Wednesday, September 10, 2008

Your Prospects & Customers Need to Hear Their Names

My post yesterday dealt with how important it is to record names as you come across them from prospective customers. Chances are, the big sales you are trying to close will involve several people within a company. Just knowing their names is only the beginning, however.

Your prospects and customers need to hear their names when you speak to them. This will slowly build the needed rapport that is necessary in closing sales.

Make sure you engage your prospects and customers with their names. The more they hear them, the more likely they will view you as a known quantity and warm to the idea of doing business together. Do not underestimate the value of engaging prospects and customers with their name. And always remember, the sweetest sound one can hear is one's name.

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