Even if you pride yourself on your razor-sharp memory, taking notes can be one of the most important things you do during a sales call. It might seem like a routine and mundane task, but taking notes is a good habit that you should start developing right away.
The fact is, taking notes makes a much bigger impact on closing deals than most sales reps realize. It not only helps you retain important information; it also helps you organize and strategize your sales approach. From the very first sales call, your notes provide you with the information and battle plan needed to close the deal.
Notes Make a Good Impression
If you’re taking notes during a sales call, you may not realize it, but you’re already making a good impression — because it shows you’re paying attention. Not only that, it shows that you care about your customer’s needs so much that you want to make sure to remember every detail.
On a practical level, it also eliminates the need to ask questions twice. Even if your memory is great, you can’t retain every detail. Constantly confirming information that has already been discussed sends a signal to a buyer that you’re disinterested with their pain points and challenges. These missteps can damage the trust and rapport built up between a buyer and seller.
Bonus tip for team sellers: Sharing your notes with your colleagues (e.g. sales engineering, customer success) help give them the context needed to be effective and make great first impressions with your customer.
Notes Keep You Organized
You can also think of the note-taking canvas as a place to standardize and structure the approach to your sales calls. In other words, it gets you in the habit of collecting key information you should get on every call — such as the customer’s goals and everyday pain points. This key data can be shared with everyone else collaborating with you on the deal, so that your whole team can work with you to help you make the sale.
Another added benefit of standardizing your notes is that it will be very obvious when you don’t collect key pieces of information on your call. Just add them as to-do’s for your next call.
Writing Helps You Stay Focused
We’re not saying that you’re prone to dozing off during a meeting, but if you’re like most of us, your attention can occasionally wander. Taking notes will help keep your mind active and alert, so you’ll be as focused as a Zen master.
Documentation Improves Your Recall
It’s a scientific fact that taking notes helps imprint them on your brain. The better your memory, the better your client relationships will be — and your new memory recall will help you stay on top of the mountain of action items on your “To Do” list.
Plus, when you have notes, you can refer back to them. Yes, it’s a no-brainer, but you won’t believe how incredibly useful it can be to have a written record of your prospects’ needs and pain points. Referencing those nuggets of information later in the sales process show your customer that you care about their success — and can be the difference between winning or losing their business.
Reaching Notable Levels of Success
Now that we’ve laid out a pretty convincing case for taking notes, we have some good news: You can streamline your note-taking process by using Pattern. It magically syncs your notes and updates fields in your CRM — all while giving you and your team access to relevant notes prior to customer meetings.
Are you convinced that taking notes can result in a big payoff? Stay tuned for our next post on how to take great notes!