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Whiteboard Selling : Empowering Sales Through Visuals

Anant Team Blog

Whiteboard Selling : Empowering Sales Through Visuals

Why did I choose this resource?Whiteboard Selling

I chose this resource to learn about the advantages of using a whiteboard for sales presentations.

What did you learn from it?

I learned that using whiteboards during a sales pitch is a great way to keep your prospects engaged, create a memorable presentation, and increase your chances of closing the sale.

Key Knowledge

  • No More Slides
    • Unable to alter efficiently last minute
    • Boring
    • Not interactive
    • Not memorable
  • Telling the Story
    • Using whiteboards
      • keeps the prospects interest;
      • offers “progressive disclosure;”
      • engages the prospect;
    • Basic Sales Steps
      • Listen
      • Diagnose
      • Ask questions
      • Consult
      • Adapt
  • Basic Types of Whiteboards
    • “Qualification and discovery whiteboards”
      • Use first to asses lead, define prospect needs, and confirm your offering is a good fit.
    • Why change, Why now, Why us whiteboards
      • Prove to the prospect the negative side of not buying
      • Demonstrate partnership with writing the prospect name next to your Company name.
      • Top third of the board, why change pitch, exemplify with details about the marketplace.
      • Second third of the board, why now pitch, connect prospects current circumstances to their goals.
      • Final third of the board, why us pitch, emphasize your successful history with metric to prove it.
    • “Competitive” whiteboards
      • Demonstrate the advantages of your product compared to others like it
    • “Business-case whiteboards”
      • Illustrate payment options and the benefits in terms of ROI.
      • Used if unable to close after your competitive whiteboard
    • “Closing whiteboards”
      • Conclusion board used when another approval is necessary after it’s evident you are the best option.
  • Other Types of Whiteboards
    • “Level Set Wheel”
      • Present circumstances, opportunities, challenges, and product/service solution to challenges
    • “Day-in-the-Life”
      • Illustrates a first person perspective of the company’s struggles.
  • Making Whiteboards Work for You
    • Use the whiteboard to tell a story using words and visuals.
    • Use “grabbers”
    • Numbers that increase in value as the narrative develops.
    • Draw a “wall of challenges”
    • Present solutions to obstacles.
    • Must have “break points”
      • “Interaction points”
      • “Confirmations”
      • Ask open-ended questions
      • “Objection reframes”
    • Use “Competitive Retrofit” approach
      • Respond to prospect inquiries with “competitive differentiators”
    • ALWAYS have evidence to support your “value delivered” statements.
  • Closing the Sale – Techniques
    • “Assumptive close”
      • Incorporate statements that imply you already have the sale.
        • Ex: Would you like us to create the mobile app as well?
    • “Alternative close”
      • Offer choices that presume a close
        • Ex: Would you like that in blue or red?
    • “Trial close”
      • Coax the prospect to concur the product/service is the best option with a question
        • Ex: This is a compelling resolution, don’t you agree?
  • Prepare Your Team and Design Your Whiteboards
    • One story per whiteboard
    • Use different colors
    • Do not erase whiteboard until the story is complete
    • Each whiteboard should consist of 6-12 steps
    • No more than 90 seconds to explain each step
    • Limit yourself to 75 words and 10-12 visuals
    • Keep the presentation interactive!

How are you using what you learned?

I am using what I learned to create ideas for using whiteboards to see our products and services.

Key Changes / Key Actions

  • Create a whiteboard presentation.
  • Present to team members and receive feedback.

Source

  • Name : Whiteboard Selling
  • Author : Corey Sommers and David Jenkins
  • getAbstract.com: Link to Book

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