Once all of the rapport-building is done and you’re ready to get down to business, it’s important to set the tone for your time with these clients. I suggest creating a consultative feeling by using a legal pad to make notes. In some types of selling, this doesn’t make sense, but it is helpful if you can do it. When you make notes of their concerns or other details they are sharing, the potential buyers feel that you’re truly interested in them. They feel you care enough to pay attention to their pain points.
On your side of the sales situation, having key notes will be helpful when it’s time to present and close the sale. It will also get the buyers used to seeing you writing. There’s nothing worse than never taking a note until you start to write up the paperwork. That transition can be tricky and cause fears or defense barriers to be raised. It’s best to get your pen out early.
Here are the words you can use to introduce the reason you want to start writing: “John and Mary, over the years I’ve found it very beneficial to make notes during conversations. It enables me to do a better job of servicing my clients’ needs by not forgetting important details they share with me. So, I hope you won’t be offended if, while we chat, I just make a few notes on my blank note pad.” What are the key points here? You’re getting them to admit they’re ok with you writing. You’re demonstrating attention to detail (a trait that inspires trust). And, your pad is blank. It’s not an order form or any other kind of form. The notes you take are just about this client and this conversation.
If your conversations or presentations are primarily handled by telephone, and you take notes on a computer, let the buyers know that. Still ask for their permission. You see, if they hear the sound of keys clicking in the background of your call with them, it can be distracting or raise those defenses again because they can’t see what you’re doing.
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