Field Scripts For Powerful Whiteboard Story Selling
How can you look like a pro selling with stories at the whiteboard
? To achieve results, youll want to use whiteboards to increase interaction and get people talking. Learn the top 3 secrets to gain a competitive edge.
Top sales performers are selling more using whiteboard presentations. Are you ready to gain this skill and gain an almost unfair advantage?
Caution: this skill is not for the faint at heart. If youd rather keep doing the same thing you did last quarter or last year, go ahead. But dont come crying when your numbers plummetand your teammates fly past you.
Seriously, I understand. Its tough to revamp your script into a whiteboard sales story. Especially if your boss is breathing down your neck. And your sales director is demanding better numbers in this quarter.
But put all those external pressures aside for one minute. I want to share with you the top 3 secrets that will give you a terrific lead over your competitionboth on your sales team and against other companies.
Whiteboard selling is built on set of principles and rules. If you know the rules, you will get ahead. If you race past these principles and try to wing it on your own, you wont get too far. Its your choice.
Here are the top secrets that professional sales presenters constantly rely on.
Write Like You Talk
The best script for selling in the field is one that sounds like you talk.
This doesnt seem so hard, right. Wrong.
When you write out your script, theres a natural tendency to get formal. You use big words. You write long sentences. We all do it. In fact, its tough to force yourself to write like you talk.
Heres a tip my clients love: tape yourself. Talk with a colleague. Give your presentation. Tape yourself. Then, transcribe the tape. Youll have your actual words, sentence structure and style.
When you do this, youll be shocked. You dont talk the way you write. This is why its much easier to start with talkingand then build the field script based in your authentic style of speaking.
Show and Tell
Visual storytelling is a blend of showing and telling. Theres a specific tension between the two. Too much telling and youll bore your audience to tears. Too much showingand youll lose them with examples, graphic clutter and information overwhelm.
Whats the right balance for your field script? Test it out. If you and I were sitting side-by-side, heres what wed do.
Wed do a series of whiteboard story telling sessions. Back to back. Youd show and tell one way. Then another way. Id give you may candid, honest feedback.
And yes, youd get mad. Youd fight against some of the things I say. No one loves hearing that his or her favorite example is long-winded. No one is too thrilled to find out that they are ramblingespecially when they believe theyre being brief and concise.
But one thing is sure. Once wed finished, youd have a solid formula for showing and telling. And youd be absolutely confident that this formula works. As the workout experts tell us: no pain, no gain.
Get Conversational
What do you do when in an intense conversation with a friend? You get emotional. You use your hands. You express feelings with your face and body language.
In short, you are yourself. Youre natural and animated. Nowcontrast this with a formal, business presentation. Even at the whiteboard, many professionals aim for being overly formal.
But now you know the secret. Be more conversational. Weave your facts and data into your field script, like adding spices into a meal. Organize your message around stories. Use your conversational style to deepen the connection with clients and prospects.
By using these 3 secrets in your
whiteboard selling stories, youll stand out in any crowd. How will you know? Your clients will pay attention. Theyll stay with you from beginning to end. And theyll ask the all-important question, What is our next step together?
by: Milly Sonneman
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