In sales, our brain, our memory, our ability to recall our process, where we are in the deal and what we should be doing is pretty important. Whether we are in front of a client, on the telephone with them or giving a presentation, there are so many going through our minds. We have to have acts, systems, processes for remembering the things that matter - to make sure we are hitting the point whilst we are still listening. Not getting lost in the weeds and forgetting the steps they shout be taking to move the deal forward.

How many times after the meeting do we ask, I wish that I had asked that question? This is hard and if we don’t practice it outside of the moments, what ends up happening is that we miss what’s going on. In the game of sales, memory is a critical element of our sales ability - we have to remember facts about our product, company, how we compete but we also have to really remember and think about what the other person is thinking, what they care about. I think this is why sales is a performance profession. Sales is not just knowing what and how and having the facts, it’s how you present them and how you execute your game.