質問型営業 · 青木毅 × CK PRODUCTION

第566回人は誰に出会うかで変わる——「上司学」の原点　ゲスト：嶋津良智（リーダーズアカデミー代表）

·21 min·2 clips

Yoshinori Shimazu, who led a company to a 5.2 billion yen IPO, argues that organizational growth depends on bosses, not employees.

The episode begins with host Katsuki Endo introducing guest Yoshinori Shimazu, the representative of Leaders Academy. Shimazu is noted for redefining leadership by emphasizing that organizational growth depends on superiors, not subordinates, and for achieving a 5.2 billion yen IPO. Endo mentions knowing Shimazu for over ten years, having met him at a seminar. Shimazu discusses his approach to writing books, explaining that after publishing three books on people and organization building, he decided to write across multiple genres to avoid running out of ideas and to separate his writing from his business. He contrasts this with host Takeshi Aoki's focus on question-based sales. Shimazu recounts his early career in sales at O.A. Kiki, describing it as a 'black company' with high turnover, where half of his 14-person team quit within a month. He shares how he wanted to escape sales and observed that his branch head was the only one not doing sales, which inspired him to aim for a leadership role. A key turning point was when a boss taught him the difference between product features and customer benefits, shifting his sales approach to focus on questioning customers about their problems. Shimazu reflects on how meeting wonderful leaders changed his life, leading him to value mentorship. He references the 'principle of 262,' identifying himself as part of the 60% of ordinary people who can be influenced by their environment. Shimazu emphasizes that ordinary people achieve extraordinary results by seeking help from others, such as bosses or capable colleagues. The episode concludes with Endo summarizing the discussion on characteristics versus benefits in sales and teasing a future conversation on management with Shimazu.

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