The Final Step in Mastering Sketching

This is the final conversation in our four-part series on Sketching.

As part of asking strong Discovery Questions, each blog has answered one of the common open-ended questions. And in each one, I’ve included actions for both salespeople and sales managers so you can integrate sketching — and support sketching — in your daily activity.

Today we’re focusing on the practical side:

When Is the Best Time to Sketch?

The best time to begin sketching is when you start getting responses that require you to take notes.

For example, when you ask the Bridge Question:
“What are the most important elements of this room or this product to you?”

That’s a natural place to begin writing things down.

When you ask:
“What can you tell me about the room as it is now?”

That’s your cue to begin putting “boxes on boxes” on graph paper — mapping how the room is currently arranged and where everything is located.

When you carry graph paper with you — intending to sketch because of the information you will gather and the confidence you will gain — the moment to begin becomes obvious.

You’ll see the opening because you’re looking for it.

Where Do I Begin?

Begin early in the interaction — once you believe the customer is comfortable enough with you to start asking questions.

Then start putting their responses on paper.

You may need to sketch while walking and talking instead of sitting down. Learn how to do that.

You might discover that paper works better than sketching on an iPad because it creates more engagement with the customer. If that’s true for you — do that.

As soon as the customer begins telling you about their room, that’s your opening to say:

“Show me…”

And hand them the pencil.

That moment changes the dynamic. Now you’re collaborating.

Salesperson Action

Be prepared to sketch at every opportunity.

Carry the graph paper.
Expect to use it.
Look for the opening.

When you treat sketching as inevitable — it becomes natural.

Sales Manager Action

Support sketching actively.

Keep graph paper with you and hand it to any salesperson working with a customer who is not sketching.

Bring up success stories in the daily huddle.
Celebrate them.
Reinforce the habit.

You have so much to work with here.

Now, get started.
oxo
Jody