Whiteboard Selling by Corey Sommers & David Jenkins

Author:Corey Sommers & David Jenkins [Sommers, Corey]
Language: eng
Format: azw3, epub
Publisher: Wiley
Published: 2013-03-19T16:00:00+00:00

ACTIVITY

Using the same account you used for the previous whiteboard activities, complete the Day-in-the-Life Whiteboard structure using the blank template opposite Figure 13.4. Here again, observe how some Solution Whiteboard elements are present while others are not, and how their order is changed.

Chapter 14

Competitive Whiteboards

I hope [biggest competitor] does not find out about this until I sell our solutions to all of Texas. What a great secret weapon we have stumbled upon.

—New Hire Sales Rep, South Florida

There are two ways that whiteboarding is the competitive weapon: (1) The very fact that you are using a whiteboard, and not PowerPoint, will set you apart from your slide jockey competitors. But more importantly, (2) when you are whiteboarding your solution in front of your prospect, you can visually show the unique advantage your solution delivers compared to your competitors'. You can plant land mines or use silver bullets to de-fang your competition.

In this chapter we will explore several examples of whiteboard structures that deliver that knockout blow by making your unique differentiators crystal clear in a head-to-head comparison.

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