The UX Process: A Refresher for thinking about the UX of Sales
Using the tools of design to understand the sales process and improve your business
Previously:
The Way We Used to Do Things : A UX Sales Story
When we started working with the sales coach and she began giving us the basic principles of consultative sales, we had an epiphany — this is the UX process — or at least super similar. We know how to do this. Much of what we know about doing customer interviews and ethnography is SALES. We live this, we breathe this. We can do this.
The UX Process
As a brief review, here is how we define the UX process.
Discover
- Stakeholder interviews
- Competitive analysis
- Contextual inquiry
- Business Requirements
Define
- Scope
- Structure
- Personas
- Scenarios
Design
- Flow and Processes
- Screens or Pages
- Site Experience
Test
- Multiple Concepts
- Validation
Refine
- Iterate
- Granular Details
Deliver
- Specifications
- Rules
- High fidelity mocks
- Prototype / Wireframes
The Sales process follows the same structure:
Discover, Define, Design, Test, Refine and Deliver.
In the discovery process we understand the clients true needs.
We define who the buyers are and what to propose to them
We design the project proposal and how best to approach the solution
We test the proposal with the buyer, refine and iterate with them and then
We deliver to all the buyers
Next:
Discovery Process — pt. 1 — The Funnel
This post previously posted on emdezine.com
