Medical researchers have discovered “face blindness.” People afflicted with the condition see a familiar face but cannot recognize it. What does this have to do with marketing and sales? What if a person fails to recognize a selling situation?
Sales people might benefit from being aware of “face blindness.” Have you ever struggled in a sales appointment only to recall after it resembled a prior meeting? The inability to identify similarities in selling circumstances may limit success.
Here’s a potential solution. Try breaking the call down into steps. This might help you discern what’s happening before it is too late. Watch for recurring themes. Take steps to avoid “face blindness” in your sales and marketing activities.