Whiteboard Selling: Empowering Sales Through Visuals

Chapter 27

Whiteboard Presentation Best Practices

Regardless of whether you are an individual seller, a trainer, a marketer, or a sales executive, if you've made the investment to design and/or learn whiteboards for selling, a time will soon come when you will need to present it in a professional and competent fashion in a “live-fire” situation.

Rinse and Repeat

Even if you've been through a whiteboard symposium with the ability to present a whiteboard (or parts of it) to a customer or prospect the next day, you will still need ongoing practice to master all of the salient points and ensure you are 100 percent comfortable with the content and flow of the story. Here are seven steps that will enable you to master the visual content and story flow of any whiteboard in this book in two hours or less.

1. Grab a stack of plain white copy paper and a mechanical pencil.

2. For starters, just read through your whiteboard sales tool or other printout several times.

3. Now, put your sales tool aside, and following the whiteboard's step order, draw out as much of it as you can, beginning to end. Do not look at your whiteboard guide! You will miss stuff, but don't let that stop you—just keep going.

4. Review your whiteboard material and see what you missed.

5. Repeat steps 3 and 4 several times and you will have mastered the whiteboard visuals (the hard part).

6. Optional: Get yourself one of those four-color (red-green-black-blue) Bic ballpoint pens. Those just so happen to be the colors ...