Reimagining Sales in the Era of Generative AI: A New Collaborative Process

Transforming Sales in the Generative AI Era

In today's rapidly evolving business landscape, the traditional sales approach, characterized by explanatory presentations, is undergoing a profound transformation. Request Inc., based in Shinjuku, Tokyo, is at the forefront of this change, leveraging insights from Organizational Behavior Science® to redefine the essence of human sales in the age of generative AI.

The Shift from Explanation to Co-Creation

The driving force behind this shift in sales methodology is the integration of generative AI, which enhances information processing and analytical capabilities, coupled with the increasing complexity of customer decision-making. Rather than merely selling, the emerging paradigm emphasizes the need for sales professionals to cultivate the ability to discover shared meaning collaboratively.

Request Inc. has introduced a new sales framework termed the “Co-Creation Sales Process.” This innovative approach moves away from the conventional model where the salesperson dictates customer needs; instead, it encourages dialogue to uncover questions that reside within the client’s context. By translating and structuring these meanings through collaborative efforts, trust is built organically between salespeople and clients.

Overview of the Co-Creation Sales Process

The Co-Creation Sales Process comprises a series of steps designed to facilitate substantial client interaction. Below is a summarized outline:

Steps and Purpose

Step	Dialogue Partner	Objective	Deliverable
---------	----	------------	----------
1. Hypothesis Design	AI	Anticipate and prepare questions for the client's context	Hypothesis memo, initial visit questions
2. Sharing Surface-level Issues	Client	Accurately understand the client's visible facts	Surface issue memo
3. Structuring and Redefining	AI	Hypothesize on causal structures behind facts	Variability structure diagram, hypothesis composition
4. Hearing Existing Measures	Client	Acknowledge and reposition ongoing initiatives	Existing measures list, redefining proposals
5. Reconstructing Meaning and Definitions	AI	Discover and translate the client’s aspirations	Common language for significance, meaning conversion notes
6. Co-Creating Meaning and Direction	Client	Articulate what the client genuinely desires	Significance story materials
7. Connecting and Organizing Existing Measures	AI	Evaluate past actions and integrate them	Repositioning of existing measures
8. Designing Proposal Framework	AI	Structure a coherent narrative that resonates	Proposal outline, draft introduction
9. Creating Proposals	AI	Develop comprehensive documents connecting meaning and outcomes	Proposal document (approximately 10 pages)
10. Reflection and Implementation Design	Client	Ensure applicability and collaboratively outline implementation	Implementation plan memo, support strategy

This refined process promotes a dialogue-centric approach to sales, moving beyond mere documentation and presentations. By guiding clients toward recognizing their own challenges, it fosters a supportive environment for discovering necessary solutions.

Redefining Sales and the Human Role

In the digital age, generative AI significantly enhances the quality and speed of information processing. However, the emotional and relational aspects of significance design—asking “For whom are we making this proposal, and why?”—can only be managed by humans. The modern sales role has evolved; it is no longer solely about selling, but rather about nurturing inquiries, collaboratively translating meanings, and weaving trust with clients.

Ideal Candidates for the Co-Creation Process

This innovative sales process is tailored for companies looking to:

- Move away from traditional explanatory sales techniques
- Deepen trust and foster long-term client relationships
- Prevent individual dependency on sales skills while ensuring reproducible development
- Leverage human strengths in the context of generative AI in sales

Contact and Implementation Consultation

Companies interested in adopting this process can engage with Request Inc. for comprehensive support from field interviews to process implementation assistance.

Request Inc.
Human Capital Development XR HRD® Team
E-mail: request@requestgroup.jp

Request Inc. champions the philosophy of “Behave: Aiming for Better” and collaborates across five institutions to study and develop behavioral patterns of individuals working in 338,000 organizations nationwide. The company has successfully supported human capital development for over 980 organizations.

Corporate Website
Company Profile
Download Company Information