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> Living on the Top Line - The Book > Joe's Blog > Why sketching?
Why sketching?I talked about changing your agenda from one of just selling to one of seeking first to understand, then to fill a need, solve a problem, and then make a sale. For decades now I've been teaching salespeople to use simple room sketching as a way of, 1) recording customer's answers to the requst to "tell me about the room" which is the best question you can ask a customer next to "can I write it up"? and 2) to connect to the people who are your customers.
When you want to develop trusting relationships with prospective customers (shoppers, making the conversation about them, and not about you, is a great way to begin. Think about it: humans think in pictures, not in words. The one picture the customer brings into your store in their heads is their room as it looks right now. To truly help them make the right choice and to avoid costly mistakes, you need to somehow see the picture in their heads. Sketching, while limited to two dimensions, is the best way to begin this process.
Sketching is as much for your customer as it is for you. The process makes them concentrate their thinking on the room issues, instead of just the product issues and helps them see you as a caring partner in developing room solutions.
So, sketching helps everyone - your customer and you to deal with the whole room questions.
You really should be doing a lot more sketching than you probably are.
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