Naming Names
Remembering
and using your customers' and prospects' names lets them know how
important they are. Here are some tips to help you improve this
valuable sales skill and eliminate the excuse, "I'm no good with
names."
Stay focused during introductions -- don't let your attention wander when you are being introduced. Make direct eye contact with the person you're meeting and treat them as though they are the most important person in the room. They might be!
Listen carefully to the name and repeat it immediately -- verbal repetition will reinforce the new name, allow you to rehearse it, and give you a simple way to clarify difficult pronunciations.
Create a correspondence -- thinking of a favorite friend, relative, or famous personality with the same name will give you a memory jogger.
Use the name throughout your conversation -- "Paul, just how do you decide which checks to accept?" Using the prospect's name builds rapport and strengthens your memory.
These tips will help you remember a new acquaintance's name, but if you forget or don't hear it the first time, ask for it! Asking for a person's name is much less embarrassing than using the wrong one. If the name is particularly difficult ask the person to spell it.
Your prospects are your keys to the future. Focus, listen, associate, and use their names-they'll unlock the door to your future.
Good Selling!SM
