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According to the US Census Bureau, James is the most preferred name for males in the United States accounting for three.3% of the population and representing over four.8 million people. Dennis takes place to be the 40th most favorite men's name, given to just over 600 thousand men which is .4% of the male population.
If that is the case, why is your dentist far more likely to be named Dennis than James?
Alot more importantly, how is that relevant to the profession of selling?
The answer to the very first question, when not obvious to most many people at first, has to do with the strong similarity in between the two words. Say them out loud:
Dennis...Dentist
Dentist...Dennis
1 could really effortlessly swap the two words in a sentence and nonetheless be understood: I went to the dennis yesterday.
So why does the similarity among the sounds of the two words cause a disproportionate number of men named Dennis to select a career in dentistry? It has to do with the bond that we have with our name, and by extension to anything that sounds or looks like it. This profound connection goes even further when you take into account that Hardware store owners are 80% a lot more likely to have a name that begins with the letter H than the general population, and Roofers are 70% alot more most likely to have a name beginning with R. There is a strong tendency to be drawn to factors that we associate with ourselves, even when that association is with something as seemingly insignificant as the initial letter of a profession.
If you have a dentist named Dennis, know a roofer named Randy, or a hardware store owner named Hank, and you asked them if their name had anything to do with their choice of career they will undoubtedly tell you that it didn't. However, even although they do not know it, it most most likely did.
There are more Washingtons that live on Washington streets and much more Jeffersons on Jefferson streets, extra Florences that move to Florida, much more Louises that move to Louisiana, and alot more married couples with 1st names starting with the very same letter than the averages would recommend.
So we have established that similarities among names and possibilities are important influences on the choice individuals make. How do we use this data as expert salespeople to motivate prospects to take action to acquire our merchandise and services?
The first, and possibly the most obvious, is to use the prospects name when talking to them. Dale Carnegie put it this way, "Bear in mind that a man's name is to him the sweetest and most necessary sound in the English language." I've observed veteran salespeople give a two hours sales presentation and not when use a customer's name and then wonder why the customer had such an simple and easy time saying no to the obtain without even supplying a reason. The reality is that the use of a name is a sign of respect and trust, and builds a personal relationship between prospect and salesperson that makes is significantly much more complicated to say no to an offer you with out at least giving a great reason. The rapport of becoming on a initial name basis eliminates the evasiveness, dishonesty, and anxiety that a prospect can exhibit throughout a sales call and permits salesman and prospect to communicate openly and function together toward the obtain.
Begin the procedure by asking for a prospects name if you do not know it, and use it often as you communicate with them. Write it down if you feel you will forget it. The distinction from the client's perspective is among the perception of you as a salesperson to be skeptical of, and you as a genuine individual, a friend, and someone they will trust with their revenue.
You can further strengthen this connection by enabling the prospect to use your name. How do you do this? You remind them of it and write it down for them in a place they stays in front of them throughout your pay a visit to. Keep in mind that although it is your job to bear in mind and use their name it is also your job to aid them keep in mind and use yours. I conduct each sales call with a pad of paper to take notes and clarify particulars of my product's positive aspects. I begin by writing my name at the top of the paper, upside down to me, suitable side up to them so that they can look down at it when ever they need to use it. After a couple of times seeking down at my name and speaking it out loud they will don't forget it and in performing so strengthen the bond they really feel toward me. This bond permits me to assume the correct role of a sales representative as a consultant, adviser, partner.
Moving to the finish of your sales call, the time will come to present the prospect with an give to buy your item or service. I teach my students to continually do this clearly and in writing. But how can we use what we know about the connection of names to make them a lot more most likely to obtain? By labeling the supply presentation page, or cost page, with the clients name. For example, if I'm selling to Bob Smith I label the give page "The Bob Smith Project." The attachment of their name to the present creates a feeling of ownership that translates into a desire to own it in genuine terms by agreeing to the acquire.
Just before we conclude, I want to provide a tip for sales managers who assign sales leads to their sales team. Pay attention to the names of the prospects and any similarities to the names of your sales reps. If I have a lead for a Bob Johnson and a sales rep named Ed Johnson, all points getting equal, I'll give him that lead. The connection of the names will give the sales rep an initial benefit in the connection that they have with the prospect considering a connection will be initiated by the similarity in names.
Excellent Selling!
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