602, Oriana Business Park, Mumbai
022 / 49719896
Design Thinking for
Sales Professionals
In an ever-changing customer preference scenario, the conventional approach towards sales must be recreated and reimagined. Selling to this era’s learned customer needs a mindset shift in the sales strategy and customer interaction. As a sales professional, you have to focus on co-creating value rather than “push” sales. The result is a better understanding of customer business challenges and unlocking the opportunities that lay in front of you. Design Thinking is a powerful tool for rethinking and revitalizing sales strategy. By placing customers’ needs at the centre of the selling process, you can shorten the selling cycle considerably.
You will follow the path focusing on sales and human-centred simultaneously.
Get the Mindset, Skill-set and Tools-set required for creating a winning sales strategy.
YOUR LEARNING
ENABLERS
Faculty
Our courses are taught by world-class experts and SDTP Master Practitioners who have honed their skills over many years in the field and freshness in the ways of teaching. They bring their hands on experience and real-world case studies and examples into their sessions.
Coaching Cohorts
Receive support from a Design Thinking Master Practitioner with teaching and facilitation expertise. These master practitioners are to guide discussions, foster peer connection, and provide feedback on your real-life projects during the course.
Community
Be a part of the global community of passionate professionals from around the world seeking to bring innovation and creativity to their daily life. Build your professional network by making valuable connections.
Key Benefits
Led by SDTP Master Practitioners, this program propels you on winning ways in sales. The program is about accelerating and creating value in sales conversations. With the human-centric approach of sales YOU become the differentiator and if YOU are the differentiator, how do you differentiate.
Create a human centric approach for sales to creating value for customers.
Understand how major buying decisions are made and increase levels of customer satisfaction.
Practice objection prevention rather than handling objections from the Design Thinking lens.
Create measurable on the successful behaviours you’ve learned, and continually improve your sales performance.
COURSE CONTENTS
1
Why and What of Sales
- Revisiting sales basics.
- Mapping customer journey.
- Psychological phases that buyers go through when purchasing and how to respond.
2
Exploring Sales Possibilities
- Possibility Mindset
- Examining my Sense of Possibility
- Overcoming Possibility Barriers
- Create Design-Thinking practices core to your sales approach
3
CPC Armour (actually objection proof)!
Finding your CPC armour.
Company – Product – Competition – to make sure you surface all of the essential conditions that would need to be true to make each possibility a success.
Build empathy with buyers.
Ensure that business solutions are driven by customer needs and their buying criteria.
4
Sales Biases and Overcoming Them
Learn more about unconsciously creating ineffectiveness barriers and how to overcome them.
Relate, reflect and reimagine the selling.
5
Proto and Test your Selling Solutions
Using Design Thinking to propose the solution.
Debunking the myth of sales cycle steps.
Look back across the entire sales cycle and sales strategy process and take stock of some of the big takeaways from the course, and think about how you will continue to practice after the course is complete.
WHO SHOULD
ATTEND?
This program is appropriate for anyone who wishes to add newness and unique ways to sell in this ever-dynamic world.
CXOs, Heads of Sales Units, divisions, regions, or functions
Attendance by multiple company representatives is encouraged and will foster teamwork and amplify the program’s impact on the organization.
PROGRAM FORMAT
Program is available in two formats
LIVE Online sessions
Dates : TBD,
The program takes place over three weeks with live synchronous classes from 08:30 GMT for three hours on Saturdays with a 30 mins break in between.
Format: LIVE virtual Masterclass
Fees: 500 USD
Group discussions for learning and networking, and an optional post-program virtual follow-up session to touch base on your personal and professional implementation. Class sessions will take place via Zoom platform. You will also have ample opportunity for interaction with faculty and peers inside and outside the class sessions.
In Person session
Dates : TBD,
The program takes place over three full days with classes from 09:00 IST till 17:00 IST with two breaks for AMT and PMT and of 20 mins each and a lunch break of 45 min. Includes gala Networking dinner on day two.
Format: LIVE in person session
Fees: 1100 USD
Group discussions for learning and networking, and an optional post-program virtual follow-up session to touch base on your personal and professional implementation. Class sessions will take place via Zoom platform. You will also have ample opportunity for interaction with faculty and peers inside and outside the class sessions.
Collaborative learning is an integral part of the experience. To maximize the benefit for everyone, you are expected to attend every session, complete all assignments, and contribute effectively in the class and in small groups. We advise setting aside a total of about 10-12 hours per week for program work including the synchronous class sessions.
