Podcast
Questions and Answers
What is the main benefit of adopting a design-thinking approach in sales?
What is the main benefit of adopting a design-thinking approach in sales?
- To enable the seller to suggest a smaller solution or a solution subset to build customer confidence (correct)
- To focus on finding the one perfect solution for the customer
- To create an ideal solution that minimizes risks and optimizes all desired outcomes
- To delay the solution implementation process
Why do solutions often become delayed in the sales process?
Why do solutions often become delayed in the sales process?
- Because customers are not engaged with the sales process
- Because sellers are not using a design-thinking approach
- Because decision makers have not aligned with the salespeople
- Because decision makers try to create an ideal solution that minimizes risks and optimizes all desired outcomes (correct)
What is the outcome of focusing on finding the one perfect solution?
What is the outcome of focusing on finding the one perfect solution?
- A gauntlet that is easily navigated by salespeople
- A solution that is implemented quickly
- A gauntlet that is nearly impossible for salespeople to navigate (correct)
- A solution that is tailored to the customer's needs
What is the result of adopting a design-thinking approach in sales?
What is the result of adopting a design-thinking approach in sales?
What is the purpose of suggesting a smaller solution or a solution subset to the customer?
What is the purpose of suggesting a smaller solution or a solution subset to the customer?
What is the benefit of revising solution ideas quickly with the customer?
What is the benefit of revising solution ideas quickly with the customer?
What is the primary challenge of modern sales besides the complexity of the sales process?
What is the primary challenge of modern sales besides the complexity of the sales process?
What is the primary benefit of using design thinking in sales?
What is the primary benefit of using design thinking in sales?
Why do buyers use technologies to make purchasing decisions?
Why do buyers use technologies to make purchasing decisions?
What is the result of sellers being overly oriented towards their own company?
What is the result of sellers being overly oriented towards their own company?
What is the primary goal of sharing insights with customers?
What is the primary goal of sharing insights with customers?
What is the result of the increasing complexity of sales?
What is the result of the increasing complexity of sales?
What is the primary benefit of using design thinking to understand the customer's end users?
What is the primary benefit of using design thinking to understand the customer's end users?
What is the primary reason decision makers may not fully understand their business needs?
What is the primary reason decision makers may not fully understand their business needs?
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Study Notes
Challenges in Sales
- Selling has become highly advanced with the help of new technologies, such as predictive analytics and automated outreach applications.
- However, selling has also become more challenging due to buyers doing their own research and making decisions, involving more stakeholders in decision making.
Losing Focus on the Customer
- Salespeople can easily become distracted and focused on their own company's products, services, and solutions rather than the customer's business problems.
- This lack of focus on the customer can lead to a loss of trust and negative outcomes.
Using Design Thinking
- Design thinking offers principles and tools that help salespeople navigate the complexity of sales and increase customer interest and engagement.
- By focusing on the customer's end users, salespeople can learn important perspectives about the customer's business and gain insights into areas of improvement.
Establishing Trust
- By sharing these insights, salespeople can differentiate themselves and establish trust with the customer.
- Providing perspectives helps create alignment and excitement across all stakeholders, as they all exist to support the end user.
Implementing and Iterating with Customers
- Design thinking helps establish and maintain momentum toward a solution by focusing on the customer's needs.
- By adopting a design-thinking approach, salespeople can suggest smaller solutions or solution subsets for the customer to implement or trial, building confidence and trust.
- This approach enables the seller to move toward larger solutions the customer might have envisioned in the beginning.
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