Making Notes

I find it increasingly frustrating how sales people sit in front of their customers for some times over 1 hour and do not make any notes.

During our sales development sessions we emphasise the importance of making notes.

On the assumption that the sales person is asking good effective questions then at least the sales person should be making appropriate notes, if for no other reason as to show interest.

I would love to hear from other people as to whether they have noticed this poor behaviour

Steve Tarr

Comments

[Ann Nibbs]

Well Steve, you taught me all I know (well, most of it anyway!) Frankly, I think it shows a certain kind of arrogance - coupled with a heavy dose of ignorance - when a salesperson doesn't take notes. Given the largely accepted norm that the maximum amount of new information humans can absorb at any one time amounts to around 7 pieces (which is why football referees cannot hope to simultaneously take in everything going on around them during a match), does the salesperson concerned honestly think they're any different to the rest of us?

I attend a lot of meetings these days - in various capacities - and if I didn't take my trusty notebook with me, I would be lost. I too need to be able to provide 'solutions' to 'problems' just as I did when I was in mainstream sales. How can I do that if I can't remember what the problem is?

We may have advanced by quantum leaps technologically - but underneath it all, we are fallible humans with faulty memories. So, write it down!

[Mdina Partnership]

Note taking.

Apart from keeping an accurate record of the conversation, note taking can be a very useful tool when meetings don’t go to plan.

1. How to remain in control when your mind has gone into panic.

Sometimes in meetings things are said or questions asked that send our mind into blind panic. Unless we take quick action, it is very easy to transmit that panic though our body language, words and actions.

Try this: Do not respond immediately but write down the question or comment (it also helps to reflect back the question or comment “ so your concern is based on the ....”. We can probably think 50 times faster than we can write so you now have a few valuable seconds to compose yourself and think about the answer.

Tip: Listen to politicians, they are very good giving a platitude as the start of their answer because they are giving themselves time to think.

2. How to ensure that you cover all the issues when you get side tracked.

It is also easy to go off piste during meetings because conversations have a habit of doing that. I am sure most people have left meetings only to berate themselves for not checking some vital bit of information whilst they had the chance.

Try this: Before the meeting, write down the major issues or questions you wish to cover at the top of your notes. It is perfectly acceptable to say something like “I would just like to make sure we have covered the major issues.....” whilst you tick off the subjects that you have covered. It also shows you have planned the meeting.

3. How to get information from people that are reticent to giving it.

When we meet people that seem to give one words answers or seem to be very reticent to open up then there are a couple of powerful techniques you could try.

Try this: After one or two questions that do not gain much in the way response, use a question that starts with “please explain......” or “please describe...” (and this the important part) – hover your pen over the note pad expectantly, say nothing and encourage the person to say something by making good eye contact. It puts increased pressure on the person in a positive way to be more expansive.

Mark

[steve tarr]

Some people I know try hard to make notes but get lost in whether to note too much or too little and then after the meeting can not find easily the key pooints they have noted amongst all the other notes made.

i found dividing the page with vertical line about 2/3rds from the right hand side of the page.
The column on the right divide in half vertically.

On the right part of the page is where you note general things. On top right habd side you store thing you need to revisit. These will be likley to be buying signals you have noted or points to raise later on in the meeting.

The bottom ride hand corner write the key actions agreed to during the meeting both for you and the customer. You can then use this section when you summarise during the meeting.

Happy note taking

[John Munton]

Notes ah yes, the very first day of Steve's sales training I took notes, you never know when you need to refer to them, mine from that day are still with me and that was 18years ago, And over the years I use the Steve Tarr paper note system never fails, never lets you down. and reading Ann Nibbs comments
made me think that she is spot on, and Steve by the way how many people have you trained to be structured sales people must be thousands by now.