Applying  a “TIVO” Sales Strategy on Appointments

By Steve Martinez
Last year the best investment we made was adding TIVO to our entertainment system. The system has heightened the time we spend watching our favorite programs. We enjoy the feature of stopping the action, slowing it down and rewinding anything to watch it again. The best part of using TIVO is we no longer miss something important, particularly in a mystery or when someone says something important.

Fortunately we are each built with an automatic TIVO feature in our head called memory. Although it isn’t digital it works just like a computer because we can rewind and slow down the events of anything we want to remember. The only thing we must do is concentrate more on the event when it is taking place. This means that we can’t be thinking about what we are going to say next or what we are going to have for dinner tonight. It is also critical that we capture the detail of the contact immediately after the event.

TIVO every sales appointment

I was taught to take good notes on appointments and listen carefully to what the person was saying. If I didn’t understand or missed something on an appointment, it is ok to ask them to repeat it for clarification. This sounds like TIVO because I’m asking them to rewind and replay what they were saying. Unless I do this numerous times the client will appreciate my interest in what they are saying. This is always a good thing in sales. 

After each appointment or sales call it is important to mentally review what happened and record the important details of the call. This can be done on paper or using a digital voice recorder to document the essential information. We should also ask ourselves what we did right and what we could have done differently or better on the sales call.

Using our personal TIVO

TIVO isn’t anything new; we have the mental capacity to record, rewind and play back any event we want. They tell us that we only use a small portion of our brains memory capacity. The question is, how much memory are you using on sales calls and what can you do to improve your sales? If you are like most of us, we can improve our memory a lot.

Steve Martinez President Selling Magic, LLC Toll free (877) 762-4423 Local call (951) 277-0080 www.sellingmagic.com

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