The 3-Step Whiteboard Discovery Framework

In this week’s issue, we’re going to cover a 3-step whiteboard discovery framework you can use no matter what product or service you sell.

There’s been study after study on the benefits of whiteboarding (going into more detail next week)

Yet, it’s one of the most underdeveloped and underrated skills in sales.

So let’s change that.

Here’s what you’ll get:

• A breakdown of “The One Big Thing” Whiteboard Framework

• A link to a template, example, and sample icons

• A step-by-step guide if ALL of your meetings are virtual.

The One Big Thing Framework

This framework consists of 3 different sections.

1. The One Big Thing

2. The 3 Biggest Problems

3. The Desired Solution

The One Big Thing -

What’s the one thing, that if your buyer did, everything else would fall into place?

This is the key strategic priority they’re focused on.

ex.

• Increase top-line growth by 20% over the next 24 mo.

• Reduce operating expenses by 10% by 2024

• Increase overall brand awareness

Grab a black marker and draw a rectangle at the top of the page

Write or draw T.O.B.T.

The 3 Biggest Problems

Next, draw 3 lines coming down from T.O.B.T. rectangle.

This time you’re going to use a red marker. (remember my article on color psychology?)

Here’s where you’ll whiteboard what they feel are the 3 biggest issues blocking T.O.B.T.

You can help uncover these by using the 5W1H method.

The Desired Solution

Finally, you’ll draw a large rectangle below the 3 Biggest Problems with a blue marker.

This is where you’ll ask your buyer what they think the solution should be.

Add them to the rectangle.

Does it align with how you’d solve it?

Do you need to reframe anything?

Anything you’d add that they might not be thinking of?

Get alignment and agreement on the entire board.

This should be easy as you both can visually see the entire conversation.

Share it with them as a follow-up and use it as a framework for the next step in your process. (whether it’s further process mapping, demonstration, etc. etc.)

Here’s what a finished example could look like:

Here’s a link to the T.O.B.T. template, an example, and a bunch of sample icons.

But All My Meetings Are Virtual

Step 1:

Get yourself a tablet. Any should work as long as it has a Stylus.

(I prefer the Apple IPad Pro and Apple pencil.)

Step 2:

Tablet screens are slippery and can suck writing on.

Get yourself a screen protector like one from Paperlike.

This will give it a more analog feel.

Step 3:

Pick an app.

There are a ton out there - here are a few:

Concepts (my preferred app)

GoodNotes

Notability

Procreate

Native Apple Notes app

Step 4:

Connect to your virtual meeting twice.

Once with your computer, and once with your Ipad.

Step 5:

Share your IPad screen.

Done.

I’ll most likely go into more detail on virtual meetings in the future.

That’s all for this week.

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