Published by Jeppe Liisberg
Every sales person knows that it’s a good idea to develop rapport by addressing people by name when you call them. There are pitfalls, however, if you do this in an awkward, intrusive or repetitive way.
You’ve undoubtedly had the experience of dealing with a pushy salesperson who inserts your name into almost every sentence, and your natural reaction was probably to pull back and feel irritated or resistant. Here’s a guide to building rapport with your sales leads by using their names gracefully and organically in your phone conversations.