Sales professionals meet a lot of people, whether it’s at networking events or on sales calls. Imagine for a moment, you run into that person 5 hours or even 5 minutes later. Would you remember their name? Being able to recognise someone you’ve met before and remembered their name is critical for relationship building. It shows that this person is essential to you and, more importantly, you’re interested in what they have to say. In this episode of the Selling in Asia Podcast, Tom Abbott asks the 2011 Guinness World Record Holder for memory Nishant Kasibhatla to share with us 3 Memory skills for sales professionals.
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#1 Memory Skills For Sales Professionals
Nishant Kasibhatla’s number one tip for memory skills for professionals is simple. When you hear a person’s name, immediately repeat their name back to them. For example:
“Hi I’m Scott!”
“Hey Scott, nice to meet you!”
Therefore, by using this method of repetition, you’re really paying attention to the name. Typically, when people meet, they’re too busy to pay attention to the name. Instead, they’re thinking about what to say next, how to respond or even something inconsequential.
To build strong connections with prospects, you need to register their name right from the start – otherwise, you risk forgetting.
#2 Memory Skills For Sales Professionals
Nishant Kasibhatla’s second memory skill for sales professionals is to work that person’s name into a picture – something that you can visualise to remember their name. For example, Nishant’s name sounds similar to a brand of car – Nissan. He advises sales professionals to briefly make a visualisation when meeting a prospect for the first time because what you’re doing helps your brain to develop further associations. Therefore, it’s all about paying attention to the name
#3 Memory Skills For Sales Professionals
Nishant Kasibhatla’s third and final memory skill for sales professionals talks about paying attention to the face. Therefore making a connection or connotation between your prospects name and facial features. The next time you meet a prospect, take note of the first thing you notice in the face – what’s their outstanding feature?
For example: “Because I looked at your nose first, I would be thinking nosey Nishant.”
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