The Salespeople Who Close Faster Do This

As a Discovery activity, each conversation answers one of the common open-ended questions. And as always, I’m including both salesperson and sales manager actions so you can integrate sketching — and support sketching — in your daily activities.

Today, we’re focusing on:

Who Sketches?

The sales associate who sketches is intentional.

They are responsible, engaging, directing, creative, communicative, generous, efficient, and effective.

They care about the customer. They are willing to invest their time in a way that builds confidence — both for themselves and for their clients.

They go beyond what is easy for them to what requires more skill and effort… because they understand the payoff is much higher.

They understand the value of the sketch and look for opportunities to use the tool with as many different clients as possible.

They intend to create a solution the client can say yes to — and they involve the client in the process to increase the likelihood of that outcome.

They expand the sale from a product request to a project by asking questions and providing suggestions that are welcome, understood, and acted upon.

And here’s what often surprises people…

They close the sale quicker.

Because of the complete work they do through sketching, they encounter fewer objections. Fewer surprises. Fewer hesitations.

Preparation accelerates confidence.

Who Benefits?

The customer who has questions or concerns about “doing the right thing” benefits from sketching.

The customer who values partnership and collaboration benefits.

The customer who struggles to communicate visually benefits.

The customer who has very specific outcomes in mind benefits.

The customer who wants to feel confident in their decisions appreciates sketching.

In truth, most customers benefit — whether they realize it or not.

Sketching is a high-value tool. The more you use it, the more valuable you will understand it to be.

Salesperson Action

What is your greatest challenge in closing the sale?

Is it hesitation?
Is it objections?
Is it stalled decisions?

Consider whether sketching may eliminate or reduce that challenge.

Sales Manager Action

What could sketching contribute to your coaching conversations?

How would reviewing sketches help your team:

• Close more sales?
• Increase average tickets?
• Expand projects?
• Reduce objections?

If you want better outcomes, support better process.

Now, go get sketching.