How I Raised Myself from Failure to Success in Selling Ch 22

Remembering Names and Faces

• Importance of Remembering Names: Memory training highlighted the crucial role of remembering names in business and social settings.

Three Key Rules for Remembering

• Impression: Effective memory isn't just about memorization, but about observation. A clear impression of a person's face and name is paramount. Pay close attention, actively listen, and ask for repetition or spelling if necessary. This avoids self-consciousness, the eye takes a mental photograph of faces, and a vivid impression is key.

• Repetition: Repeating a name immediately and several times throughout the conversation helps retention. Include the name in your conversation. If the name is difficult, ask for pronunciation confirmation. Repeating the name silently during conversation also aids in recall. Writing down the name after meeting the person also strengthens memory. Dealing with multiple people at once? Take time, group names into memorable sentences or phrases, and associate them with a mental image.

• Association: Creating linkages, or associations, between new names and existing knowledge or images, strengthens memory. This involves forming a story or image that incorporates the name and other relevant information. Use humor and unique mental images to make the memory stick. Recognizing names or people from the past is associated with specific events, settings, and people.

Overcoming Forgetfulness

• Overcoming Embarrassment: It's natural to momentarily forget a name. Acknowledge the situation (laugh it off) to ease tension and embarrassment.

• Active Recall: Practice calling people by name. Be deliberate, instead of just saying "hello." Repetition of the name, followed by repetition at intervals, is vital.

• Pre-Meeting Preparation: Familiarize yourself with people's names beforehand, whether it's for a meeting or event. Make time to review beforehand; for example, a membership list prior to meetings is beneficial.