In Presentation, Sales Training

The Sales Evangelist, Donald Kelly, TSE Hustler's League, WhiteboardingToday, I’m going to share with you a concept named Whiteboard Conversations. I got it from an amazing book called The Three Value Conversations. But first, picture this out:

You go to a prospect, work your thing, do your presentation, get finish and leave. Follow up with the prospect in a couple of days. You remind them about it. They remember you. But they don’t fully remember the full context of your presentation.

They don’t want to be embarrassed so they’ll tell you they do remember it but I doubt they actually remember the true essence of your presentation. Then they tell you they’d think it over and ask you to send a recording of it so they can review it for which the likelihood of them reviewing it is, well, zero.

So then what do you do?

There needs to have a conversation between you and your prospect in a way that engages them. A conversation consists of two people talking, sharing thoughts and ideas. You come to your prospect. You try to establish that “unconsidered need” and share with them your solution but you have to break this down to them the simplest way possible.

Understanding the old or the reptilian brain versus the new brain:

The Old Brain: The decision to change takes place in the emotional or the intuitive part of the brain. It’s a simple “machine” that makes fast decisions, creating contrasts to simplify the process

The New Brain: Justification and validation of the decision takes place in the logical part of the brain called the neocortex or the new brain.

Your job:

  • Simplify the process to your prospects.
  • Make sure you give them a visual stimulation that is going to make it simple for them and easy for them to understand.
  • Make it as simple as possible for your prospects to understand with simple logic and simple pictures and visualizations such as white boarding.

Why Whiteboarding?

  • It’s simple and easy for your prospects to grasp and understand.
  • People remember only 10% of what you say within two days of meeting with you. But when you’re able to implement a concrete visual, 65% of what you shared will be remembered.

How Whiteboarding Works:

  1. Write the problem on a white board or an easel pad (instead of putting it on your slide presentation)

Do not just put up a slide with a problem on it. Instead, write it out on a white board or an easel pad. This leaves a mystery in your mind that allows your brain to process, think, and engage in the presentation.

  1. Tell an engaging story.

Being able to tell an engaging story to your prospect increases the likelihood of them thinking of you over your competitors.

Episode Resources:

The Three Value Conversations by Erik Peterson, Tim Riesterer, Conrad Smith and Cheryl Geoffrion

Pitch Anything by Oren Klaff

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