Description
Book SynopsisCreate compelling whiteboard presentations to engage your customers and win their business Whiteboard Selling offers a step-by-step approach to transforming your message and selling style by using powerful visual stories that inspire and engage customers and prospects.
Table of ContentsForeword Scott Santucci ix
Introduction 1
Part 1 The End of the Age of Slides 7
Chapter 1 The Role of Presentation Slides in Today’s Sales Culture 9
Chapter 2 The Role of Slides in Today’s Sales Training 21
Chapter 3 Self-Assessment 29
Part 2 The Visual Selling Opportunity 35
Chapter 4 The Power of the Pen 37
Chapter 5 The Science Behind Whiteboard Selling 43
Chapter 6 Old Disciplines, New Behaviors 47
Part 3 What Exactly Is a Whiteboard for Sales? 57
Chapter 7 When to Use Whiteboards in the Sales Process 59
Chapter 8 The Major Whiteboard Types 65
Chapter 9 Whiteboard Case Study 73
Chapter 10 Whiteboard Structure, Flow, Content, and Interaction Points 79
Chapter 11 Qualification and Discovery Whiteboards 85
Chapter 12 Why Change Whiteboards 97
Chapter 13 Solution Whiteboards 107
Chapter 14 Competitive Whiteboards 127
Chapter 15 Business Case Whiteboards 143
Chapter 16 Closing Whiteboards 151
Part 4 Building a Whiteboard for Sales 159
Chapter 17 Are You Ready to Whiteboard? Not So Fast! 161
Chapter 18 Choosing the Right Topic for Your Whiteboard 167
Chapter 19 Forming a Working Team 171
Chapter 20 Taking a Message Inventory 177
Chapter 21 The Working Team Template 181
Chapter 22 Formalizing Your Whiteboard Design 191
Chapter 23 Packaging Your Whiteboard 195
Part 5 Enabling the Field 203
Chapter 24 Whiteboard Test Drive 205
Chapter 25 Field Enablement Options 209
Chapter 26 Measuring Success 217
Part 6 You Have a Whiteboard, So How Do You Present It and What Do You Leave Behind? 223
Chapter 27 Whiteboard Presentation Best Practices 225
Conclusion 235
About Corporate Visions, Inc. 237
Index 239
