A notable idea

There is a Chinese proverb that says "The palest ink last longer than the best memory." This is why I always advise salespeople to take notes during a sales call. Note taking forces you to listen more attentively. Often reviewing notes allows you to see patterns that were not readily apparent during the call. I look for words or ideas that the prospect repeated several times. This is a sure way to identify issues that are important to the customer.

Taking notes sends a signal to the customer. It tells them that you are interested in what they are saying and that they are dealing with a professional. I find that recapping my notes on a follow up call saves time and moves the sales process along. Instead of covering the same ground you can begin acting on the information gathered on the first call.

Don't worry about writing done complete sentences. Record the key words and ideas and leave space on the page to fill in the blanks after the meeting. Underline or circle points that you want to explore further or want to act on.

I've found that many sales people are reluctant to take notes during a call. They seem to feel that note taking is awkward or inappropriate. I suggest you make a point of taking notes during calls in the next few weeks. You'll find that this practice will have a "notable" impact on your sales results.

Keep smiling, keep selling.

Thanks--Jim Busch