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Guest post by: Milly Sonneman Become an Author

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“All those slides, apps and tech solutions aren’t right for our audience. We need to show-and-tell at the whiteboard.” Get a 6-point selling success cheat sheet to guarantee you are ready for winning at the whiteboard.

More and more sales professionals, consultants and pre-sales consultants are finding whiteboard selling conversations speed decisions. Sketching in real time is a fast way to simplify complex ideas.

If you’ve been watching this trend but shying away because you don’t feel confident with a marker, now is the time to take a step forward.

When you step up to the whiteboard to map out ideas, a whole new world opens up. You are no longer ‘talking at’ your audience. You are no longer hinged at the hip to your clicker, fast-forwarding through volumes of slides.

Instead you are showing an open attitude. You are happily rolling up your sleeves to ask questions, listen to answers, and provide guidance through complex projects. When you walk to the whiteboard, everyone is reading your moves. They see whether you are timid, shy or reserved. They instantly recognize when you are confident, open minded and ready for creative collaboration.

In whiteboard discussions, your body language sets the tone. Use this quick and easy checklist to prepare for maximum success in interacting for real, vital conversations with your clients and prospects.

● Are you comfortable, rested and hydrated?

● Are you standing straight with centered posture?

● Have you stretched and released any tension from neck and shoulders?

● Have you faced the audience, made eye contact and smiled?

● Have you introduced yourself and calmly described your role?

● Have you organized all tools, markers, handouts and notes for easy reach?

As you can see, the way you move, speak and organize your environment sets the stage for ultimate success with your clients.

Unlike a slide-based presentation, when you’re at the whiteboard, you show up even more. Your movements, ease and confidence are evident before you ever put marker to the board. Of course, as you continue to discuss and interact with participants, your movement continues to shape the quality of discussion.

Naturally it is challenging to assess your own body language while presenting at a whiteboard. That’s why most professionals prefer to work one-on-one with a presentation coach for personal feedback and suggestions.

Rather than relying on a one-size-fits-all approach to training, personal coaching addresses your unique strengths. For some professionals, this includes subtle changes to the environment. For instance, if you are very tall, you may need to adjust the height of the whiteboard so it matches your straight posture. Alternatively, if you are very short, you may need to work at a lower level so you can stay centered, relaxed and comfortable.

Whether selling at the whiteboard is new to you, or something you’ve used for years, there is always more to learn. Up your game and challenge yourself to keep growing your whiteboard selling skills. When you feel the rush of ‘yes’ and see how fast decisions are made, you’ll know this was time well spent.

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