Credibility for the conscientious advisor

At a recent sales training workshop, several participants expressed surprise when a colleague took notes during a practical application (aka role-playing) session. Afterward, one participant said, “I’ve never thought about taking notes during my sales calls.” I found this especially surprising considering the average meeting for this group of sales reps can take as long as 2 hours.

Upon further investigation and discussion, a few reps acknowledged that they thought clients and prospects might feel awkward, uncomfortable or offended if they took notes. So I asked, “Would you be offended if someone took notes during a sales call with you?” Not one person said yes.

During all the sales meetings I have had with clients and prospects, I have never had someone say “I hope you’re not going to take notes!” No one ever gets offended. In fact, I have found the opposite: that taking notes actually increases your credibility.