Write it down
If your customer voices a need or an important point on a topic, be sure to write it down.
Whether your meeting is face-to-face, on a remote web conference, or over the phone, take time to write it down.
It is preferable to write using a pen on a notepad. But it’s OK if you “write it down” on a tablet or laptop. In either case, be sure to pause and tell them that you are taking notes on important points.
What to write down
– Their names and responsibilities. Some don’t like to spout their titles, and instead will tell you more about how they impact the business, and what they are working on.
– Once a person in a meeting introduced himself as “the guy who turns off the lights at night”. No he wasn’t the janitor… I later found out he was the CEO.
– Also, write down key points that you need to know about their business situation, perceived needs, and personal ideas.
Why write it down
– It helps you stay engaged and pay attention.
– It shows the customer that you care that what they say is important.
– It helps you frame questions you want to ask later.
– It will help you remember after your meeting. (Don’t assume you will automatically remember all the important points).
– The customer will notice that you took time to write down their concerns or suggestions.
This reinforces the idea that you care about what the customer is saying and that you believe it is important.
The customer will increasingly share information when you demonstrate that what they say is important to you.
This is a great way to establish your credibility and influence.
I’m DJ Sebastian, for more info on what it takes to become an Elite Seller, visit my website at thetechseller.com