What's Their Name Again? - Effective Memory TipsSales Pro Source
January 17, 2013 — 935 views
Sales persons should talk less and listen to what the clients or the customers say. There is something called working memory. Working memory is nothing but the number of things that you can manipulate and hold in your brain. This includes the pieces of information and the number of steps in the sales process that you can retain in your brain.
Usually healthy people can hold 3 to 5 items in their working memory. You can manipulate and hold 5 items at a time if your memory capacity is 5. By adding the 6th item, your brain will be forced to throw one of the items to accommodate the 6th.
It is very important for a sales person to keep in mind every single aspect of a customer’s satisfaction. There are memory slots in everyone that hold information and form a queue system to process information one by one. After retaining the information, the salespersons must swiftly respond to the objections raised by the customers in the form of a question.
Difficulties Faced by Salespersons in Retaining and Executing Information
A sales person will need at least one and sometimes two or more memory slots to hold the questions the customers ask. (One slot for a simple question, and two or more for a complex question)
Minimum of two memory slots are required to hold and recall the strategy to answer the client’s objections effectively. Two more memory slots are required to recall facts about your products and services and to determine which one to use in the answer.
The next stage is critical as there is a tendency that the salesman will forget something to accommodate the new item because there is already an overflow in the memory capacity requiring more slots.
The emotion of anxiety or stress takes up a minimum of one slot of working memory, if it is a mild stress, and sometimes all the working memory is taken if the stress is extreme.
Memory tips for a Sales Person
When you are on a sales call, gather information as much as possible from your sound, touch, and sight senses. You are more likely to memorize a vivid event than a dull one.
Experiences and thoughts are readily recalled when linked to a specific association. A simple association would be the failure or success of the call. Association can further be defined by your client’s business and technical requirements or objections, if any, in purchasing your product.
The memory persistence is related directly to the details that are taken at the time of your experience. You may want to keep in mind some information which is important and not let it go during a sales call.
Sales calls usually lack organization of facts and are free-flowing events most often. It is therefore easy to remember anything that is unique and unusual about the call, which stands out from the usual calls.
Apart from these, salespersons need to keep in mind three very basic memory techniques. These techniques will make them more efficient, more personable with their customers, and save time for the firm.
These three techniques are:
1. How to remember a person's names
2. Associating few basic facts about a product (or person)
3. Remembering information list of a given length