In Sales Training

Donald Kelly, The Sales Evangelist, Whiteboarding, Best Sales Podcast Last week, I introduced to you the concept of whiteboarding and this is part 2 of this week’s snippet pulled out from one of our training sessions over at the TSE Hustler’s League.

As what I’ve shared with you last week, people remember only 10% of what you say within two days of meeting with you. Now compare this with the 65% memory retention that happens when you’re able to implement a concrete visual or story to converse with your prospects throughout your presentation.

The Benefits of Whiteboarding:

  1. Engagement

Writing out ideas on a white board actually enables your prospect to engage with you because this causes their brain to begin to process and think about the words or visuals you’ve written on the board. So they are more likely to remember you over your competitors.

  1. Credibility

They perceive that you know a bit more. Showing them you’re able to write these ideas out, makes them think you’re more credible because you know what you’re talking about.

  1. Presentation Quality

The quality of your presentation becomes more powerful when you’re able to use a whiteboard because people get more engaged. They’re more into it. They’re paying attention to you and what you’re trying to explain. Traditional slide presentations can be distracting sometimes.

  1. Total recall

The chances of your prospect being able to relate the information back to you increases significantly.

  1. Entertainment

People want to be entertained than they want to be educated. Using a whiteboard is one of the best ways to entertain them because it feels more live so it more engaging.

How you can make a powerful whiteboard presentation:

  1. Use stick figures.

You don’t have to be a great artist. Remember that you have to keep it very, very simple, right?

  1. Use the handwritten fonts to breakdown the concepts.

This is applicable when you can’t be there in person so you would have to send them a presentation.

Your next steps:

  1. Look at the way you’re creating value.

Look at your sales presentations and look at what you have to offer to your prospects both the known and the unknown factors. Think about the stories you have. How can you visually explain those stories using the whiteboard concept whether you’re writing it out or just using the fonts (when you’re conversing via the web).

  1. Find other ways to write your visuals on.

You don’t necessarily have to use a whiteboard. Other tools that you can write your stories on include:

  • Use of handwritten fonts (when you’re having conversations via the web)
  • Easel boards
  • Post-it boards
  • Flip boards

What’s important is you’re able to tell stories in conversations the simplest way possible. People seeing handwritten stuff makes it more real.

Episode Resources:

The Three Value Conversations by Erik Peterson, et al.

Pitch Anything by Oren Klaff

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Do BIG THINGS, West Palm Beach, Florida, EMKO, Donald Kelly, Travis Thomas, The Sales Evangelist, LIVE YES AND

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