「伝え方が9割」という本から学ぶ、転職活動に活かせる面接での伝え方

30代の転職

転職活動で必ず必要となるのは面接です。面接は緊張やプレッシャーで自分自身をうまく伝えられずに終わってしまう方も多くいらっしゃると思います。本来は応募した会社で活躍できる能力があっても、それをしっかりと伝えることができなければ、会社にとって必要ではない人材と判断されてしまう可能性があります。

今回ご紹介する本の内容は伝え方は人生の結果を左右するという内容です。
2013年に発売された本で、著者は佐々木圭一さんという元博報堂出身の方です。

言いたいことはあるけど、相手に伝えることが苦手であるという方に向けて、効果的な伝えた方を本の内容に沿ってお話していきます。

スポンサーリンク

◆伝え方の基礎:デート編

ますは相手のOKを引き出すことを考えることです。

step1.自分の考えていることをそのまま言葉にしない
step2.相手の頭の中を想像し、相手のメリットと一致する伝え方をする

あなたが好きな人をデートに誘うことを想像してみてください。
step1に当てはめますと、好きな相手に「デートしませんか」という伝え方をしてはいけないということです。相手が自分のことを好きであることがわかっているのであればいいかもしれませんが、これでは直球過ぎてなかなか相手のOKをもらうことができません。ドン引きされて嫌われてしまうかもしれませんね。

step1としては直球すぎる「デートいきませんか」以外の違ったフレーズを考えてから次のステップへ進みます。

step2は相手がどんなことが好きで興味があるのかを考えます。相手がパスタが大好きな方であるのであれば、自分が好きではなくても相手に合わせて言葉を考えます。

例えば、「この前たまたま入ったイタリアンのお店のパスタがびっくりするほどうまかったから、今度よかったら一緒に行かないですか?」などです。

デートというフレーズは一切使わず、相手の興味があることに対して、ついOKしてしまうように話すことがポイントです。こうなれば、ただデートしたいんだということを言うよりもデートできる確率は格段に上がるのです。
相手は別にデートはしたくないけど、自分が好きなイタリアンでそんなにおいしい店なら行ってみようかな?と思わせれば成功です。

相手の頭の中を想像して、相手の好きなこととメリットを伝えることが非常に重要であるということです。

◆相手に選択肢を与えてOKを引き出す

人間は何もない状態で決断することが苦手な生き物ですが、例えばAとBのふたつがあってどちらがいいですか?という決断は得意なのです。
相手に決断を迫るよりも、選択肢をもって迫ることのほうが格段に相手は答えやすくなるのです。

先ほどは相手がパスタが好きで、その中でもお勧めのパスタのお店に行こうという誘い方でしたが、「びっくりするほどうまいパスタの店とあり得ないほどジューシーなピザの店だったらどっちに行きたい?」という伝え方です。

ちょっと大げさな応用編になってしまいますが、このフレーズのポイントはもはやNOという選択肢がなくなっているということです。
人間はどちらかを選択することは得意なわけですから、このふたつのどちらかを選択させることができるのです。

これは営業でも活用できる手法です。相手が忙しいのをわかっていてもアポイントを取りたい時に〇月〇日の〇時と〇月〇日の〇時でしたら比較的ご都合のよろしい日時はどちらでしょうか?という伝え方です。これは相手が会わない、商談しないという選択肢がなく、会うのは当然という伝え方で高確率で相手に会うことが出来ます。

そして、その先の営業方法としてはAとBでしたらどちらの商品がいいですか?という提案ですね。もはや買わないという考えを消してしまうやり方です。
原則ふたつの選択肢がいいと思いますが、最悪決めかねるような相手であれば、隠し玉のCを持っていくという方法もテクニックのひとつとしてよいと思います。

◆強い言葉と使う方法

①ギャップ法

あなたが伝えたい言葉とは逆の言葉を使って強く伝えてる方法です。
有名な名言としてはオバマ大統領の選挙での勝利演説ですが、「これは私の勝利ではない、あなたの勝利だ」という伝え方をしています。
この伝え方は一度私の勝利ではないという否定をすることで、ギャップを生み出して言葉を強く伝えているのです。
彼が演説のスペシャリストと言われるのはこのようなギャップ法を多用していたことが要因ではないかと考えられます。

②クライマックス法

これから話すことは大事ですよ。ここが結論ですよなどの伝え方です。
人間の集中力は1時間も持ちませんが、このような言葉を頭につけることで相手の興味を引き付けることが出来ます。
例えば、学校の先生が「ここは大変重要です。テストに出るかもしれませんよ。」と言われれば、眠くても一気に聞こうという気持ちになった経験があると思います。このように学校の先生であっても、無意識に本当に伝えたい時は生徒を引き付けるための伝え方をしているわけです。

◆まとめ

このように同じことを言っても、伝え方次第では転職の面接の合否を左右することもあるということです。
面接官の質問にストレートに回答することがよいと思いますが、変化球の質問をされてうまく伝えられないという場合は上記の方法を活用してください。

たとえ自分が口下手であっても、面接官の頭の中を想像して面接官が欲しているYESを引き出す伝え方をすることです。
経歴は応募している会社の条件を満たしているが、どうしても伝えることが苦手な方はこの本を読んで勉強してみてはいかがでしょうか?

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