What I will teach you in this article is so disarmingly simple that I am shocked the most of the so-called sales professionals who proclaim to be in business haven’t figured this out. I regularly sell 8 out of 10 prospects who call me by phone. I have many secrets, and this is one I will reveal to you today. It is the forgotten art of the use of the surname.
What I will teach you in this blog post is so disarmingly simple that I am shocked the most of the so-called sales professionals who proclaim to be in business haven’t figured this one out.
With this one simple tip, I promise you that you will far out perform all of your competitors in the sales department when it comes to your balloon decoration business or in any service business for that matter. Read on and win.
Let me ask you a question, how do you routinely address a brand new customer who has just called you on the phone. Let’s say that her name is Veronica Patterson. When you begin to address her, how do you call her? Do you say, “I’m glad you called me today, Veronica” or do you say, “I’m glad you called me, Ms. Patterson.” Most so-called phone professionals selling a product or a service are dolts. I really mean that. Most lack common sense.
When it comes to addressing a total stranger in a business or professional setting, the immediate protocol should always be to address that person by their last or by their surname.
A lot of people are not aware of it, but in the African-American community and to a large extent within Latino, Spanish speaking communities, it is an unspoken cultural preference to be called initially by a person’s last name in a beginning business and professional relationship before assuming a familiarity which has not yet been established.
I know I whole lot of people from certain ethnic communities who if given a choice between dealing with a person who initially gives them the respect of calling them Ms. So-and-So or Mr. So-and-So and someone who just flat outright starts addressing them on first-name basis, will prefer, even if it is on an unconscious level the person who refers to them by their surname.
This Is The Secret
Always start off by calling a person Mr. or Ms. The trick is to allow the person to tell you, “Oh, please, just call me Marcia”, or “Please, just call me Tony.” Now, it’s okay to be on a first name basis, because the person has given you their permission. This may seem like a small thing, but can you say that you close 8 out of 10 calls when prospects call you about your product or service, Mr. Reader?
From Charles Prosper “The Baron of Balloons”
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