Whiteboard Selling: Empowering Sales Through Visuals, 1st Edition

  • Published By:
  • ISBN-10: 1118461576
  • ISBN-13: 9781118461570
  • DDC: 658.85028
  • Grade Level Range: 12th Grade +
  • 26 Pages | eBook
  • Original Copyright 2013 | Published/Released June 2014
  • This publication's content originally published in print form: 2013

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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.  The book lays the foundation to freeing a sales force from relying on slides and other static sales tools during the sales process.  It offers practical guidance and skills to enable marketing and sales teams to quickly apply visual story telling practices that apply to todays fast moving, competitive selling environment.

Table of Contents

Front Cover.
Half Title Page.
Title Page.
Copyright Page.
1: The End of the Age of Slides.
2: The Role of Presentation Slides in Today's Sales Culture.
3: The Role of Slides in Today's Sales Training.
4: Self-Assessment.
5: The Visual Selling Opportunity.
6: The Power of the Pen.
7: The Science Behind Whiteboard Selling.
8: Old Disciplines, New Behaviors.
9: What Exactly Is a Whiteboard for Sales?.
10: When to Use Whiteboards in the Sales Process.
11: The Major Whiteboard Types.
12: Whiteboard Case Study.
13: Whiteboard Structure, Flow, Content, and Interaction Points.
14: Qualification and Discovery Whiteboards.
15: Why Change Whiteboards.
16: Solution Whiteboards.
17: Competitive Whiteboards.
18: Business Case Whiteboards.
19: Closing Whiteboards.
20: Building a Whiteboard for Sales.
21: Are You Ready to Whiteboard? Not So Fast!.
22: Choosing the Right Topic for Your Whiteboard.
23: Forming a Working Team.
24: Taking a Message Inventory.
25: The Working Team Template.
26: Formalizing Your Whiteboard Design.
27: Packaging Your Whiteboard.
28: Enabling the Field.
29: Whiteboard Test Drive.
30: Field Enablement Options.
31: Measuring Success.
32: You Have a Whiteboard, so How Do You Present It and What Do You Leave Behind?.
33: Whiteboard Presentation Best Practices.
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