Category: Sales and Sales Training

  • Remember a Long List of Items

    Having a good memory is an important skill in business. Notice I referred to memory as a skill not simply as an ability. Being able to recall lists of items quickly, accurately and reliably improves both your productivity and creativity. Often we are left with the impression that some people are simply blessed have a good memory and while others or not. For example, my wife has a great memory. And I always had difficulty remembering things, anything. The problem was, I had never been taught how to remember. I had never been shown how to develop the memory skill. When I asked Patricia, my wife, how she was able to remember so many items, she told me. She said she simply has a picture in her head. The process she used was completely foreign to me. I simply assumed that you either had it or you did not. I really did not understand what she was saying. But having done a lot of research on the mind and memory, I now have a better understanding of how to remember details. Today, I demonstrate my mental skills in my mentalism show by learning a list of 20 random items is a few seconds. I memorize a current popular magazine. Then have someone randomly turns to a page and I can tell them what is on that page. The average person today can only remember a list of 3 to 4 items. And that is actually down from 7 items only 40 years.

    How do I do it? How do I memorize so much in such a short period of time? Well it has been through years of rigorous training and sacrifice, through deep mediation and careful study, I have been able to develop my mental powers to into something only few can achieve. Ok, that is not true. I use a technique that only takes a few minutes to learn. And as with any skill, the more you practice the better you become.

    Here is how I do it. I use what are called memory pegs and memory associations. I first memorize a list of words. This list never changes. Then I make an association between the items I am trying to remember with an items in the list I have already learned. There are several peg lists you can use. I use different lists based on the type of things I am trying to remember.

    Yesterday, I was out and stopped by the grocery store. As I pulled into the parking lot, I called my wife to ask her if there was anything she would like me to pick up. She raddled of several items. I did not have a pen to write them down plus I was looking for a parking place at the time. So here is real life example on how the process works.

    Here is a peg list I am sure you already know.

    1. Thumb
    2. Shoe
    3. Knee
    4. Door
    5. Hive
    6. Sticks
    7. Heaven
    8. Gate
    9. Spine
    10. Hen

    In case you do not recognize it, this list is from the children’s song “This Old Man” It goes: “This old man he played one. He played nick knack on my thumb. With a nick knack paddy whack throw the dog a bone. This old man came rolling home.” and so on. The list is easy to remember because all the items rhythm with the number they are associated with. So let’s give the process a try.

    Here is a grocery list or 10 random items

    1. Milk
    2. Potato Chips
    3. Bread
    4. Lunch Meat
    5. Eggs
    6. Bell Peppers
    7. Onion
    8. Ketchup
    9. Cheese
    10. Nuts

    Now associate each item in the grocery list with the corresponding item in the list from the song “This Old Man” The grocery list # 1 item is milk and the #1 item in the “This Old Man” list is thumb. You could imagine yourself making a fist with your thumb sticking straight up in the air then as you squeeze your fist milk spurts out your thumb. And adding detail to the mental imagine makes it more memorable. So instead of just milk this is 1% white milk as opposed to 2% or chocolate. Now think about little 1 shaped capsules filled with white milk popping out of your thumb as you squeeze your fist. Boop! Boop! Boop! The more ridiculous the image the easier it is to remember. What that means is remembering details about an item should now be easier. Now, instead if milk coming out of your thumb when you squeezed your fist, you could imagine a baby sucking on a thumb and milk coming out of the thumb as the baby sucked. But that almost makes sense. Well, in my world it makes sense. Anyway generally the more ridiculous the image is, the easier it is to remember. But you can obviously customize this to your own personality.

    Let’s do one more together. The second item on the grocery list is Potato Chips. The #2 item in the “This Old Man” song is shoe. You can imagine wearing a bag of potato chips on your feet as shoes. And as you step, the potato chip bag shoes make loud crunching sounds.

    Go through the grocery list using this process with every item on the list. And you will be able to remember 10 random items. Plus you will be able to recall them randomly so that if you are asked, “What is item #6,” you will remember the peg word or image for 6 is stick. Then you will see a small boy with a stick playing a song by hitting the peppers with a stick. Why a song? Well because these are bell peppers and they ring every time the boy hits one with his stick. You just got a peek inside how my mind works. I know it is a little scary but I bet you can use this technique to remember long list of items as well.

    Remember the average person today can only remember a list of 3 to 4 items. You know how to remember 10 items. You are already well above average. Your productivity and therefore your value will increase as well.

    If you are interested in having me help improve the productivity and creativity of your team, or demonstrate amazing feats of memory. Send me an email at contact @ jd-stewart.com.

  • How Sales Contests Destroy Your Sales Staff

    Sales contests are often used to motivate sales people. It is assumed sales people are naturally competitive. Therefore, giving them an opportunity to compete amongst themselves will be fun and improve both morale and productivity. In actuality it has the reverse effect. There may be a temporary boost in productivity. But there is a long term loss of both morale and productivity.

    With most sales contests there are winners and losers. The winners tend to look down on the losers because they are losers. And the losers are jealous of the winners. The result is a division within the sales team. Animosity is created between team members. In addition, the winners generally tend to be the same set of winners. Therefore the losers tend to be the same set of losers. The result is poor morale within the team which causes reduced productivity. If only one person can win then the others, even though they are good sales people, resent the winners. They would have won but the contest was rigged or, if only the timing were different, or the winner just got lucky, or the winner had been in their territory longer, or the engineering staff had sent Jim rather than Joe for sales support, or any of a thousand other things. In addition, the sales team learns not to share with one another or help each other because they want to win next time. The thinking goes, “Why would I want to help my competition?” This type of sales contest creates dysfunctional teams.

    Some sales managers realize this and therefore create contests where winning the contest does not automatically create losers. The contest is won by achieving a specified goal or sales level. Anyone who reaches a specified level wins the prize. That is theoretically better but in actuality, unless everyone reaches the specified level you still have winners and losers. Winners tend to look down on the losers and the losers are jealous of the winners. And the sales staff is still competing with each other.

    I know of several sales managers who either think this is fine or do not care. Their thinking is like this, “I don’t want a bunch of losers on my team, anyway. If they can’t hack, too bad. I hope they quit so I can hire some winners.” The problem is they do not quit. They are just de-motivated. And besides that there are many more average sales people than super stars. So the probability is the sales manager will hire another average sales person and loose additional productivity while they are learning the ropes.

    I am not against competition. I think competition is great. I believe that, not only is competition a good thing, it is vital to any business. You just need to be sure you are competing against a true opponent not an artificial one. So ask this question, what is the purpose of a sales contest? Why have a sales contest at all? The ultimate goal is to have a motivated sales staff that consistently improves sales revenue. A sales contest with winners and losers fulfils none of those goals. You may motivate a few sales people. You may have a temporary boost in sales numbers. But the team has not improved. And if the sales numbers improve, they are not sustainable.

    Would it not be better to have the entire sales staff improve their sales revenue? Would it not be better to have the hot shot sales person motivated to share his tricks of the trade with those who are struggling?

    Instead of creating individual rewards. Create team rewards, a common cause if you will. The individual wins only if the team wins. If everyone is working for the same goal then they work together. The stronger help the weaker become stronger. The result is an over all stronger team. The skills developed during the contest are now sustainable. The team has long term improvement. Rather than individuals working against each other. Everyone’s goals are now aligned with not only with the sales manager but with the business as a whole.