Design Thinking in Sales

This 3-day hands-on workshop on Design Thinking in Sales brings in my 30+ years of experience in IT and Consulting Sales having worked as a Full-time Employee in organizations like Microsoft, Oracle, Hewlett-Packard, and HCL Technologies.  Furthermore, having been certified in Executive Coaching, participants get to leverage the G.R.O.W. Model of Coaching, It is about the understanding that the greatest power lies within the individual. As a coach, it is my job to bring it out.

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The workshop will comprise theoretical knowledge, practical exercises, and real-world applications to equip sales professionals with the skills needed to thrive in a dynamic and competitive market. These include but are not limited to, Elevating Questioning, Objection Handling, Negotiation, and Client Research. Almost all of these find a place on my website in the form of FAQ’s or blog posts.

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Day 1: Understanding Design Thinking in Sales

• Introduction to Design Thinking Principles

• Overview of the design thinking process

• Application of Design Thinking in Services Sales

• Storytelling Techniques (High Level Only)

• Enhancing Questioning Skills

  • Importance of effective questioning in sales

  • Types of questions: open-ended, probing, clarifying

• Interactive exercises for practicing questioning skills.

 

Day 2: Mastering Objection Handling Techniques

• Common objections in sales

• Frameworks for handling objections effectively

• Role-playing scenarios for practical application

• Deep Dive into Client Research

  • Importance of thorough client research

  • Tools and techniques for in-depth client understanding.

• Case studies and group activities for hands-on learning

 

Day 3: Advanced Negotiation Strategies

• Principles of Successful Negotiation

• Win-win negotiation techniques

• Simulations and role-playing for honing negotiation skills.

• Design Thinking in Sales - Integration and Application

  • Integrating design thinking into the sales process

  • Creating a design-centric sales strategy

  • Group projects to apply design thinking in real-world scenarios.

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Additional Considerations:

• Daily Q&A and discussion sessions to address participant queries.

• Customized scenarios and examples based on participants' industry experiences.