Peady’s Selling Engagement sponsored by IRD Prospector

Welcome to this week’s post on sales and selling success.

It’s an age-old question do or don’t take notes at client meetings? What’s your practice?

When I first started in sales I was a big note taker, I thought it showed the customer I was interested, and it helped me remember the things I had to capture for future discussions. But then I was given some advice that changed my selling career……don’t take notes!!

Now, many will argue that taking notes reminds you of what is said and that your client will see that you are taking what they say seriously (I believed that). But what you are writing may be important to you, who cares what you think? Isn’t what the client or customer thinks more important?

Don’t take notes?

Jason Jenningstaught me and most of the ARN sales team the power of solution selling and part of that was the diagnostic meeting where we uncovered opportunities, needs and challenges. He advocated that you turned up fully researched and ready for a business meeting and at the meeting you took no notes. His theory was simple; customers will be more open if their every word isn’t written down or captured.

And Jason was 100% correct. Once I got into the habit it became easier and the meetings became conversations and the conversations became much, much more effective.

Unlock the power 

Not taking notes frees you up and allows you to concentrate.

During a meeting you need to be fully present and actively listening. You can’t pick up on body language, tone or what is left “unsaid” during the conversation if you are writing. It’s also easy to miss the next question to ask, or when to push back on incorrect statements.

Any points you aren’t sure of allow you to ask, “do you mean…”? 

And to ensure you hone in on the key points and ensure facts stick in your memory you should summarise the conversation as part of your wrap up. Doing this also helps clarify areas of misunderstanding and what’s of value to the customer. 

After the meeting

This step is critical. Send your customer a short email thanking them for their time and summarising what was discussed, agreed or promised. Ask if there was anything you missed and confirm next steps.

Until next good selling….without note taking!

About the author 

Stephen Pead is a media industry veteran of 30 years with significant experience in direct sales, sales management and general management. He is based in Sydney and specialises in helping SME’s market their businesses more effectively and providing training for salespeople and sales managers.

He can be contacted at [email protected]