Keep a
Mysterious Black Book - And improve your sales effectiveness!
Call this a 'throwback' idea or tip but if
you're serious about a career in sales and you want to continue to improve your
selling skills and abilities (and subsequently) earn more, then keep a black
book.
What's a Black Book?
A black book is literally a bound book of some
sort or another (see some popular choices below) that you use to record
virtually anything. It is a single and central repository of everything that is
or could be important or significant to you.
9 Good Reasons to Keep a Black Book
1. Black books keep you more organized. Instead of having
sheets here and there, notebooks here and there, smart phone notes here and
there, your black book is the one place for everything. This means you can find
everything you need. Use it for brief client notes, selling tips, ideas on
prospecting, brain storming sessions on marketing, to do lists, doodling (yes,
doodling), sales meeting notes, quotes (see the list below for more ideas).
Everything and anything you might want to refer to or remember. It will save
you time, frustration and hassle.
2. Black books keep you focused. You can record
important things like your goals and objectives. You can use your book to
create a daily "To Do" list. Note your priorities. Your book will
keep you on task.
3. Black books keep you motivated. Use your black book to
record your 'victories' or to list your dreams. Use them to record your
results. Jot down inspirational quotes. Cut out pictures of what you'd like to
buy or places you'd like to visit or scenes that inspire you. Tape them inside.
Refer to them. Remind yourself of what you've achieved and what still lies
ahead. Note your 'losses 'and 'defeats.' Jot down why you might have lost a
sale. What did you learn from the experience? Were you prepared enough? Do you
need to brush up on a skill? Should you be working on your product knowledge?
You'll find it quite rewarding when you take personal responsibility.
5. Black books make you more creative. When a good idea pops
into your head, capture it in your black book. Immediately. Craft some notes
while the idea is still sizzling away. Go back to the idea later and expand on
it. In this manner, you'll never lose the thread. (You can use your black book
to "mind map" your ideas. Mind mapping is a way to more effectively
tap into the creative, right side of your brain. Check the internet for Joyce
Wycoff's book called "Mindmapping."
It will literally change your life.)
6. Black books make you look...well...smart. This may not be a big
deal for you but when you go into a meeting with your black book under your arm
you immediately set yourself apart from the crowd. Look around. Half the people
won't even be equipped with a pen or a pencil. People who count (bosses,
executives, owners and the like) take note of someone who comes prepared. It
elevates your status.
7. Black books become your sales
encyclopedia. When you read or hear a good sales tip, jot it down or cut it out
and paste it in your book. If you listen to a speaker and you like what he
or she says, put it in the book. When you learn a new technique, grab a
pen and write it out. This simple act will help you retain the
information better. More importantly, you can go back and review your
notes every month and remember those sales tidbits your forgot.
8. Black books make you mysterious. Well...not
really... but people will take notice and the WILL ask you about it. Then
you can show them how valuable it is. Pass the word. Do a good deed. All that
stuff. In any event, it's kind of fun because others get intrigued by
it.
9. Black books create a legacy. I have black books
dating from the late 1980's. Every now and then I haul out one or two. I see
how I have progressed and matured. I sometimes see where I have regressed. Here
and there are some really hare-brained ideas. But there are also some
interesting insights. In any case, it gives me a sense of personal development
and growth. I suspect it will do the same for you.
Use your black book to:
Here is a summary list of things you record in
your black book. But don't feel constrained. Use it however you see fit.
- List your sales
victories
- Stimulate thoughts
and ideas
- Record your yearly
sales goals and objectives
- Record your daily
goals and objectives
- Make notes about
your clients
- Take meeting notes
- Take notes while
on the telephone
- Impress your boss
with your thoroughness
- Tape in articles
of interests on sales ...or whatever
- Paste in pictures
that inspire
- Write compelling
quotes
- List "lessons
learned" from your mistakes
- Jot down "Top
10 Lists" ( e.g., Top 10 fiction best books, best movies, best
restaurants, best business books, best web sites etc.)
- Create daily to do
lists
- Doodle and draw
- Jot down dreams and
ideas
- Note your
achievements
- Draft proposals
- Write down quotes
("Never, ever quit," "L'audace, l'audace, toujours
l'audace!" etc.)
- List strategies to
develop new customers
- List ways to
develop your relationship with existing clients
- Jot phone numbers
and messages
- Note questions or
issues
- Rate restaurants
that you visited
- Insights and
observations on anything
- Recipes (All Purpose BBQ
rub)
- ... you get the picture,
right?
-
Choosing Black Books
First off, black books don't have to be black.
Color doesn't matter. It's what's contained inside.
Next, go to any bookstore and you'll see
ever-growing displays of "Moleskin"
books that are leather or cloth bound. More expensive, they tend to have a
'neat' look. People like Ernest
Hemingway used them, so you'd be in good company. They come in
different sizes and themes. Piccadilly make a less expensive version and it's
just as effective. Check them out on line.
I have gone to art stores and purchased blank
sketch books. These books are sturdy rugged things, and they give you lots of
space to write, sketch, and map out your ideas.
But you don't have to get fancy. Your black book
can be an inexpensive wire bound notebook that you can get almost anywhere for
a few bucks. Doesn't matter. Whatever you like; an expression of yourself.
Black books or 'journals' are nothing new by any
stretch of the imagination. Caesar had one (it was in a scroll format, of
course). Napoleon had one too. Most professional golfers keep a version of a
black book. Most great figures had a black book of one sort or another. I'll
bet a lot of sales gurus have them as well.
Can your Smart Phone be a Black Book?
No. First off, it lacks the panache. (Look that
word up). More importantly, they are not particularly good for extensive notes.
Use your phone as a memo pad, not black book.
Invest in yourself today and you'll find
yourself in good company.
Jim Domanski is president of Teleconcepts Consulting and works with companies
and individuals who struggle to use the telephone more effectively to market and
sell their products and services. Visit his web site at www.telesalesmaster.com or call 613
591 1998.
George Torok
Host of Business in Motion
Business Speaker
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