This document provides guidance on using consultative selling skills to convince others in your organization to allow you to do work that aligns with your interests and skills. It recommends understanding both the human and organizational picture by asking questions, actively listening, summarizing discussions, and proposing solutions to problems. The goal is to have meaningful conversations to determine if your ideas can help achieve business goals. If not, you can iterate your proposals or move on. Using this consultative selling framework is likened to a superpower that can open doors by changing the quality of your conversations.
18. Autonomy urge to direct out own lives
Mastery desire to improve at something that matters
Purpose yearning to invest in a bigger picture
Daniel Pink’s
Intrinsic motivation Framework
19. “All we have to decide is
what to do with the time
we have”
J. R. R. Tolkien
21. It’s the best way I’ve
found to sell
It’s the only way I can sell
22. It’s the best way I’ve
found to sell
To me, it applies UCD
principles to selling
23. People are at the heart
You aim to understand needs, tasks
and context of people, as well as
business
You summarise and declare your
assumptions to get feedback
You build hypothesis, based on shared
understanding
You test hypothesis to learn, iterate,
and co-create ways forward
Consultative
Selling
Disclaimer - I’m
no expert in this,
this is what I
believe / think!
24. A framework - a set of
techniques
Gives you structure to have
rich, meaningful conversations
37. You’re making the move
from UX professional,
to business professional
38. The NHS enables people to live healthier and more independent lives
through high quality seamless care. To provide care and services that
we and our families would want to use.
CooP aims to be the UK's best consumer co-operative society by
making a real difference to our members and our communities.
CooP Digital helps our existing businesses make the most of digital and
pioneer new ways to co-operate online
IKEA creates a better everyday life for people. We offer a wide range of
well-designed, functional home furnishing products at prices so low
that as many people as possible will be able to afford them.Vision
Luckily we’re experts at
understanding people
49. Question
Does the work you want to
do align to the outcomes
your client wants
Remember that’s your boss,
colleague - the person
you're trying to convince
61. 1. Mind - active decision to understand
2. Body - show you’re listening with your
eyes and body language and voice
3. Speech - acknowledge and say
thank you
67. 1. Paraphrase - if I’ve understood,
if I’m hearing you correctly,
I just want to check?
2. Mirror - playback key words
3. Empathise - you seem…
68. Let’s practice - 2 mins
1. Detective - what’s on your mind right now?
2. Client - something from work / home
3. Detective - if I’ve understood, can I just check…
In pairs, one of you be the detective - the person asking
the question - and the other be the client. Then swap.
71. This is a wonderful service
you are providing - it
helps people gain clarity.
Be explicit that you’re
trying out something new
with colleagues but you
hope it will help them
buckets too
81. One problem you have is [this]
One answer could be [this]
So that you can do / achieve [this]
82. It doesn’t matter if it’s wrong
It’s just a hypothesis
The important thing is to share it
83. One problem you have is [this]
One answer could be [what you want to do]
So that you can do / achieve [this]
84. One problem you have is [this]
One answer could be [ ? ]
So that you can do / achieve [this]
You’re bound to
have discovered
lots that you’d like
to do during the
rich discussion
85. You might get a No!
Don’t concede
Don’t make a speech
Do investigate
93. Use the framework to have rich,
meaningful conversations
So that you can find out if what you
want to do aligns your business /
client
So that you can build a convincing
proposal
94. This will be a win - win
If Yes :-)
If No, you choose to
iterate or move on