WHAT'S YOUR SALES IQ?

The Wisdom Behind The Answer

Taking notes ensures two things:  1) That you will remember what the customer has told you, and 2) That the words of the customer are important enough to write down.  Asking questions will lead to the answers, but if you do not write them down the answers will be lost or forgotten.  Giving an opinion does not reflect listening.  The object of listening is to listen with the intention of understanding, not responding.  Repeating what you heard makes you a good parrot, but not necessarily a good listener.  Taking notes shows the prospect that you care about him or her and makes them feel important as you write down their words.