Monday Minute: How to close a prospect know their name

26 Sep

Know the prospect by name. 

Now if you are anything like me you’ve read 1000s of articles on how to prospect, how to close, and Market yourself and your business. 

And there’s one thing that comes up repeatedly and that is to know the person by name

I personally find it quite aggravating that someone will know a derivative of my name but not my actual name. 

Here’s an example someone will say ‘hey Anthony’ but the name is actually a Antonio. 

Now if you want to close someone they have to feel you know them. And if you don’t know their name- you don’t know them at all folks

There is literally no excuse not to remember a name. Now you can tell me you’re bad with names, you have no short-term memory, excetera, excetera. All you did was give me excuses. All you did was lose the prospect or sale. 

Now here’s a trick: As soon as you meet someone use their name in a sentence right away. 

Here’s another trick: If you exchange business cards on the back of the card write their name and something about them. Example: Johnny loves cars. Johnny was a ballplayer. This will be something you can refer back to.  It also makes them a real person.  When you write things down you will remember them better.  In fact I would bet this is true for 95% of the population.

Whether you’re trying to build a big team, trying to close the policy, or trying to sell a car- you have to know their name.

 I can think of about 10 people who I know by name who get my name wrong and it just gets under my skin! Needless to say they did not get my business or my support or my signature or any of the things they were looking for. But you know what they do have? A negative connotation attached to them in my brain-which you never want to happen in sales or recruiting or prospecting. Never.

LIVE BROLIC !!!

Advertisements

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s

%d bloggers like this: