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Ten Reasons to take Notes during Sales Meetings



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5 Strategies towards Smashing your Sales Targets in 2010 - By Niall Devitt

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Recording details on paper with the prospect during a sales meeting is a subject that divides a lot of salespeople. Sellers who fall into the “no to note taking camp” will say that note taking can be off putting to the prospect and only serves to stop the prospect from sharing information.

They say that it can ruin the natural flow of the conversation and can make questioning the prospect a disjointed process. I on the other hand am a firm believer in the value of taking notes Here is a list of ten reasons why I believe note taking works.

1. Taking out a pen and paper creates an impression and makes the statement ” I’m professional, I’m organised”

2. Using a pad and paper allows you to have a questioning plan and a series lead questions written down ensuring that you cover all the points that are important during the course of the meeting.

3. Physically recording the conversation through taking notes highlights to the prospect that you taking what they are saying seriously.

4. Note taking serves as an effective visual demonstration to the prospect that you are listening to what been said.

5. Taking out a pen and paper helps focus the prospects mind on the important details, in other words once they see you are recording the info, it helps to get them to think about and verbalise what they feel you need to know.

6. Taking notes forces you to really listen to what’s been said, in order to write something down you have to listen to the words and sentences being used.

7. Note taking reinforces the prospects desire to speak and highlights to the prospect your role as an information gatherer.

8. Having to concentrate on taking notes helps ensure correct selling structure. It assists you to gather enough information and establish needs before moving on to the actual selling piece.

9. Because a lot of salespeople never take notes, if you do it allows you to immediately stand out from your competitors.

10. Note taking allows the salesperson to go back over the conversation and look for clues that at first were missed. Sometimes comments by the prospect during the meeting that initially maybe seemed unimportant can provide insight on reflection.


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Free PDF Download
5 Strategies towards Smashing your Sales Targets in 2010 - By Niall Devitt

Name: Email:

About the Author: Niall Devitt

RSS for Niall's articles - Visit Niall's website
Niall Devitt is a leading Irish sales management consultant, sales trainer and coach with over 10 years experience in recruiting, leading and training high performance sales teams. He is a recognised thought leader in business development, sales and social networking. Niall is the only Irish member of Top Sales Experts International, the finest collection of international sales ever assembled in one location. He is the founder of LinkedIn groups Sales Leadership Ireland and Social Media Ireland. His consulting company Beyond the Boardroom is one part of the International Partnership - a strategic alliance to help Indigenous Irish companies to globalise successfully. He is also the co -founder of Bloggertone - a new online space that allows people in business to access and share useful business information and opinions, constantly updated by the collaborative effort of selected business bloggers.
Click here to visit Niall's website.
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