When a speaker sets up a PowerPoint presentation, often that’s the cue to take a quick nap, because slides are passive. Interactive selling with colorful markers and a whiteboard grabs attention. Consider your sales presentation audience: With so much product and sales data available on the Internet, salespeople are targeting higher-level executives in prospect organizations to offer them solutions to long-term problems. This requires a more sophisticated pitch and a dynamic, conversational style. Sales experts Corey Sommers and David Jenkins explain why whiteboard selling works so well in this setting. They offer useful illustrations and worksheets to clarify their message and to provide hands-on training. getAbstract recommends their colorful, well-designed workbook to sales professionals who want to grab their buyers’ attention and to managers who are ready to dump the projector, turn up the lights, and allow their salespeople to draw, interact with clients and think on their feet.
In this summary, you will learn
- What whiteboard selling entails,
- Why whiteboard talks are better than PowerPoint shows and
- How to integrate whiteboard selling into your sales and marketing strategy.
About the Authors
Corey Sommers is vice president of whiteboard strategy at Corporate Visions where David Jenkins is a consultant in sales best practices. In 2007, they co-founded WhiteboardSelling, which is now a division of Corporate Visions.
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Comment on this summary
4 years agoI confess to being a convert to Whiteboard selling. It does take practice and confidence but the power of creating a story with a customer should not be underestimated. This book is a great help when introducing the technique to the sales force and I would encourage every sale professional to have at least one whiteboard in their sales toolkit, it is such a great way to connect with your customer.