There are two main reasons you need to take notes on a sales call.

1. You need to ensure you don’t forget to ask about something whilst on the call.
   
2. You also need to be able to copy it into the CRM for:
   

• A sale later down the track;
• A sales manager to review; and/or
• To see trends in the data.

So how do you do it?

Split your notes into three headings.

• Headlines
• Current
• Future 

Headlines

This is what you fill out at the end of the call. It should be a 2-3 line summary of the conversation.

It can include:

• Why they purchased
• What their ultimate goal is
• What their non-negotiables are
• Why they didn’t buy
• The deal breaker they were hoping for
• Why you didn’t allow them into the program
• What the marketing suggested that wasn’t the case

Essentially anything that you, or anyone else in the company can glance at and know why they did or didn’t buy, and any agreed next steps.

Current

This is what is going on in their current life. What they’re wanting to change, and why that’s the case.

You can see an example of the layers I’d peel back in this newsletter, my notes reflect that.

It always starts with the main reasons they are looking to join the program, then the layers beyond that as I pull apart their reasons for wanting that.

Logical Reason 1

• Layer 1
  • Layer 2
    • Layer 3
      • Layer 4 

Logical Reason 2

• Layer 1
  • Layer 2
    • Layer 3
      • Layer 4 

Future

This is exactly the same layout as current.

Everything they’re hoping to get from the purchase, and why they want it.

You can see in this newsletter how I pull apart their version of heaven.

Once the call is over, I copy and paste all of this from my notes app on my computer into the CRM.

As I do this, I make sure that I have ticked off all the SOP’s (Standard Operating Procedures) as I go through. This is usually things like:

• Mark deal status
• Update prospect details
• Set a task/next step

This way, nothing gets missed and at any time the owners can look at the CRM, and have a clear understanding of what is happening and why.

The main question I get asked - “What if people don’t understand how to read your layout in current and future sections?”

It doesn’t matter. 

The headline section is for everyone else, hence why we make it short and sweet, the rest is just for you to understand.

Action Steps

Create a note in your preferred note taking app on your computer. 

At the start of each call, duplicate it with the prospect’s name at the top. 

Fill out each section as you go through the call. 

Copy and paste into the CRM when you’re done.