by Brad Zupp
January 28 Part 3 due
February 11 Completed document due
1Picture the bound report. Make up a cover page that is over-the-top with gold embossed letters, a beautiful binding, and thick, expensive paper. Or go the other direction and make it horribly ugly, plaid, tie-dye, or fluorescent green.
2January = Baby New Year. 3 = tricycle.
3Picture Baby New Year riding a tricycle over your report, which isn’t hard because it’s looking pretty thin with only the first part done.
4Repeat for part 2. 16 = the age many people get a driver’s license. See Baby New Year now driving a car over your report, hitting it like a minor speed bump. If you need more for “part 2” think of a pair of shoes for “2” and see the car driving over the shoes.
5Repeat for part 3. 28 = shoes (2) on an octopus (8). Baby New Year and an octopus wearing two shoes wrestle with your now quite thick report that has a picture of a tricycle on the cover to represent 3.
Use this technique to keep your mind sharp and impress people at the office. Instead of looking up the deadline for each project, you’ll know it “off the top of your head.” I can’t overstate how amazed people are with the ability to remember details like this.
[ 59 ] The Next Level: Remember More Names for Business
IF YOUR LIVELIHOOD depends on how well you know the names of prospects, clients, and coworkers, it’s time to step up your game and master memorizing names. The Ask a Question technique detailed in part 1 here is an excellent first step, but it may not be enough. There are two others that will take your memory for names to the next level.
THE TECHNIQUE The Facial Feature and Best Friend Methods
The Facial Feature Method relies on being able to identify and remember facial features well. This has always been hard for me as I have a mild form of face blindness (prosopagnosia), the inability to recognize faces. However, if you’re a person who “never forgets a face,” this technique may work well for you. The Best Friend Method is easier for me because it starts with the name and then connects the face. This often works well for people who are introverts or “word people.”
Both hacks make names memorable by associating them with something you already know. Try both and use the one that works best for you. You can also practice both techniques and use whichever one appeals to you more when you meet a new person.
HOW TO DO IT
THE FACIAL FEATURE METHOD
This technique works well when someone’s face is memorable.
1Identify an obvious facial feature that stands out: amazingly beautiful eyes, a unique nose, sharp cheekbones, big dimples, etc.
2Use the Ask a Question technique to hear the person’s name and cement it in your short-term memory.
3Change the name into a picture like with the CAR Method for learning foreign languages.
4Associate the picture with the person’s unique facial feature.
5Review the facial feature, their name, and the creative connection after you finish speaking with them, and again later that day when you brush your teeth.
6Repeat the review the following morning and again later the next night.
Here’s an example:
You meet a man with a noticeably long nose named Tony. You identify the nose, discuss his name (“Is that short for Anthony?”), and change the name into a picture of a toe. Imagine a large toe instead of his nose.
THE BEST FRIEND TECHNIQUE
This technique works well for most people.
1Learn someone’s name. Use the Ask a Question technique.
2While discussing the name, think of someone else who shares the name, like a famous person or a friend of yours.
3Mentally compare the person you’ve met with the famous person or your friend. What features are similar and what are different? Are they complete opposites? Study the person, looking for a resemblance.
4Review the interesting interactions that night, the next morning, and again as needed.
Here’s an example:
You meet a person named Larry (“Is that short for Lawrence or just Larry?”). The person you’ve met is about 5'9", with dark curly hair, and solidly built like a football player. You compare him to your friend named Larry (if you have one), the basketball player Larry Bird, or the comedian Larry David.
Note the differences and similarities as you chat. Imagine him playing one-on-one basketball with 6'9" Larry Bird. Picture him onstage telling jokes with Larry David. Add exaggerated details: Is new Larry so excited to meet Larry Bird that he starts to cry? Is new Larry better at basketball?
To use this technique with the Tony in the first example I’d imagine him interacting with Tony Soprano, Tony Stark, Tony Shalhoub—or all three!
Regardless of the technique you use, the three keys to maximizing your memory for names are: 1) If you miss the person’s name, apologize and immediately ask for it again (it’s much better to admit you missed it than to have to ask again days later); 2) Frequently review the names of the people you meet; and 3) Make the decision that people’s names truly matter to you. This tells your mind to pay attention, and it will work harder to help you.
[ 60 ] Remember Names for Networking
IN BUSINESS—ESPECIALLY sales—we often meet people at trade shows, mixers, or other networking events. Knowing the names of people is an essential tool in work and sales, but the ability to introduce people is a skill that really impresses. Not only do people appreciate hearing their name and knowing someone remembers them, they love it when they’re introduced to other people. You’ll be a networking pro and prized for your genius-level memory skills.
THE TECHNIQUE The Introduction Method
Introducing people to others requires that you remember the name in the first place. Use the Facial Feature or Best Friend Method (see here) to start the process. As soon as possible after learning the new person’s name, introduce them to someone else. As you introduce them, be sure to make use of the Ask a Question technique (see here). Mention what you learned—their name is short for the common longer version (Tom but short for Thomas, for example) or the spelling. If applicable, you can also add, “This is Brad . . . like Brad Pitt!”
Once you start practicing this technique, your memory for names will go into overdrive. Your mind recognizes that it will be called on immediately, so your focus improves.
HOW TO DO IT
1As you introduce the person, visualize the mental connection you made when you met them. Saying their name again tells your mind this is especially important, and reviewing the silly image helps even more.
2Take breaks from meeting people every 5, 10, or 15 minutes, depending on your capacity for new names, your skill level, and the natural ebb and flow of the event. Excuse yourself to go to the buffet, get something to drink, or check your phone. Then mentally review the faces and the names of the people you’ve met. If possible, locate them around the room and reassociate their face with your mental image of their name. Adding a minute of review will greatly add to your recall later.
3Combine this technique with the next technique to remember details about people, and then share a pertinent detail or two when you introduce that person to someone else. It’s a great conversation starter and will solidify the name and details into your mind. You’ll soon have a valuable reputation as someone who “knows everybody”!
[ 61 ] Remember Details of Clients, Prospects, and Coworkers
BUILDING CONNECTIONS AND instilling trust is tremendously important in life and business. How can we do that, though, if we frequently forget people’s details? A salesperson I worked with often lost sales because of his memory. One prospect told him, “I’m not at all interested in ABC because . . .” but 10 minutes later, my colleague was explaining the benefits of ABC. The expression on the prospect’s face: confusion followed by disappointment and lack of trust. He probably thought, “How can I trust this guy to help me find the right product when he clearly doesn’t listen?”
Improving
your listening skills and memory will result in easier connections, better likability, and more business.
THE TECHNIQUE CARE and Then Share
The technique is a modification of the CARE Method you learned here. It’s a simple method of remembering details about the lives and preferences of your coworkers, clients, or prospects. Here, we add an s to CARE:
•Commit
•Pay Attention
•Repeat
•Envision
•Share
Sharing works especially well in business and sales.
HOW TO DO IT
1COMMIT. Many people are able to commit to being a better listener in the work environment than at home with their family. Still, be sure to commit to listening with intention. Go into the encounter with the goal of listening to what the other person says and how they say it.
2PAY ATTENTION. It’s important to listen with your full attention without thinking about or planning what you will say next. Watch the face and body language of the other person. Stay focused by noting their attitude, expressions, and moods.
3REPEAT. Listen for key details such as likes and dislikes, names of important people in their lives, hobbies, and interests. The details will vary depending on what type of conversation you are having, but if you’re listening, you will know the right details when you hear them. Repeat a keyword or phrase as appropriate. “Oh, you hate the color blue?”
4ENVISION. Translate the keyword or phrase into a picture and envision them doing it. Visualize them smashing the product you were going to suggest with a hammer because they said they had one previously they didn’t like. Imagine the person and their golden retriever out for a walk. Picture them and their three kids playing together.
5SHARE. Briefly share a detail that relates to theirs and end with a question. “I love dogs and have one of my own. How old is yours?” or “Blue is our most popular color, but we have it in others. What is your favorite color?”
6GO BACK TO STEP ONE AND REPEAT THE PROCESS. There will be a natural break where it’s your turn to talk about yourself, business, or your products. Until then, commit to listening and learning about your prospect, client, or coworker.
7AFTER THE CONVERSATION REVIEW THE KEY DETAILS USING AS MUCH CREATIVITY AS POSSIBLE. Try to imagine how the dog looks or what their kids are like. This review tells your mind the details are important. Visualizing them is the way to help your mind remember best.
8WHEN YOU NEXT SEE THE PERSON YOU’LL NATURALLY REMEMBER THE CONVERSATION AND THE DETAILS WILL POP INTO YOUR MIND. You can start the conversation with a question like, “Hey, how’s your dog?” or “Last time we spoke I think you mentioned you had three kids—is that right? How are they?” They’ll appreciate how much you care and be impressed by your memory and listening skills.
[ 62 ] Remember the Lunch or Coffee Order at Work
“HEY, PICK ME up a latte on the way back, will you?” Do you have to grab a pen and sticky note to remember your coworker’s order? By using your imagination, you’ll impress everyone as you remember how they like their coffee or their lunch order without using notes. If you learn and use this method people will think you’re a genius!
THE TECHNIQUE The Genius Method
Once again, remembering the difficult becomes easy if you use your powers of imagination and association. You will picture the person, exaggerating them to make them more memorable, and then picture their order. That means translating anything not easily recalled into an interesting image. Then you’ll connect the person with the order. It’s the Link Method modified for food and drink, though it can also be used to remember to pick up dry-cleaning, toner for the printer, or any other order you’re asked to handle.
HOW TO DO IT
1Pick a feature of the person for whom you’re getting the coffee, food, or other item.
2Translate the order into another creative mental image. It should be easy to remember coffee, for example, but what about the other details? Add as many silly details as needed to fix it in your mind:
•Picture the size by exaggerating: a one-ounce cup of coffee for small, five-gallon bucket for medium, and a hot tub for large.
•A latte could be a fancy watch (the word “latte” looks like “late”). An iced coffee can be imagined as a huge block of dry ice.
•Any other details can also easily be imagined (including soy milk: picture a block of soy tofu instead of the milk).
3Many times people will say, “Everything except . . .” and list an item or two. For example, “I’ll have a BLT on wheat with everything, but make sure they don’t put mayo or butter on it.” What then? To exclude something, you still picture it (so you don’t remember what not to include) but think of it being destroyed, left behind, locked up, or otherwise prevented from being added.
Here’s an example:
You picture your manager and a BLT (a pig wrapped in lettuce with a tomato in its mouth) in a field of wheat (make sure the pig image is huge so it’s easy to see in that field). Picture standing near the pig, valiantly defending it from the huge jar of mayonnaise approaching. In the other direction, a stick of butter is sneaking up. You turn back and forth, intent on not letting either one get near.
This is an easy way to make a big impact at work. Most people feel overwhelmed with taking someone’s coffee or food order, let alone having to remember to stop at the office store and pick up several items. Using this technique takes little effort and greatly impresses people. It’s your call: Help them out by teaching it to them, or keep it to yourself and let them assume you’re brilliant.
[ 63 ] Remember Customers’ Favorite Orders & Preferences
DO YOU HAVE a favorite coffee shop, restaurant, or vendor? Chances are, they’ve made the effort to know what you like, and you feel valued when they remember it. We can do the same with our customers and clients by using memory hacks to remember what they prefer. The more they feel important and special, the more business they bring.
It doesn’t have to be daunting. We naturally remember these important details—in time, through rote memorization. Someone ordering a certain item every week will eventually stick in our minds. But by consciously applying this memory technique we can make the process easier and quicker.
THE TECHNIQUE Recognize and Associate
This is the CAR Method with a twist. You have to remember your client somehow. Review The Next Level: Remember More Names for Business here for strategies to remember what and who they look like. Next, you convert their favorite order into an image. That should be pretty simple whether it’s a preferred service, an inventory item, or even something intangible like a stock or mutual fund. Associate the customer with the image of their preference, and then add details while reviewing.
HOW TO DO IT
1Convert the customer into an image. Use their name, see their face, or imagine their company name or logo.
2Convert the preference into an image. Make it interesting and exaggerated.
3Associate the customer and the preference in a unique, strange, or silly way.
4Review the connection. Can you make it bigger, more colorful, add more action, emotion, or texture? The mental story or movie should be vivid and clear.
Here’s an example:
Ted doesn’t use computers much but loves technology investments. As his financial adviser, you talk to him monthly about his portfolio, and he’s always looking for ideas about tech stocks. While this should be easy to remember, for some reason you have a hard time keeping it in mind. Drive your CAR to the rescue.
1What does Ted remind you of? Is he a voice on the phone or do you know him well? Picture him in your mind.
2When you think of technology investments, what is the first thing that comes to mind? Can you boil it down to an icon, like a computer? Imagine the computer, including color and shape. Don’t make it sleek and cool: Imagine an old fashioned, huge, dated computer. Don’t worry, you won’t think, “Oh, Ted likes to invest in old-fashioned things.” Imagin
ing something outdated, ugly, or broken is often more memorable than something modern and gorgeous.
3Associate Ted with the computer image. He’s juggling several computers, drooling over how cool they are, collecting them and stacking them up, or whatever your mind creates.
4Review, adding detail and especially more emotion.
You can do the same for a customer’s coffee order by imagining their face with their favorite drink variations balanced on their head: Caffè Marocchino a la Italia could be pressing (espresso) melted chocolate (the image for the cocoa powder) into their hair and adding a bunch of milk froth in a swirl to their eyebrows. The next time you see them, your mind will recall the creative image, especially if you add more details.
[ 64 ] Recognize Voices on the Phone
A CALL COMES in. The voice greets you by name and starts chattering away about a business topic as you rack your brain to figure out who it could be. They know you, but you can’t place them. Sometimes we recognize the voice but can’t recall the person’s name or company. If this happens occasionally, people are sure to understand. If it happens often, it becomes an embarrassing liability. Can you identify your favorite singer’s voice even if it’s a new song or the voice of an actor without seeing the TV? If so, you can improve your auditory memory, too.
THE TECHNIQUE Identify Vocal Characteristics
The first step in this process is to assess whether you are having trouble identifying voices or if it’s difficult to connect the voice with a specific person’s name and details. The next steps are to be able to identify a person and to create a mental identifier for their voice. To better recognize voices, it helps to draw your attention to how different people sound. Start with your family and coworkers and get into the habit of noticing these vocal characteristics: