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  • Category Archives Prospecting
  • TIPS FOR SUCCESSFUL NETWORKING

    Guest Post By: Amanda Johns Vaden

    To get started, Google networking in your area – for example: “networking Sonoma County” – and search for a site that has links to different networking events in the area.  Go to the Calendars of the various groups and match that up with your schedule, so that you are going to at least 4-8 a month, some in the morning (breakfasts with a guest speaker) and some at night  (the social happy hour types) so you are meeting different kinds of people.

    This is how to not work a room at a networking function.  You will see others doing this:

    1. Grouping with people they already know
    2. Spending too long talking to people who are trying to sell to them
    3. Talking too much when they find someone who is interested
    4. Passing out their business card to everyone without collecting information

    Instead, what you should do is:

    how-wow

    1. Move quickly through the room searching for prospects.  (Like “speed dating”)
    2. Have a Wow How Statement that explains what you do.  (Make sure it is one line only and gets them to ask.  “Wow! How do you do that?”)
    3. Share only enough information with them about what you do to keep them interested.  (When they ask “What is that?” respond with a story of how you helped someone that sells a benefit.)
    4. Collect information.  (Get whatever information that you need. Qualify)
    5.  Aim for finding as many prospects as possible that you can call later to set an appointment.

    What are Wow How Statements?
    They are basically an elevator pitch that makes people say, “Wow, that’s cool. How do you do that?”

    At a networking meeting when someone asks you what you do for a living you don’t want to say, “I sell insurance.”  They think about how they already know many insurance agents and they want to run the other way.  Here are some points to consider:

    When coming up with your ‘Wow-How’ think about the following:

    • What makes me unique?  What is my USP?  (Unique Selling Proposition)
    • How can I be seen as a ‘resource’?
    • What makes me different from everyone else in my industry?
    • What is my goal in this industry?
    • What am I exceptionally good at?
    • Why do people work with me over someone else?
    • What is funny or interesting about me, my company or my industry?

     

    Amanda Johns Vaden is a founding partner, executive coach and senior consultant at Southwestern Consulting. She has worked with over 400 sales offices nationwide.  Amanda is the author of the upcoming books Unspoken: Redefining Expectations Between  Men and Women in the World of Work and 4-Dimensional Follow up: Increasing Client Retention and Customer Loyalty Through Follow-Up


  • Activity

    Guest Post By: Brent Widman

    phone

    Activity is the root of what drives our business. Without activity in the sales world, we don’t have a business. What this truly comes down to is making phone calls. Making those dials that you don’t always want to make, but you know you have to. This isn’t busy being busy. This is being planned, prepped and prepared about who you are going to talk to.

    1. Stop calling the same people over and over again. Don’t hold onto this false sense of hope that someone might do business with you.
    2. You build your business through new people. Where do those new people come from? Referrals, Linked In, Past Clients, Current Clients, etc, etc.
    3. Set up a plan. Know the first 5, 10 or 20+ people you know you are going to call. Have it done the night before or in the morning. It will get you in the right mind set.
    4. Practice. It takes 2 minutes. Practice in the car, working out, in the morning, at night, take a walk, whatever it takes. Take that little bit of time to know what you are going to say. It will get you past the call reluctance
    5. It’s just one call, to them. To you, it’s 10, 20, 30 or 100 calls. But to them, it’s just one call. Don’t overthink it.
    6. If you are truly trying to help people you won’t think about getting rejected. They might say yes, they might say no, so what. You are helping them either way. It’s hard to be nervous when your heart is on service.
    7. Have fun. Phoning and activity does not have to be hard. Stand up, sit down, dance, laugh, say something off the wall. It doesn’t always have to be straight to the point and serious.
    8. The people on the other end of the phone are people just like you. You aren’t going to close everyone, but you can still have a conversation. That will go a long way to calling them in the future.
    9. In most cases, no means “not right now.” Set them out a year, two years or even three. That’s okay, keep them in your system and in your pipeline for the future.
    10. Get after it. When you do the activity it will breed results. When you make excuses it will not. You can’t get mad at the results if you aren’t putting in the activity.

    I hear so many people feel that they are above calling. They get away from what makes them successful. I was coaching a Managing Director the other day and he flat out said, “These are all the things I know I should be doing but I’m not, it’s like I’m a new rep again.” All that means… we can’t get away from what got us there in the first place. It doesn’t have to be the 50 dials a day, maybe for

    All that means is that we can’t get away from what got us there in the first place. It doesn’t have to be the 50 dials a day, maybe for you, it’s 10. It will get you the results you are looking for.

    Stay true to your activity. It only makes you better.

     

    Brent Widman has over 10 years experience in all aspects of sales. He is a professional sales coach at Southwestern Consulting. Brent has expertise in lead generation, prospecting, selling to top execs and the art of follow up. He has worked with numerous individuals to improve their sales processes, day to day interaction and ultimately them as a person. He is a former division director, sales director and district manager for distinguished sales teams in the recruiting, fitness and communications world.


  • Permission to Proceed

    Guest Post By: Dave Brown

    Screen-Shot-2016-04-26-at-10.17.31-AMThis is something that is overlooked quite a bit. It’s one that I take the time to really look at this when I’m helping other people grow in prospecting.

    You know when you’re having that rocky conversation with someone at first. You haven’t had a chance to set up that cadence. You may be talking over each other, or have long awkward pauses, it’s really just no fun at all. Are you looking for a solution for that? Here it is…

    Ask for permission to proceed!

    Literally, you ask them to grant you permission to proceed in the conversation on your phone call. Right up front, after you’ve done the names and connected, and you’re about to give the prospecting buying atmosphere, you have to have this question in there. It’s basically asking for a specified amount of time, and you get them to confirm they are able to give you that time so they are open and receptive with you.

    Example, “Hey John, this is Dave, I’ve been doing some work with Beth over at Zee Company. They’ve been doing a lot of great things, so I just wanted to run this by you. It’s a good one, do you have a few minutes?”

    Connect with the names, ask to run something by them, confirm some time, then go right in to your prospecting and buying atmosphere.

    Some more ways to ask, “Can you talk for 3 minutes? Did I catch you at a good time to run something by you? Do you have like 97 seconds for this? Are you ready for my audition?”

    Whatever it may be, get creative, just ask for that time. It may be 5 minutes, it may be 2, but let them grant you permission to proceed. Don’t look by this, and when they try to speed you up, that is when you ask to confirm a few minutes. Come up with your special way to get prospects to allow you to spend time with them.

    The more you prospect the more you realize the short term hurt turns in to the long term easy. It’s going to hurt a little each day while you are prospecting, but it will get better as you constantly do it and turn it in to a long term easy.

    Go get it today! Set some appointments and prospect your heart out!

    Comment here, tweet me, or connect with me on Linkedin and let me know!

     

    Dave Brown is a senior partner and executive level coach at Southwestern Consulting and author of the upcoming book Painless Prospecting. Dave was a record breaking salesman for Southwestern Advantage, knocking on over 50,000 doors before the age of 25. He has spoken and trained over 100,000 sales professionals across the globe with Southwestern Consulting.


  • Your Forward 40

    Guest Post By: Dave Brown

    This is a technique you can use forever. This is how I’ve become a prospecting genius and what I have learned to master over the years. The Forward 40.

    When it gets time to make those calls, and you don’t know who to call, your momentum gets squashed. To keep things from falling apart, make sure you stay in a positive mindset and always allow yourself to continue to grow. It can be done with one 15 minute day-defining task!

    Focus on getting YOUR FORWARD 40.

    What is this? It’s the 40 people you make a note of to call the next day. At the end of the day, plan your day with those 40 people you need to contact or see the next day.  That list will be the first 40 people you will reach out to. Put it in a spreadsheet or write it down, so when you get up to start your day your mind is already aware of who you’ll be talking to and what it will be about.

    40

    Now, don’t be thinking 40 is just way too many. Say you only get to 10 of those calls and were really successful, you already have 30 for the next day on your list. There’s an upside! Say you’re even more brilliant and do get to all 40, wrap up that day by making another list of 40 people, and continue that momentum and positivity in prospecting the next day. Set yourself up for success! This is an incredible way to keep your head in the right place and get to as many people as possible.

    Your prospecting nugget for today:

    With prospecting, every day you have a choice, to either make an excuse or find a way.

    The best of us will find a way. So many excuses exist that try to keep us from finding a way. When you have your Forward 40 in gear, you will not have an excuse. Find a way, go get on that phone, get to prospecting, and go be as great as you know you can be!

    Dave Brown is a senior partner and executive level coach at Southwestern Consulting and author of the upcoming book Painless Prospecting. Dave was a record-breaking salesman for Southwestern Advantage, knocking on over 50,000 doors before the age of 25. He has spoken and trained over 100,000 sales professionals across the globe with Southwestern Consulting.


  • Making Client Meetings Matter

    Guest Post By: Emmie Brown

    Many account managers stay very busy meeting with their existing customers- so much so that they don’t make time to get in front of new business. This can be a costly mistake that prevents them from building their income. And, over time, as accounts slowly go away, can even cause them to have a dwindling income. Their income is most likely to dwindle if they are not making every one of those visits truly worthwhile. In other words, they are acting as professional visitors, rather than as consultative sales professionals.

    If you are not uncovering a new opportunity to quote at least 1 out of 4 of your visits, then it could mean 1 of 2 things:

    1. You are going to frequently.

    2. You are not effective enough with your visit.

    PREPARING FOR YOUR VISIT

    You can actually do fewer visits with each customer, saving you massive amounts of time, money and energy if you plan and use your time effectively on each visit. The problem is that most salespeople underprepare for the visits. Consequently, you don’t get to meet with everyone you would like to get an audience with, you spend too much of the valuable time in unproductive conversation, you forget to follow-up on key decisions, and you don’t get the results from those visits that they could. To get the most from your customer visit, do these 3 things:

    meeting

    1. Know who you are going to see. Make sure that you are not just meeting with the same decision-makers while failing to see others while you are there. There are people who are technical users of our products, conceptual decision-makers, and financial decision-makers. Make sure that you are getting in front of all of them on every visit if possible. If there are other decision-makers who are part of the organization who oversee a different department but are not yet your customer, make sure you have a plan for how you are going to get in front of them during your visit. Arrange an introduction. Make sure you know when they are in. Have a reason to see them.

    2. Know what you are going to talk to them about. As a manager of an account you have to manage many details. You have to remember when someone last ordered something and in what quantity, when you presented a quote and when you should expect to receive the purchase order, when someone told you “not right now” and when and why you should bring it back up again. . . Forgetting to remind someone that it is time to reorder, not following-up on a purchase order, not bringing new ideas to your customers’ attention will cost you a lot of money in the long run!

    3. Give value every time. On every visit, you should plan to provide your customer with something of value. And, no, we are not talking about doughnuts or cookies! The value of that you provide should be relevant to the products you sell and the service you provide to them. Bring them an article that shares valuable education. Bring them a referral for the new employee they are looking to hire. Bring them an idea of how you can save them money. Show them a new product that will help save them time. Customers will not keep you around just because you are a nice guy and you stop by every week. People want to keep vendors around that are valuable to them. It is not your customer’s job to find a need for you, it is your job to make yourself irreplaceable.

    Don’t waste valuable time, time that you could spend going after new business, driving to meet with customers without a plan. To get the most of your visit, prepare for it. Make it count.

    Emmie Brown is an executive level coach and an expert in the Psychology of Scripting. Emmie started her career with The Southwestern Company as a student intern at the University of North Carolina. She continued to work with Southwestern over the next 10 years as a top producing sales manager until joining Southwestern Consulting in 2009. Emmie has spent the last 4 years traveling the country as a professional sales trainer, executive coach and business consultant with Southwestern Consulting and the Success Starts Now! conference series. She is also the author of the audio series Talk Less, Sell More and a breakout presenter at the Success Starts Now! sales training conference.


  • After Hours Voice Mail 

    Guest Post By: Dave Brown

    This is a prospecting technique that is completely out of the blue and totally effective! This scenario might have happened to you…Your prospect all of a sudden cancels a meeting, or there’s no excitement in their voice when you talk to them, or the connection that was once there has vanished. This leaves you feeling confused, anxious and quite frankly nervous.

    Here’s a way to potentially bring them back around.  AFTER HOURS VOICEMAIL

    I will take the time once or twice a month, at 8 or 9 PM on a Thursday night, and leave encouraging, loving voicemails to these client’s/prospect’s phones. All sorts of prospects! Ones I’ve made appointments with, the people I can’t reach, ones that I want to speak with, those that I’ve been trying to get a hold of through my prospecting efforts, etc. In the voicemail I’ll talk about how excited I am to be working with them, let them know I’m honored that they are in my life and build them up in their role at their company.

    phone_edited Example…“Hey John, this is Dave Brown it’s a little after 8:30 pm here. I just wanted to reach out and tell you how much I appreciate you and how hard you work for your team. Every time we talk you inspire me to be better at what I do because of the great example you set. I’m excited about working with you and your group soon. This will be one of the highlights of the year! Take care, John, I’ll talk to you soon.”

    Leave that voicemail in a simple, soft tone. It’s late at night! They will hear that message first thing when they get to the office and should appreciate your genuine compliments and efforts after normal work hours. Try it, I’ve loved the deeper connections it’s created for me over the years with my prospects.

    When you do, please let me know how it has worked for you via Twitter @davebrown_SWC or LinkedIn. Spread the love!

     

    Dave Brown is a senior partner and executive level coach at Southwestern Consulting and author of the upcoming book Painless Prospecting. Dave was a record breaking salesman for Southwestern Advantage, knocking on over 50,000 doors before the age of 25. He has spoken and trained over 100,000 sales professionals across the globe with Southwestern Consulting.


  • Transcending Call Reluctance by Living On Purpose 

    Guest Post By: Steve Reiner

    Your heart starts beating faster; you’re sweating; you can actually feel your blood pressure rising. If somebody was observing you, they might think you’re about to start your first day of Navy Seal BUD/S Training by the way you’re acting. But for a lot of us it’s much worse than that. No it doesn’t entail dodging bullets and jumping into a freezing cold ocean. Rather, it involves picking up the phone and dialing up prospective clients. Some people refer to it as prospecting. Others call it the phone approach. Most agree it’s the most stressful part of their job. But why is that? Why do so many sales professionals grapple daily with call reluctance?

    It’s the fear of rejection; the fear of failure; the fear of not being perfect; the fear of not being successful. Whichever fear you can relate to the most, it can become a very emotional experience which can literally stop you in your tracks from doing the very thing you need to do make you successful. So what are you going to do about?

    Motivational speakers will tell you not to let your emotions determine your actions but rather make your actions dictate your emotions. So we hear things like, “Act enthusiastic and become enthusiastic; let your motion create your emotion; fake it until you make it; do it scared and face your fears.” So you force your way onto the phone, praying the person on the other end does not recognize your anxiety, hoping that you experience some level of success so that you can get the momentum going, making dialing easier and less painful. But there’s a problem.

    The next morning you’re back to square one having to do it all over again. The momentum you picked up yesterday doesn’t necessarily carry over to today and once again you find yourself having to push through the resistance, face your fears and act enthusiastic in order to become enthusiastic. Pretty soon you start waking up to the question, “Is all this stress really worth it?” You’re tired of being on the rollercoaster; the mental effort is exhausting; the progress seems short lived and not sustainable; your effort doesn’t feel authentic and everything feels forced. But it doesn’t have to be and the good news is it’s not about acting differently – it’s about thinking differently.

    It’s about operating out of your purpose rather than your emotion. When you operate out of your emotion, you’re condemned to a rollercoaster life of highs and lows, depending on how you feel about a situation in the given moment. Your feelings come from your thoughts and if you’re thinking about how unpleasant it’s going to be to get on the phone than naturally you’re going to feel scared, anxious and stressed and your actions are going to follow suit. However when you learn to operate out of your purpose, everything changes. Now your actions become seamless and sustainable; with your purpose triggering your actions, as you become inspired, your actions become elevated; as you become fearless, your actions become energized. When our actions come out of our purpose, we’re no longer having to survive our circumstances but we’re able to thrive through them. Rather than having to deal with adversity, we’re able to embrace it. Rather than having to get through it, we’re able to transcend it. But how is this possible and what exactly does it mean to operate out of our purpose?

    Your purpose is the cause for how you live your life. It’s the belief for why you do everything. Unfortunately most people have never taken the time to truly identify their purpose and therefore they often feel like they’re running on a treadmill; just doing everything they can to keep their head above water. However when we have a compelling purpose for why we exist, now all of a sudden we have an extra bounce in our step; we become inspired to work towards a cause the fuels us, that empowers us, that equips us to keep our perspective, no matter what the circumstances.

     

    PurposeEquation

    Now if you listen to different trainers you’ll hear some say there is no right or wrong purpose; it’s whatever inspires you for how you desire to live your life. After being a producing coach for over 25 years, however, and experiencing what truly inspires people to live with great energy, passion and significance, I’ve come to conclude that if your purpose is not about serving others, then it’s a weak and shallow purpose that in the end will not truly empower you with the tools and motivation to live out an inspired life. Of course that’s just my humble opinion. So what does this life of purpose look like?

    My purpose is to equip people to be fearless, calling out greatness in everybody I meet. The reason this purpose means so much to me is because I used to live in fear for the first 21 years of my life afraid to ever step out of my comfort zone and do anything to really stretch me and as a result, I felt like I was just treading water, stagnant, scared, depressed, anxious and very unfulfilled. Thank God I met somebody in college who saw something in me that I did not see in myself. It was the first time somebody saw me not for who I was but for who I could become. It was the first time I ever had anybody who really believed in me. He helped me get on a trajectory in which I was pushing through my comfort zone, transcending my fears and accomplishing things I never dreamed possible. It was through this experience where I developed the purpose to equip people to be fearless, calling out greatness in everybody I meet. The reason this purpose means so much to me is because I think about where my life would be now if I had not had that role model. Without my purpose as my GPS for how to live my life, it would be very easy to revert back to my old ways: scared, depressed, anxious and unfulfilled. Instead, my purpose causes me to step up my game, to be the man I desire to be, to live out a cause that’s bigger than myself. So how does one’s purpose help to transcend call reluctance?

    When your purpose, for example, is to be a positive difference maker, you’re no longer thinking, “I hope I don’t get rejected; I hope I don’t fail; I hope I make this sale.” These thoughts come out of a self-centered focus in which it’s no wonder you’re fearful to get on the phone because you’re drawing your identify from a scary place – what people think about you; you’re trying to gain your confidence from your production – something you have no control over. When your emotions are driving your behavior and you’re focused on yourself and trying to control something you have no control over, it’s no wonder why we have call reluctance. However, when your purpose is to build others, instead of saying, “I hope I don’t get rejected,” you’re saying, “I can’t wait to positively impact this next person.” Rather than saying, “I hope I make this sale,” you’re saying, “I can’t wait to provide value to him.” Instead of saying, “I hope I don’t fail, you’re saying, “I can’t wait to bring the thunder and make a difference in his life!” With your purpose guiding you, rather than your emotions, instead of saying “I’m nervous to get on the phone” which causes you to avoid it like the plague, you’re instead saying, “I’m fearless on the phone because of the service I provide” which triggers you to dive on the phone with passion, energy and excitement. But is this too good to be true?

    After coaching hundreds of clients over the years, I’ve witnessed people who let their emotions drive their behavior and dread prospecting transform into people who became inspired with a compelling purpose who learned to actually enjoy prospecting. But even beyond that, I’ve experienced clients who lived out of their emotions who were plagued by stress and knee-jerk reactions who, once armed with a great purpose, began to not only work with more passion but to live with more passion as they focused on a cause bigger than themselves.

     

    Steve Reiner, a partner at Southwestern Consulting and 2013 Coach of the year, is a Peak Performance Coach with over 24 years as a producing sales leader.  He is an expert at helping people remove the emotional hurdles that prevent them from excelling in business and in life.


  • THREE REASONS WHY YOU DON’T GET REFERRALS AND WHAT YOU CAN DO ABOUT IT

    Guest Post By: Emmie Brown

    Anyone reading this would agree that referrals are a good thing. Referrals that trickle in because someone heard about you from one of your clients don’t come often enough.

    There are 3 reasons why you don’t get enough referrals:

    1. You don’t ask
    2. You ask passively
    3. You ask incorrectly

    Here is a list of common reasons given for why you didn’t ask for referrals:

    “I shouldn’t have to ask. If I do a good job, people will refer me.”

    “I don’t want to come across as pushy or salesy.”

    “I ran out of time before my next appointment.”

    “I’ll ask later. I need to earn their trust first.”

    “If I ask, I will look like I need the business. I want to look successful.”

    They are all rationalizations- rational sounding lies believed to be true. The truth is professionals make time to ask for referrals and they do it in a way that the client actually gets excited to help them.

    YOU MUST ASK FOR REFERRALS!

    Some people ask but are fearful. Fear causes you to ask passively or ask with trepidation: “I really appreciate referrals. If you think of anyone who would benefit from what I do, please connect them to me.” You mention that you like referrals. You don’t ask for them directly. You don’t get them.

    YOU MUST EXPECT TO ACTUALLY COLLECT REFERRALS WHEN YOU ASK!

    Others don’t ask for referrals correctly. You ask, “Do you know of anyone who. . .” You actually set yourself up to get “I can’t think of anyone right now, but I will let you know if I do.”

    Other objections you get when they ask poorly include:

    • I need to think about it.” “Can you call me next week?” “I’ll get back to you.”
    • The “Hermit” objection: “I don’t know anyone.”
    •  “Sure you can call him, but just don’t use my name.” “Let me talk to  him first.” “I’ll have him call you.”
    • “I don’t give referrals.”

    Referral

    YOU HAVE TO ASK FOR REFERRALS THE RIGHT WAY!

    Here are just a few tips that we teach at Southwestern Consulting:

    • Always ask “who do you know who . . . “ instead of  “do you know anyone who. . . ” or “is there anyone who. . .?”
    • Pause after you ask to allow them time to think. Break eye contact. And, look down at your paper ready to write.
    • Use memory joggers. For example, there are certain life events that trigger people to think about insurance. Anyone who is getting married, buying a new house, buying a new car, having a kid, retiring, or changing jobs is a great prospect. Ask who they know in each of these categories.

    The number one way to get referrals is to give someone any opportunity to give them to you. If you are not asking, start there. Then, work on your attitude. You must expect to collect names and numbers. Next, use the above techniques. You will be amazed by how many referrals you get!

     

    Emmie Brown is an executive level coach and an expert in the Psychology of Scripting. Emmie started her career with The Southwestern Company as a student intern at the University of North Carolina. She continued to work with Southwestern over the next 10 years as a top producing sales manager until joining Southwestern Consulting in 2009. Emmie has spent the last 4 years traveling the country as a professional sales trainer, executive coach and business consultant with Southwestern Consulting and the Success Starts Now! conference series. She is also the author of the audio series Talk Less, Sell More and a breakout presenter at the Success Starts Now! sales training conference.


  • Ice Melting Lines

    ice meltingGuest Post By: Dave Brown

    Have you ever felt a little awkward after that first five seconds of an initial sales conversation? Using those “Hey, how you doing?” mundane type of initial phrases that lead to you just talking over your prospect and not making a quick connection. I hear and see it all the time!

    Everyday initial conversations starters DO NOT work in the selling world, and DO NOT forward your sales conversation. If you’re wondering why you’re not growing, as you should be in sales, this may help you break through. Shake things up a bit. Make your lead in phrases you!

    Where do we start?

    Bring your personality into it…literally your personality!

    Examples:

    • “Hey is this John Smith? Great, do you have 79 seconds for me really quickly?”
    • “John, I’ve been trying to catch you for months I literally thought you were    kidnapped man, were you kidnapped?”
    • “Hey John, this is Dave, are you ready for this?”
    • “John, how is your office staff running over there today? (don’t let them respond) Who’s winning, you or them?”

    Shake things up then lead into what you are doing and what you’re calling about. You’re melting away the tension that could exist when you use those icebreaking lines that can immediately connect you with your prospect because you’re different. If you are a prospecting master, you are an “ice-melter” with these types of initial phrases!

    Let me leave you with your prospecting golden nugget for the week…

    When prospecting, be YOU. Nobody in this world has your design. Daily you choose to cater to the world, or make it your masterpiece. Make it your masterpiece when you are prospecting today. Get out there and melt the tension, use your ice melting lines to get in and connect with your prospect quickly.

    What are some of the ice melting lines you have used? Tweet them to me @davebrown_swc #meltingtheice #southwesternconsulting

     

    Dave Brown is a senior partner and executive level coach at Southwestern Consulting and author of the upcoming book Painless Prospecting. Dave was a record breaking salesman for Southwestern Advantage, knocking on over 50,000 doors before the age of 25. He has spoken and trained over 100,000 sales professionals across the globe with Southwestern Consulting.


  • 7 Ways to Remember Names

    Guest Post By: Rory Vaden

    You’re in the grocery store and you bump into a familiar face. They enthusiastically say “Hey ______ [insert your name here] how’s a going?!” You turn and look at them and have a moment of bewildered dread as you quickly recognize their face but it dawns on you that you have forgotten their name.

    You try to play it off cool like you remember them and you so obviously know who they are that it doesn’t even make sense to use their name. Or perhaps you give them a “hey man” or an “oh, hi!” or even a “hey there champ.”

    Unprofessional. Uncaring. Inconsiderate. Take your pick. There is nothing that feels good about forgetting people’s names and it most certainly doesn’t forward your personal or professional relationships. Needless to say there are a lot of reasons why it’s important to remember people’s names and there is certainly room for a deep study of the brain and the psychology of why we forget.

    –> Click here to continue reading.