Always Say Their Name

This is the most powerful thing you can do, and you will probably forget it. No, it is not asking if you can quote the prospect, it is the person you are selling to own name.

Perhaps this has happened to you, you go meet a client or a potential customer, and you shake hands and make introduction. A few minutes later on a plant tour you realize you have no idea what this person name is. You will hope one of their colleagues’ say their name, so you can remember, but eventually you will ask again. What do you think your chances are of closing a sale with a person who’s name you can not remember? I would say not terribly likely, can you say good-bye money.



"Hello my name is ?????"

If you forget names easily, you are not alone, and it is probably not your fault either. One study done by Cohen & Faulkner, 1986 suggest that up to 69% of people will forget a person first name. Imagine that, of 10 salesmen that go and talk to them only 3 will remember his name a few minutes later. Wouldn't you say those 3 have quite the leg up when it comes to closing the sale?

Another point to remember their name is because people like hearing their name, it tells them that they are significant enough to remember. Talk about a confidence boost to that person! Your prospect will like you better just because you remember and use his name.

Try to use their name as often as you can. It will help you remember it, and it shows that you think they are important enough remember who they are. So instead of asking “how long have you been purchasing manager?” say “Sahara how long have you been purchasing manger?” It is a slight difference that will have a tremendous impact when it comes to closing a sale.

I know this seems straightforward but think how often you do not do it. By using their name, you already stand above 70% of her other sales reps that will forget it. Secondly it will tell them that they are relevant to you and everyone like to feel important. Finally, use their name often, it will help you remember, and they will like it too! Remembering and saying their name is a solid basic first step to help you more in closing a sale and make you more money, and that is the name of the game.

video tips on how to remember names
http://closing-a-sale-from-a-z.blogspot.com/2012/03/tips-on-how-to-remember-names.html