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Sales Tip of the Week in association with CIM.

How many times have you received the response ‘I’ll sleep on it’ when you’ve put forward a proposal to a customer or senior colleague?

Well, research has now confirmed that sleeping on a problem is not just a delaying tactic but can really help us solve a problem. And it can help you with the sales process too: the research found that people are able to think more laterally and quickly after a nap.

Dreaming

It seems that, if you dream, this ability to think creatively is even more enhanced. And solutions in sales are having to become ever more creative.

Psychiatrist at the University of California, Professor Sara Mednick, who led the study, said: ‘We found that, for creative problems that you’ve already been working on, the passage of time is enough to find solutions. However, for new problems, only REM (rapid eye movement indicates when you’re dreaming – Ed) sleep enhances creativity.’

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