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Why You Should Ignore That Whiteboard

Guest post by: Milly Sonneman

Article Overview: When you’re giving sales presentations and training your salespeople to win at the game of selling, it pays to use the whiteboard. Discover 7 reasons to ignore whiteboard presenting…that could be holding you back.

Why You Should Ignore That Whiteboard

When you’re giving sales presentations and training your salespeople to win at the game of selling, it pays to use the whiteboard. Discover 7 reasons to ignore whiteboard presenting…that could be holding you back.

Let’s explore why you should ignore that glossy board hanging on the wall.

Reason 1. “I’ll Stick With That!”

Strange but true. One of the biggest reasons to ignore the whiteboard is because professionals are used to presenting with PowerPoint.

It has often been said that presentations are the key link to connecting customer’s needs with a company’s solutions. If presenters rely on outdated presentation media, they risk losing customers.

Reason 2. “I’ll Stay In Charge”

Selling interactively requires a measure of guidance, control and release of control. A big differentiator between average and top sales professionals is a willingness and desire to expand the conversation.

Conversations are two directional. No doubt, top professionals are in charge of the outcome. But they are also capable of guiding interactive discussion to arrive at the desired goal.

Reason 3. “I’ll Lose Control”

Any new skill must be reinforced several times before it can be mastered. Interacting with a live audience requires on-the-spot decision-making and responsiveness.

As whiteboard skill grows stronger, this concern about loss of control evaporates.

Reason 4. “I’ll Get Dirty”

Who doesn’t want to look great and feel great in front of a client? Naturally, it’s important to impress clients with professionalism and poise.

By using specific tips and techniques, it is entirely possible to sketch solutions at a whiteboard—without getting marker all over your suit, hands and face. Quick tip: keep the tops of markers off. The detailed activity of putting the marker tops on and off is where the most ink tends to get on clothes and hands.

Reason 5. “I’ll Look Bad’

Building strong skills in whiteboard interaction is a key element of success. It requires step-by-step instruction, rehearsal and coaching. While many professionals worry about ‘looking bad’ the truth is, people are impressed when you solve problems and present ideas at the whiteboard.

It shows a rare blend of positive characteristics: listening, interaction, and authentic communication. Instead of coming out with the short end of the stick, you come out ahead.

Reason 6. “I’ll Show What I Don’t Know”

There is little else that exposes ‘topic expertise’ as sketching at the whiteboard. As it turns out, it is a greater challenge to simplify complex ideas with a simple sketch.

The secret here: practice ‘spontaneous’ whiteboard presentations. Rehearse the timing and sequence for each part, down to details of drawings and words. Plan this with precise detail, just as you plan the words and images in a PowerPoint presentation.

Reason 7. “I’ll Come Out Worse’

What’s the competition doing? How can representatives and teams better understand where they stand compared to the competition?

If your closest competitor is busy impressing clients with whiteboard pitches, it’s time to up your game. If they are asleep at the wheel, jump in and take the lead. Either way, you won’t come out worse, you’ll come out with a leading edge.

It’s impossible to know all the reasons why you should ignore the whiteboard. Interested in building your whiteboard sales skills? Interactive skills are more important today than ever before. Whether you are ignoring this due to attitude, norms, image, product knowledge, competition, or some other reason, now is the time to update skills and get ahead.

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  7 Keys To Boost Sales With Your Whiteboard Presentation Skills
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  Sales Presenting - Whiteboards Are Not Just For UPS Anymore
  Present Your Way To The Top: Selling At The Whiteboard
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  Stand Out In Any Crowd With World-Class Whiteboard Skills

Article Tags: business presentation skills, online presentation skills training, online presentation training, presentation skills, presentation skills online, presentation skills training, total presentation skills training, total training, whiteboard presentation skills online, whiteboard selling, whiteboard selling online



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Re: Spellcheck? - [quote="TheAnonymousMan":2f894q6j]When discussing the majority of people I would definitely say that most people hit the "Change" or "Ignore" button without thinking too much about the correct spelling of a word. All bosses are concerned about is getting the report to the Directors meeting on time.[/quote:2f894q6j] That probably depends on what the "majority" are trying to accomplish. I have word set to alert me about misspellings and grammatical problems, so I fix most as I go. But I also add names etc to the dictionary because I get tired of seeing the red and green squiggles when I know the info is right. If you're only going to click "Change" or "Ignore" then why bother to take the time to use spell check????? Business people that I work for want the info compiled in a timely manner and they want it right - which is fine because that's the way I strive to do any project. Sending out a memo, letter, report etc with obvious spelling and grammatical mistakes makes the person and the company look bad as far as I'm concerned. Shri
Re: Spellcheck? - [quote="Nana":1fo9wjn7]I like spell check because sometimes I don't realize I am spelling a word wrong, so rather then continuously spelling that word wrong I'd like to know the correct spelling. Also, if I know that I can't spell a word I'll use spell check as a means to learn the correct spelling. One can improve their English using a spell check if they actually take the time to note the correct spelling of the word.[/quote:1fo9wjn7] When discussing the majority of people I would definitely say that most people hit the "Change" or "Ignore" button without thinking too much about the correct spelling of a word. All bosses are concerned about is getting the report to the Directors meeting on time.
Avoid Franchise Mistakes - I Came across these 7 tips for helping you avoid costly mistakes when buying a franchise & thought they would be helpful... It takes a lot of money to build a business, and you certainly don't want to waste any. Check this list of 7 costly mistakes to avoid. 1. Letting emotions rule. Falling in love with a franchise concept is a common mistake. Don't let your emotions guide your decisions. Use your head, do your due diligence and take the time to thoroughly investigate the franchisor's offering. 2. No professional team. Don't try to do your own financials, contract reviews, or negotiating. The cost of professional franchise attorneys, accountants, and advisors is money well spent. 3. Too little cash. Lack of capital is the number one reason franchisees fail. Item 7 in the UFOC will tell you how much money you'll need with a low and high range. Be smart-go with the high range. Then ask current franchisees if the numbers are high enough. 4. Penny wise and pound foolish. Choosing one franchise over another because the initial franchisee fees are lower is shortsighted. It assumes that all franchises are alike and nothing could be further from the truth. Choose the franchise with the proven concept and strongest track record. 5. Too much help. Payroll is the biggest part of overhead for most franchise businesses. New franchisees often hire too many people or pay too much in wages. A good franchisor will provide a good staffing plan. Stick to the plan. 6. No comparison. Never buy expensive equipment, supplies or inventory without shopping around first. Even if your franchisor offers group purchasing, do your own research, shop as many vendors as you can, consider aftermarket suppliers, and weigh different financing options (loans or leases). 7. Marketing blunders. As a new business owner, you're going to be targeted by every ad salesperson around. Ignore them. Follow your franchisor's marketing plan to the letter to avoid wasting thousands.
Re: Avoid Franchise Mistakes - [quote="BizLoanz4u":311o7qo8]I Came across these 7 tips for helping you avoid costly mistakes when buying a franchise & thought they would be helpful... It takes a lot of money to build a business, and you certainly don't want to waste any. Check this list of 7 costly mistakes to avoid. 1. Letting emotions rule. Falling in love with a franchise concept is a common mistake. Don't let your emotions guide your decisions. Use your head, do your due diligence and take the time to thoroughly investigate the franchisor's offering. 2. No professional team. Don't try to do your own financials, contract reviews, or negotiating. The cost of professional franchise attorneys, accountants, and advisors is money well spent. 3. Too little cash. Lack of capital is the number one reason franchisees fail. Item 7 in the UFOC will tell you how much money you'll need with a low and high range. Be smart-go with the high range. Then ask current franchisees if the numbers are high enough. 4. Penny wise and pound foolish. Choosing one franchise over another because the initial franchisee fees are lower is shortsighted. It assumes that all franchises are alike and nothing could be further from the truth. Choose the franchise with the proven concept and strongest track record. 5. Too much help. Payroll is the biggest part of overhead for most franchise businesses. New franchisees often hire too many people or pay too much in wages. A good franchisor will provide a good staffing plan. Stick to the plan. 6. No comparison. Never buy expensive equipment, supplies or inventory without shopping around first. Even if your franchisor offers group purchasing, do your own research, shop as many vendors as you can, consider aftermarket suppliers, and weigh different financing options (loans or leases). 7. Marketing blunders. As a new business owner, you're going to be targeted by every ad salesperson around. Ignore them. Follow your franchisor's marketing plan to the letter to avoid wasting thousands.[/quote:311o7qo8] Sometimes, or most often financial stability is the most core problem. That's why, in business capital, investments is truly important to save to in every risk that can be possibly avoided.


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