A coach to unlock your innate potential and rediscover YOU – Founder of Sequel and Society of Design Thinking Professionals.
“Design thinking,” which is gaining traction in the business sector, is about allowing even the most traditional thinker to create fresh, inventive solutions to business challenges by leveraging an organized framework derived from the design process.
Design thinking in sales is a method and a platform that was created to address the issues of new business growth. In the high-value, high-touch sale, it’s a strategy to defend value over price. It looks into the progress made in the past and at what the current status is in order to start at that point with those ideas.
What Is Design Thinking?
Design thinking has proven to be effective in a variety of different applications. Empathy, customer-centricity and curiosity are the hallmarks of the design thinking methodology, which has a single goal: to understand and solve a user’s issue.
It is a comprehensive, in-depth set of principles in its entirety. Only the most pertinent and useful principles are extracted and employed when dealing with company difficulties. When it comes to the sales process in particular, design thinking ideas might have the most impact during the discovery phase.
What Changes Does Design Thinking Bring In Sales?
In sales, design thinking entails asking questions and understanding the customer’s perspective. Before you consider giving a solution, you must first comprehend their difficulties. Yes, the process takes time, and some of the sales personnel—those who are always in a rush, have targets to reach or work for companies that reward employees who bring in the most revenue—may find it tedious.
• Establishes Trust And Credibility
When studying prospects, salespeople generally pursue the path of least resistance due to the pressure to close. As a result, the internet becomes their primary source of information, resulting in a shallow, one-dimensional view of the people they want to reach.
Design thinking urges you to dig deeper—to learn more about your customer. Now you have a distinct advantage to offer your prospect: a distinctive point of view. You’ve taken the time to get to know them and demonstrated a genuine interest in helping them grow their business.
• Authenticates The Conversation
Another tendency that the “always be closing” mindset encourages is offering solutions before fully comprehending the topic at hand. A whopping 69% of surveyed buyers believe that listening to their needs is the best approach for sales professionals to improve the sales process. Remember that while most people dislike being sold to, they enjoy having their problems answered.
Design thinking implies that you should keep asking questions, discover something new and find the unmet needs of the customers—not only to respond but to start a different sort of dialogue: a genuine, customer-centric interaction aimed at discovering what your prospect values.
• Widens The Extent Of Opportunity
Inquiry isn’t merely for the sake of curiosity in design thinking. When you look into the customer’s needs, you may discover problems they weren’t even aware of. When salespeople strive to provide a “simple fix,” their customers’ problems are rarely straightforward.
Design thinking encourages salespeople to become investigators here. It is not only about gathering information but creating a reliable solution. By assisting your consumers in identifying problems they didn’t realize they had, you’ll be able to uncover and provide solutions they require.
While prolonged curiosity may kill the close, you’ll be able to shed some light on various answers, in the end, resulting in a larger piece of business. Think about design thinking for sales as a mental shift—one that shifts a salesperson’s mentality from “What can I offer to you?” to “What can I learn about you?”
• Makes Salespeople Think Radically
Radical thinking aids in the rapid development of significant and trusting relationships with your colleagues and prospects. When a salesperson thinks that way, they may break through sales stereotypes and convert one-time buyers into long-term clients.
Everything that starts with empathy has productive results. Radical thinking provides an opportunity to focus on the customer’s pain points. It helps keep the conversation customer-centric rather than service-centric.
Radical thinking results in achieving a pull-sale rather than a push-sale, where the customer is keen to see the different facets of their problem with an outstanding solution. Once a salesperson learns to empathize with the customer, it automatically generates an acceptability in the eyes of the customer.
In a high-value situation, design thinking in sales is a smart way to avoid the risks and costs associated with arm’s-length procurements where the buyer is supposed to know everything and prescriptively define both the problem and the solution—which is rarely, if ever, possible.
How Does Design Thinking Affect Sales?
When a salesperson reframes their words to best suit the customer’s interests, it generates a solution. Customize your sales pitch to your buyer’s wants and needs. You can further adjust your messages to their demands as you learn more about your leads over time.
Questions will be explicit regarding the customer’s business concerns, challenges, goals and areas of significant concern that have a direct correlation to closing the contract.
Successful salespeople ask more targeted and relevant questions. A salesperson shifts focus from investigating customers with inquiries, spending less time on the sales pitch and engaging them in a two-way conversation.
Think Like There Is No Box
The risks of the typical strategy involve a team doing a brainstorming session. But they may all have old, stale and ineffective ideas. There is no sign of anything new to give an edge to the strategy.
The solution would be to hold truly free-flowing sessions where ideas are encouraged. They should have a voice of innovation and creativity to bring change to the table.
It is time to think high and above the traditional ways while shedding light on creating solutions or developing sales proposals for your customers. In sales, creativity can be a productive asset. The combination of design thinking with creativity is robust. Happy selling!