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#249 S2 Episode 118 - Sales Made Better Via Design Thinking with Ashley Welch

/ 35:15/S2:E118
In this episode of The Sales Transformation with Collin Mitchell podcast, Collin talks to Ashley Welch, Co-Founder of Somersault Innovation and author of Naked Sales: How Design Thinking Reveals Customer Motives and Drives Revenue. Ashley shares how she stumbled into design thinking while doing a routine sales job and saw how applying it to sales has helped her close much bigger deals than ever before. Ashley zeroes in on adopting the Design Thinking way of being genuinely curious about your customers to co-create the best tool and experience for them. This way, customers feel that they are part of the process, and the resulting product or service is truly unique and relevant to their needs.

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HIGHLIGHTS

  • Sales jobs gives you flexibility and autonomy
  • When you're more interested in the client than selling your product
  • Be open to feedback and look for opportunities to improve 
  • Taking the leap to pursue an entrepreneurial vision
  • Falling in love with design thinking
  • Discovery is made better with design thinking
  • Selling can also be about co-creation
  • Be obsessed about your customer's customers

QUOTES

Ashley: "To see what would happen when we used this methodology (design thinking) with people is incredible. You start with deep discovery on whatever challenge or opportunity you're trying to discover and having people put it on post-its, and think out of the box about things, and think sort of wild and crazy as a way to diverge, we say. And before you start to narrow in your ideas was just this amazing process that would decrease the risk of failure and increase your chance of delighting the end customer. It works every time."

Ashley: "The bias of sellers is to go narrow too quickly and narrow right into, tell me exactly about the system you use today, what doesn't work about it, let me show you mine, let me compare the features, and we're off to the races. Versus staying more open about not necessarily so personal, but their life, and business, and what they care about." 

Collin: "You don't want to exhaust them like, hey we've got to stay in discovery for three weeks before we can move forward, right? But you know, you can move forward but still stay curious, still stay open throughout the whole process because more might be revealed."

Ashley: "The other mindset we talk a lot about is this notion of co-creation. So that's a same-side of the table kind of idea. The reason I'm staying curious and open and learning about you is because I'm trying to co-create with you the best thing for you."

Learn more about Ashley in the links below:

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

#249 S2 Episode 118 - Sales Made Better Via Design Thinking with Ashley Welch

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