“What Can You Tell Me About the Room as it is Now?” Then, Sketch the Room

Sketching the room is one of the most valuable tools in a salesperson’s toolbox. Period.

And yet, many salespeople avoid it.

Sketching is not about being an artist. It is about communication.

It is thinking with a pencil. It is creating a shared conversation around the space so the customer and salesperson can get on the same page — literally and figuratively.

When salespeople sketch the room as it exists now, the conversation expands naturally.

Customers begin sharing:

concerns,
frustrations,
priorities,
future needs,
traffic flow issues,
and details that would likely never surface otherwise.

The sketch becomes a tool for discovery.

It also helps eliminate one of the biggest stalls in the process:
“I need to go home and measure.”

The salespeople who are most successful with sketching do not wait until there is a problem. They use sketching early as an initiating tool to deepen the conversation and better understand the project.

As salespeople, notice the reasons you avoid sketching:

“They only wanted one thing.”
“They already knew what they wanted.”
“I didn’t think I needed to.”

Be prepared anyway. Keep graph paper nearby. Sketch often. Practice until it becomes part of your process.

As sales managers, pay attention to who sketches consistently and who does not. Notice the relationship between sketching, close ratio, and average sale.

Many times, the strongest sales behaviors are hiding in plain sight.

IMPORTANT REMINDER — BOTH LIVE SESSIONS ARE TOMORROW

Tomorrow, June 17, we are spending the day focused on stronger conversations, stronger coaching, and stronger selling.

If you have been wanting to:

improve discovery conversations,
strengthen your team’s performance,
coach more intentionally,
uncover objections earlier,
or create better customer outcomes…

these sessions are designed for exactly that.

Sales Managers Session: Managing the Metrics: How to Use the Numbers to Coach, Train & Build a High-Performing Team

Wednesday, June 17 • 1 PM EST

We will discuss how numbers help uncover training opportunities, coaching gaps, and sales behaviors that directly impact performance.

Sales Skills Session: Asking Discovery Questions That Matter

Wednesday, June 17 • 3 PM EST

We will work through stronger questioning strategies, practical examples, and how better discovery creates stronger recommendations and better outcomes.

See you tomorrow!

oxo
Jody