Whiteboarding your sales presentations is a great alternative to PowerPoint—and research suggests it can improve the effectiveness of your presentation as well.
“Death by PowerPoint” is a term you’ve probably heard before. The mind-numbing ordeal of sitting through a feature-length PowerPoint presentation replete with bullet points and clip art has become a widespread term.
It’s a touch bleak, but the idea is clear: if you want to engage your audience while also standing out from the crowd, static slides aren’t going to cut it.
There is, thankfully, another method to develop and deliver sales presentations that will not send your audience to sleep: whiteboards
Whiteboard sales presentations are about a lot more than simply scribbling on a board at the front of a room, they are a science (and even a bit of an art) The good news is that it is an art that can be taught – and learned – and that is exactly what whiteboard sales training from Pearl Lemon Sales does.
Whiteboarding is a sophisticated selling technique that uses visual narrative components to keep the audience engaged during a sales presentation.
Whiteboarding communicates a more memorable sales message than most slide presentations, according to research.
How can your sales team stand out if most sales reps utilize slides for their presentations? Consider having them whiteboard their sales story with a marker.
Whiteboard sales training from the sales training experts at Pearl Lemon Sales is an excellent way to have your sales team learn to utilize this powerful modern sales tool, but why should your business invest the time and money in having them do so?
Telling a captivating visual tale, whether on a whiteboard, a flip chart, or the back of a napkin, can be a strong differentiator in competitive and complex selling situations.
Whiteboarding has the potential to shorten sales cycles and increase buyer confidence if done correctly.
In reality, research suggests that using simple, concrete, hand-drawn pictures on a whiteboard can improve the quality, credibility, and persuasive impact of your sales presentation.
These advantages apply to distant selling situations as well. According to a different study, employing interactive visual tales for virtual sales conversations increases engagement, raises positive attitudes toward your story, improves recall, and increases the likelihood of prospects meeting with you.
These results back up what decision scientists call The Picture Superiority Effect, a scientifically validated belief that visuals are considerably better than words at encouraging people to remember what you’re saying. And, given that memory is the driver for decision-making, making your message more memorable is crucial.
However, remember that successful whiteboarding needs more than merely drawing drawings or jotting down text. Using a pen instead of a clicker as your primary sales tool necessitates a methodical, consistent, and organized strategy.
As is the case for all the sales training programs we offer, each client is offered their own bespoke whiteboard sales training program based on their unique sales needs and pain points. However, there are some basics that are generally taught throughout them all, including all the following:
Great whiteboards appear to be spontaneous, with simple visuals, but they’re actually the result of a well-facilitated content development process. They stick to a tried-and-true formula for creating, telling, and visualizing a great tale.
Brain science should be incorporated into the whiteboarding process. This includes learning how to use captivating visual tactics and storytelling models to capture and spike attention, as well as how to use visual contrast to elicit a reaction to your image. It’s not just a matter of scribbling some words, arrows, and stick figures on a scrap of card.
You’re just guessing and hoping that your whiteboards are beneficial if you can’t explain or justify why you draw them the way you do. Instead of guessing, we train salespeople how to create whiteboards based on science-backed, tried-and-true methods. This process also ensures that their messaging is tailored to the exact decision they’re aiming to influence at each stage of the consumer journey.
Great visual storytelling doesn’t just appear out of nowhere. Salespeople must design and construct them depending on the various buying moments in the Customer Decision Journey.
In the beginning, salespeople must answer the prospect’s question: “Why should I change?” A great salesperson requires a whiteboard to help them recognize why their current situation is risky. It should also explain why they should think about trying something new.
The follow up question is, “Why you?” Sales reps will require a visual narrative that clearly depicts their distinctions and strengths in comparison to the status quo and competing options.
Finally, they must respond to the following question: Why now? This necessitates a visual tale that includes the business case as well as a relevant example of someone achieving their targeted outcomes and realizing the predicted value proposition.
Each one necessitates a distinct, complementary whiteboarding technique that builds on the one before it. Along the way to the decision-making solution, they create a storyline that leads to a sale. It really is a combination of sales art and sales science, and we’ll show your salespeople how to master both.
Whiteboarding is both an art and a science, and your sales reps need to know both.
Your salespeople will need to learn how to utilize a pen and a writing surface, as well as how to present on a whiteboard. They must comprehend the why behind the story—why the story must be told in the manner in which it has been constructed. Share the content’s supporting psychology and narrative frameworks, as well as the overall goal for each whiteboard.
It’s all about practice, practice, practice. Not to be clichéd, but because this is the point at which many whiteboards start to fall apart.
Your salespeople should rehearse delivering the presentation until they are able to do so naturally and with great command of the material. It’s not only about avoiding mistakes. Ongoing training, practice, and coaching instills confidence and gives the tale a sense of ownership.
Sales coaches that are capable of providing relevant feedback and certifying client-facing personnel on their delivery are ideal, and that is exactly who we provide to deliver whiteboard sales training from Pearl Lemon Sales.
Contact us today and let’s get that conversation started.