Why You Should Sketch Every Time

Because sketching is part of the Discovery process, each blog answers one common open-ended question. And as always, I’m including actions for both salespeople and sales managers so you can integrate sketching — and support sketching — into your daily activity.

Today we’re focusing on two practical questions:

How Does Sketching Happen?

Sketching happens most effectively when it’s an initiating action by the salesperson.

When you ask, “What can you tell me about the room as it is now?” you open the conversation to discuss what’s working — and what’s not working — in the space currently. Often, sketching happens reactively. A client expresses a question or concern about fit or placement, and the salesperson responds with, “Let’s sketch it out and see if it works.”

That’s a good reaction. It prompts action and provides clarity. But if we only sketch when cued by the client, we limit the power of the tool. The opportunity is to initiate the sketch — not wait for permission.

How Often Should We Be Sketching?

I suggest making sketching an active part of every Discovery conversation. Rather than look for reasons not to sketch… find reasons to sketch.

As a salesperson, pay attention to your internal reactions:

• “I don’t need to sketch because…”
• They only want one item.
• They already know their measurements.
• They’re replacing with something similar.
• There’s no reason to sketch a bedroom or dining room.

When you hear yourself say these things, pause. Instead of looking for justification to skip it, look for the benefit of sketching with this client. What might you learn about them? About the room? About how they live in the space? There is almost always more to uncover.

Salesperson Action

Practice initiating the sketch.

Don’t wait for the cue.
Don’t look for the exception.

Use sketching in a variety of situations so it becomes natural — and valuable.

The more you practice, the more likely it becomes a lucrative habit.

Sales Manager Action

Listen carefully to the objections and reasons your team gives to avoid sketching.

They will sound legitimate. You may even agree with them. But most objections are really resistance to building a new habit and accepting new accountability. If salespeople don’t see the value — or feel uncomfortable — they will push back.

Train on it. Role-play it. Review sketches in coaching sessions. Support progress.

Tools don’t create results. Habits do. The more consistently sketching shows up in Discovery conversations, the more it supports better decisions — and stronger revenue.

Now, go practice.