The Writing on the Wall

Part of consulting and consultative selling involves communicating to executives.  Learning to write on the board is a great place to start:

– Bring your own markers, nothing worse than trying to sell the big deal with a dry marker

– If you sell networks, learn to draw clouds.  Amoebas don’t cut it.

– Don’t let the IT guy draw his network.  He’ll steal the show while the execs check email.

– Practice using the same picture all the time.  Keep it fast, simple, and generic.

– Learn to speak while you write – don’t turn your back on your audience.

© 2010, David Stelzl


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