Draw to Win: Why drawing is your secret sales weapon

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A special SlideShare

excerpt from my new book:

Why drawing is your secret sales weapon!

10 years, 10,000 pictures, 10 rules…

2016 © Dan Roam Digital Roam Inc. All rights reserved. Draw To Win on SlideShare 2

It’s been ten years since I wrote The Back of the Napkin.

Since then, I’ve delivered 720 presentations and drawn more than 10,000 pictures.

This little book shows you the ten most important lessons I have learned.

2016 © Dan Roam Digital Roam Inc. All rights reserved. Draw To Win Prelaunch Livecast 3

Here are the Ten Commandments:

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In this SlideShare, I’m going to show

you #7.

As a kid, I liked to draw.

Yes, this is me.

What kid doesn’t?

I earned my first $5 drawing maps.

Yes, this is also me.

I just kept going.

Pictures help people understand.

Which means pictures are a fabulous way to sell.

Pictures didn’t just change my clients.

Pictures made my career.

Pictures can do the same for you.

{Draw yourself here}

Why draw to sell?

What do the people who made these ads know?

When you lead people’s eyes,their minds will follow.

By drawing your idea* together, you create a mind-meld that can’t be generated any other way.

*or the problem or the solution or the goal or the options, etc.

What is selling?

“You’ll be happier with this product.”

“Dear, I think you should exercise more.”

“Dad, can we go to Disneyland?”

“Ma’am, I deserve a

raise.”

Anytime you’re trying to get someone to take a new action, you’re selling.

Which means you are in sales.

Maybe you don't hold the title of

salesperson, but if the business you

are in requires you to deal with

people, you, my friend, are in sales.

- Zig Ziglar

The best way to visually sell?

So… what picture should you draw?

Q: What’s the oldest advertising play in the world?

A: Before & After

Q: What’s the oldest advertising play in the world?

Show the solution. Draw the result.

Show the situation. Draw the problem.

Before & After

Draw the change you both desire:

A) Bend the line:

Go from this... To this!

Draw the change you both desire:

B) Hit this number:

Go from this... To this!

Draw the change you both desire:

C) Link these pieces:

Go from this... To this!

Draw the change you both desire:

D) Eliminate these steps:

Go from this... To this!

Draw the change you both desire:

E) Shift the focus:

Go from this... To this!

This mind-meld is a two-person task, so you will be sharing your pen.

75-25

Or:

Draw 75% of your picture in advance.

Draw the remaining 25% together.

Perception is reality.

In sales, it's not what you say; it's how they perceive what you say.

- Jeffrey Gitomer

And perception is a picture.

In sales, I’m trying to see it the way you see it.

There are 9 more in here:

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