rospect's name, two challenges arise. First, because you know that you have forgotten the name, you become totally preoccupied with trying to remember it, so it's difficult to pay attention to what the person is saying. Second, if the prospect perceives that you've forgotten his or her name, it sends a very negative message about you, as ifYour palms begin to sweat and you avoid eye contact with someone you know is a client, but you just can't remember his name.

Your heart sinks as you hang up the phone after a phone call with a furious prospect; you forgot you'd made an appointment with her.

You pound your forehead in frustration as you realize, too late, what you should have told a customer that would have made the sale.

Have you ever thought, "If only I'd been born with a better memory, I'd be better at sales?" Unfortunately, no one is inherently talented at instant memory recall; scientists have been unable to prove that "photographic memory" even exists. Like almost anything related to sales, memory improvement is a learned skill that anyone can cultivate.

You can become a highly effective and well-respected sales person. Begin by learning how to prevent these sticky memory-related situations that you may already have experienced.

Memory Slip #1: Instantly forgetting a prospect's name.

You meet a prospect and shake his hand. He tells you his name, and no sooner does the handshake break than you have forgotten it. Socially, people find very few things more annoying than having their names forgotten or mispronounced, and in sales, what's annoying can become deeply offensive, enough so that you can lose sales.

When you immediately forget a prospect's name, two challenges arise. First, because you know that you have forgotten the name, you become totally preoccupied with trying to remember it, so it's difficult to pay attention to what the person is saying. Second, if the prospect perceives that you've forgotten his or her name, it sends a very negative message about you, as if

u should have told a customer that would have made the sale.

Have you ever thought, "If only I'd been born with a better memory, I'd be better at sales?" Unfortunately, no one is inherently talented at instant memory recall; scientists have been unable to prove that "photographic memory" even exists. Like almost anything related to sales, memory improvement is a learned skill that anyone can cultivate.

You can become a highly effective and well-respected sales person. Begin by learning how to prevent these sticky memory-related situations that you may already have experienced.

Memory Slip #1: Instantly forgetting a prospect's name.

You meet a prospect and shake his hand. He tells you his name, and no sooner does the handshake break than you have forgotten it. Socially, people find very few things more annoying than having their names forgotten or mispronounced, and in sales, what's annoying can become deeply offensive, enough so that you can lose sales.

When you immediately forget a prospect's name, two challenges arise. First, because you know that you have forgotten the name, you become totally preoccupied with trying to remember it, so it's difficult to pay attention to what the person is saying. Second, if the prospect perceives that you've forgotten his or her name, it sends a very negative message about you, as if

es, memory improvement is a learned skill that anyone can cultivate.

You can become a highly effective and well-respected sales person. Begin by learning how to prevent these sticky memory-related situations that you may already have experienced.

Memory Slip #1: Instantly forgetting a prospect's name.

You meet a prospect and shake his hand. He tells you his name, and no sooner does the handshake break than you have forgotten it. Socially, people find very few things more annoying than having their names forgotten or mispronounced, and in sales, what's annoying can become deeply offensive, enough so that you can lose sales.

When you immediately forget a prospect's name, two challenges arise. First, because you know that you have forgotten the name, you become totally preoccupied with trying to remember it, so it's difficult to pay attention to what the person is saying. Second, if the prospect perceives that you've forgotten his or her name, it sends a very negative message about you, as if

d shake his hand. He tells you his name, and no sooner does the handshake break than you have forgotten it. Socially, people find very few things more annoying than having their names forgotten or mispronounced, and in sales, what's annoying can become deeply offensive, enough so that you can lose sales.

When you immediately forget a prospect's name, two challenges arise. First, because you know that you have forgotten the name, you become totally preoccupied with trying to remember it, so it's difficult to pay attention to what the person is saying. Second, if the prospect perceives that you've forgotten his or her name, it sends a very negative message about you, as if

rospect's name, two challenges arise. First, because you know that you have forgotten the name, you become totally preoccupied with trying to remember it, so it's difficult to pay attention to what the person is saying. Second, if the prospect perceives that you've forgotten his or her name, it sends a very negative message about you, as if you don't care about the person or as if you're not very smart. Typically, neither of these perceptions is true, but if you can't pay attention long enough to remember a name, you give that impression.

With a little practice, you'll find that this particular memory slip is the easiest to avoid. First, slow down and listen. Focus on the customer for five seconds at the beginning of the introduction and concentrate on his or her name. Next, repeat the person's name back to him or her in a conversational manner. When someone says, "My name is Bob," respond with, "Bob. Nice to meet you, Bob."

Memory Slip #2: Forgetting the name of an established client.

If you're a real estate agent, for example, you may run into someone at a meeting that you sold a house to or for, or if you're a car dealer, you may go blank as you see a previous customer showing up unexpectedly on the lot. Most often, this slip occurs when you meet the client outside the context of your profession: You know that you know the person, but you don't know how. You may even remember the details of the sales transaction, but you can't for the life of you remember the person's name.

This phenomenon is not only frustrating and embarrassing; it can also cost you a lot of money. Learning to avoid such a situation takes a commitment to work on improving your memory. You c