The Tool That Deepens Trust Fast

There’s a difference between talking about a space… and truly understanding it.

This month, we’re focusing on Sketching to Support the Sale. This is the first in a series of four conversations about sketching. Because sketching lives inside the Discovery process, I’m going to answer these through common open-ended questions — and I’ll include actions for both salespeople and sales managers so you can integrate this tool into your daily activity.

Today, we begin with two simple questions:

What is Sketching?

Sketching is “thinking with a pencil.”

It’s putting ideas on paper. It’s representing a physical space in a two-dimensional way. I recommend using graph paper so the sketch is accurate. When you sketch boxes on graph paper boxes, you can be confident the dimensions are correct.

Sketching is not opening a room planning tool and snapping the room to a grid. It’s a freehand rendering of the floor plan of the room and whatever sits on the floor.

The sketch becomes both a literal and figurative way of “getting on the same page.” It encourages questions. It invites discussion.

It’s not about drawing pretty pictures.

It’s about representing the space as it actually is — and being able to talk about that space objectively.

Why Do We Sketch?

We sketch to open the conversation.

Sketching gives us the opportunity to discuss the elements of the room, the vision for the space, and the challenges within it — challenges that are often difficult to fully explore through conversation alone.

The primary function of sketching is communication.

It allows the salesperson to gather information that would otherwise remain unavailable. And when communication improves, connection deepens. When connection deepens, trust increases. And when trust increases, clients are more willing to share what truly matters.

Sketching naturally encourages discussion around design and function. Since furniture comes in standard sizes, sketching helps the salesperson understand what’s in the room now — placement, flow, obstacles, purpose — in a way that clients can easily explain.

And perhaps most importantly…

Sketching is physical evidence of your interest in helping the client make a good decision.

It demonstrates commitment.

It shows you care enough to slow down and understand.

Salesperson Action

Start considering the benefits of sketching for you.

• What information would you gain?
• Where could this open better questions?
• What would you need to learn and practice to make this tool your own?

Don’t overthink it. Pick up the pencil. Make it imperfect. Practice.

Sales Manager Action

How will you spearhead the use of sketching to drive revenue with your team?

• Will you require sketches in certain appointments?
• Will you review them in coaching sessions?
• How will you measure and monitor progress?

Tools don’t change behavior. Habits do.

Let’s make this one a habit.

Now, go think with a pencil.
oxo
Jody