831\u691c\u7d22\u304c\u30b9\u30e0\u30fc\u30ba\u306b\u3002<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\"><span 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