ビジネスで“提案”“接客”するなら必読。メンタリズムを学んだ

学んだこと

こんにちは
今回はずっとトップページにおいていた「学んだこと」を書きたいと思います。

基本的に「なにかを学ぶ」「そこから考える」という形でいろいろと書いていこうと思っています。
今回はDaigoさんの書かれた「一瞬でYESを引き出す心理戦略。」を学んでみました。

結論から言います。

「物を売る」ということそ仕事にしているならば必ず読むべきです!!

僕は飲食業界にいる間にこれを読みたかったです。

なんとなく先輩たちから学んだこととか、定石とされていることにも、ちゃんと「メンタリズム」という科学的な根拠から説明されています。

今回は以下のようにしてこの本を紹介したいと思います。

ちょっと長くなりそうなのですがどうかお付き合いください。


メンタリズムって?

僕はこれを読むまではすごく正直な話「Daigoってなんかうさんくさい」と思っていました。
読んでからは「Daigoさんうさんくさいって言ってごめんなさい。すごい勉強させてもらいました。」
って感じに180°変わってしまいました。

そもそもDaigoさんが出てくるまでメンタリズムって聞いたことがなかったし、心理学って言っちゃダメなの?って思ってました。

ですが、ちゃんと定義するとちょっと意味が違ったんです。

  • 心理学→「人はどんな気持ちのときにどんな行動をするか」を科学的に解明する学問
  • メンタリズム→行動や態度、言葉などから相手の心理を読み解き、思うままに誘導する技術

簡単に書くとこんな感じです。

学問か技術かの違いですね。

メンタリズムを行う上では4つのポイントがあると解説されていました。

  1. 観察する→外見や言葉に現れたものから手掛かりを探る
  2. 分析する→手掛かりをもとに、心理を読み解く
  3. 信頼される→相手を理解し、信頼を勝ち取る
  4. 誘導する→暗示を入れ、人を動かす

この4段階です。

これには様々な心理学の知識が活用されています。

それぞれ段階を追って僕が「これは使える!!」とか「なるほど!!」ってなったポイントをちょっとだけ紹介したいと思います。

観察する

まず観察とは単に「見る」ということではありません。
なにを「意識しているか」が重要なんです。

Daigoさんはこれに「ホットリーディング」というテクニックが似ていてすごく使えるとしていました。
ホットリーディングとは「相手の情報を事前に仕入れる」テクニックのことです。
占いやカウンセリングによく使われるテクニックのことです。

Daigoさんは「観察する」ということで使っていました。
持ち物や表情、言葉の使い方や仕草によって相手の心理状態や趣味嗜好を知るのです。

相手の情報を「意識して拾い上げる」ことが特に重要なんです。

分析する

Daigoさんはこれを「一種のプロファイリング」としていました。
観察して得た情報を自分なりに推測することで相手の意図を読み取るということです。
これは観察とセットで行われることで、むしろセットでなくては意味がありません。

観察するだけでは意味がありませんが、多くの人はそこで止まってしまってます。
というか僕もそうでした。

例えばプレゼンをする際でも活用するべき技術です。
表情や口調が曇っている、腕組みして考えている。
そんな手掛かりがあった際は自分がしている主張が相手にとってあまり有用ではないのかもしれません。

ただ見るのではなく、観察し分析をすることで初めて「あれ?あんまり乗ってないな。違うポイントを押さなきゃいけないのかもしれないな」という考えに至ることができるのです。

信頼される

これには「認知的不協和」と呼ばれるものが関連してきます。
認知的不協和とは「人が自分の中で矛盾を抱えた状態やその状態から生まれた不快感」のことです。

よく例として使われているものですと「ダイエット」に関することです。
大抵の人は「痩せたい」と思いますよね?(中には太りたいと思っている人もいますが、少なくとも僕は痩せたいです)

だけどそれよりも「食べたい」の方が強いと思います。食べたら太るとわかっているのに「食べたい」の方が強くなってしまうんです。
そのときに「痩せたい、でも食べたい」という矛盾した気持ちが自分の中に生まれ、大きなストレスとなります。

その状態が「認知的不協和」の状態です。

そして「認知的不協和」に陥った人は次に、「認知的不協和」を解消しようとするということが一般的に言われています。
「痩せたい、でも食べたい」→「食べないと栄養取れないから体に悪い」というように自分を納得させて不協和を解消しようという心の働きですね。

この状態というのは実はなんにでも当てはめることができ、それが「信頼される」「親近感を持ってもらえるんだ」とDaigoさんは言っています。

例として出しているのは「会話」と「動作」です。
僕は「会話」の方が簡単に取り入れることができると感じたので「会話」の方を簡単に紹介します。
この本で出されていたのは「打ち明ける」ということでした。

自分のことを「打ち明けられた」人は「こんなに自分のことを話してくれているのにこっちも話さないのはなんか悪いな」という気持ちが働く、ということです。

例えば「兄弟がいる」とか「休みの日はこんなことをしている」などプライベートなことを話されることで「こちらもなにか返さなければ」という心理状態になり、「認知的不協和」が生まれている状態になります。

「一方的に話されている」→「なにも返していない」ということを無意識のうちに不協和に感じ、「関連した話をする」ということで解消します。

「プレイベートな話をされる」→「プレイベートの話を返す」→「この人とはプライベートな会話もできるような関係なんだ」と親近感を感じ、信頼感を早く勝ち取ることができるのです。

誘導する

こうして親近感を感じてもらい、信頼されることができたなら、次は思った方向に誘導することが可能になります。

ここで使われるのが「マーキング」という手法です。
特に「アナログマーキング」と呼ばれるものです。

「アナログマーキング」とは「自分が伝えたいことを強調する」ということです。
本当に伝えたい部分の声量を変えたり、少し間を開けて話したりすることで強調するという手法です。

Daigoさんはこれはどんな場面でも使えるものとしています。

なにかを売り込みたいときにアナログマーキングで強調をする、ということは当然として、「何度も言い方を変えて使う」ということが使えるとしています。

例えば「買う」という言葉も同じ意味で違う言い方ができると思います。
単純な「買った」「買って」「買い」「買えば」という活用や、「購入」「お買い上げ」という言い方もできます。

これらの「意味は同じだけど違う言い方」を繰り返すことで、相手に「買う」ということを無意識のうちに意識させることができるのです。
これはセールストーク以外にも企画書だったり、推薦文にも使えるというのがDaigoさんの主張でした。

この「アナログマーキング」を使うことで相手が無意識のうちに暗示のように埋め込むことで、自分に都合が良い方向に誘導することができるということでした。


いかがでしょう。

これで「メンタリズム」というものが決して胡散臭いものではないということ、実戦で使えるということが紹介できたと思います。

これは第一章の部分を要約しただけなんですが、これだけでも僕は「参考になることがたくさんあるな」と思いました。

ですが、この本はここで終わるようなものではありませんでした。

次からは僕が特に響いた言葉を紹介します。

この本を「飲食業界にいるうちに読みたかった」と思った理由を理解してもらえるんじゃないでしょうか。


交渉事は「始まる前」から始まっている

これは第二章の冒頭に言われていることです。
簡単に言うと「交渉のテーブルにつく前の準備段階がすごい重要だよ」ということです。

「そんなの当たり前じゃん」って思う人もいると思います。
正直僕もそうでした。
資料作りとか、なにをプレゼンするのかとか、こう聞かれたらこう答えようという簡単な予想

ちゃんと準備していくのなんて何年か働いてきた人なら当たり前にやっていると思いますし、当然「事前準備が大切」なんていまさら言われなくても知ってるよ!!ってなると思います。

ですがDaigoさん、メンタリズムから言わせると一味違ったんです。
Daigoさんも資料を作るのは当然ということはもちろん言っていて、そこではない「ビジネスの話をする直前」が大切ということでした。

つまり「会う約束をしてから当日に席について本題を話す前の段階」ということです。
資料作成の次の段階が1番重要だということです。

そこでは先に挙げた「メンタリズム」をフル活用します。
「観察」「分析」「信頼」「誘導」です。

特に「誘導」を使います。
全てで1セットの技術ですが、特に「誘導」です。

というか「認知的不協和」ですね。

Daigoさんの「始まる前」には本題とするビジネスの話から遠い話をしてください。
遠ければ遠いほどよいとこの本にはあります。
そこで相手との距離をどれだけ近づけることができて、どれだけ信頼されるかで商談の9割が決まるとあります。

商談において「自分の言っていることを信頼される」というのはとても難しいことだと思います。

初めて会う人なら特にそうですよね。
そこでビジネスの話をする前に「個人的な信頼」を獲得することができれば、そのあとの商談は自分が優位に立つことができるのです。


人間の記憶は20分で58%まで失われる

これはドイツの心理学者のヘルマン・エビングハウスという方で提唱したものです。
「話を聞いた直後を100%とすると、20分後には42%失われてしまう」というものです。

そして教育心理学のP・ラッセルが復習するタイミングを提唱しました。
20分→1日→1週間→1ヶ月と復習を重ねれば、失われてしまう度合が低くなっていくというものです。

Daigoさんはそこから「記憶が薄くなるタイミングを見計らって復習すること」が大切と話しています。
記憶はそれに接触した回数によって定着されます。

そのため、適切なタイミングで何回も復習することで記憶は定着されます。

プレゼンでも何回も自分が主張したいことを何回も繰り返して相手の記憶に定着されるようにしたり、プレゼンを行った後にメールでお礼を言ってそのプレゼンを相手に記憶として定着させる。

チームの中でも特に自分が特に大切にしたいことを適切なタイミングを見計らって周知する。
それができれば相手の記憶に定着させることができるのです。


セールスマンは商品を売るな

これは第3章で出てくるセリフです。

「いやいや、セールスマンは商品を売らないと売上につながらないでしょ」とこの文面だけ見たら思うでしょう。
ですが、この本を見たら納得してもらえると思います。

Daigoさんは過去にも「アパレルショップの店員は服を売るな」と自身のメルマガにて公開したことがあるそうです。

簡単に言うと「セールスマンは信頼されることで商品が売れる、商品を売ろうとする人が信頼されるのは難しい。だから自分が信頼されるように努力しろ」ということだと僕は解釈しています。

「セールスとは、お客様が主役の“物語”である」とDaigoさんは言っています。
自分が売りたいものをお客様が買ったとして、それが身近にあるところを想像させるのです。

例えばあなたが家電量販店のカメラ売り場の担当だとします。
その際に「このカメラはこんな性能があって〜」と商品の良いところを紹介するのでは、あまり信頼してもらうことは出来ないでしょう。

なぜなら、性能だったり、値段だったりは詳しい人じゃなければ聞いたってあまりわかりません。
僕だったら詳しくないから店員に話を聞こうとしてるのに、よくわからない話をされたとしてもあまり話を聞こうとは思いません。

そんなものはネットで検索すれば出てきますし、その情報を見てわからないから聞いているのに…となってもういいやってなると思います。
そこで“物語”を提示するのです。

「このカメラはいままでのよりも〇〇がいい」とは言ってもいいでしょう。
画素数だったりバッテリーの持ちだったり

そこにストーリー性を持たせてください。
「実はこのメーカーの少し前のカメラを使ったことがあるんですが、操作もわかりやすいし、すごく軽いのでどこにいくにもついつい持ち出したくなるんですよ。この前も鎌倉行くときに持って行ったんですけど〜」とかですね。

そこで実際に鎌倉に行ったときに「海を撮った話」とか、購入を迷っているお客様がどこに持っていきたいのかという話で広げることができたら最高です。
「体験談」として人から聞くと「自分が使ったらどこに持っていくかな」とか考えてしまうでしょう。

そうなって話を盛り上げることができたら、あなたは信頼されることができます。

そうするとあなたは「商品を売ろうとする店員」よりも「相手の立場になって考えてくれる店員」として個人的な信頼を勝ち取ることができるでしょう。
セールスマンは「商品」売らないで「信頼」を売るべきなのです。


「ニガテな人」をなくす方法

「ニガテな人」は誰にでもいると思います。
僕もいます。

これは「ニガテな人をなんとか好きになって好意的で良好な関係にしろ」ということではなく「ニガテな人を認めて学びを与えてくれる対象としろ」ということです。

よく言われているのは「相手のよいところを見つけろ」と言いますが、Daigoさんは「相手が自分よりも優れているところを3つみつけろ」ということです。

ひとつだと「いいところを見つけなきゃ」と決めたタイミングでたまたまうまくいっているだけだったりします。
そうなるとその「いいところ」が成立しなくなった途端に相手のことを信頼できなくなります。

「〇〇がいいところだと思っていたのに、アイツはそれもできない、やっぱり嫌なやつだ」と
もしかしたら好意的に見ようと努力する前よりも嫌いになってしまうかもしれません。
なので「3つ」ということが重要なんです。

「見つけるのが少し大変だな」と思うぐらいの数、ひとつ可能性が否定されても他がある。
それが「3つ」だとしています。

そしてその人の「自分より優れていると思った3つ」を見つけることができたら、それを学ぶようにするのです。
「学んでやろう」というプラスの感情を持つことができれば、マイナスの感情とも無縁になります。

なんせ「ニガテで会いたくないやつ」というデメリット「自分よりも優れたところを3つ持っていて、学ばせてくれるヤツ」というメリットに変わったからです。

そしてこれはチームで働く上でとてもプラスになります。
チームで「ニガテな人」がいることはよくあるでしょう。

ですが、「相手の自分よりも優れているところ」を見ることが癖付いていると、「あいつは自分よりもこれをすることがうまいからあいつに頼もう」という効率的な判断をすることができるようになるのです。

「相手の優れていることを3つ見つける」ことは「ニガテな人をなくす」ことにもとても役立ちますが、チームとして働くマネジメントをする際にもとても役立つスキルなんです。


まとめ

いかがでしょうか

Daigoさんの書かれた「一瞬でYESを引き出す心理戦略。」がどんな本なのかわかっていただけたでしょうか

僕は「物を売る」ということを専門にしている人は必ず読むべきだと思います。
もちろん「こんなことできないよ」という人もいると思います。

僕がいたような飲食業界だとそもそも相手企業と商談する機会は全くないですし。
ですが立場を変えて、状況を変えてみれば使える技術はこの本にたくさん書いてあります。

ここに買いたのは僕が特に心に残ったことです。
「一瞬でYESを引き出す心理戦略。」は全5章に渡ってメンタリズムをビジネスに活かす方法をすごくわかりやすく書いてくれています。

僕はこの本は自己啓発本のような「考え方を広める」本ではなく、実践ですぐに役立つ技術や知識を与えてくれる“技術書”だと思います。

“接客”をビジネスにしている人、お客様だったり企業に対してなにかを提案する仕事の人は是非読んでみてください。

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