PMcrunch

It is not easy to be a salesman. To be an effective one, you need to sell yourself first and your products or services second. People buy not just because they want the product; they buy because they like the person who is selling the product to them and believe every word he says. In sales, trust must be gained.

To sell yourself, you need to persuade your client that you are honest, you know and believe to what you are saying and that you keep your word. [tab]Persuasion[/tab], however, does not mean you have to be so eloquent that the power of your words will move a client to making a purchase. Persuasion is more about learning about people: knowing how to keep them relaxed and secure in your presence.

Here is one great tip for how to [tab]communicate for results[/tab]:

Say his name, in the right way and at the right time.

If you are the type of person who easily forgets names, be a changed person! From now on, make it a point to use a person’s name, especially those who you have met only a few times. In doing so, you are on your way to success.

Many salesmen have used this technique. Some have successfully used it to their advantage, while others have used it abusively. Today, many people have gone aware of this strategy and will not give themselves away that easily for a sale just because a salesman has remembered their names. Does this mean you have to stop in addressing a client’s name while you speak? The answer is a big NO.

You can still take advantage of this strategy if only you will use it properly. Address your client’s name in the right way and at the right time, and you will never go wrong.

Before you address your client with his first name, ask him first if it’s alright with him. For instance, “Mr. Smith, is it okay if I call you Matthew, or is it Matt?” Don’t feel too acquainted with your client, for he still doesn’t feel ready to open up with you yet. Don’t rush someone to liking you. Ask him of his preferred way to be called. There are some people who prefer to be addressed using their title, for instance, Doctor or Detective, while some want to be called by their first name and will be irritated if they hear someone call them through their nicknames.

As for the right time, you’ll know it when it comes. Read for body language. If a client angles his body towards you and a foot is pointed towards your way, it means that he is loosening up. Also, if he smiles, it is a sign that you can start saying his name.