Why Your Dentist Is Termed Dennis, Maybe not James

According to the US Census Bureau, James is the most popular name for men in the Usa accounting for 3.3% of the population and representing over 4.8 thousand individuals.A Dennis happens to be the 40th most popular men's name, given to just over 600 thousand men which is 0.4% of the male population.If that is the situation, why is your dental implants dentist Dallas more likely to be named Dennis than James?More essentially, how is that applicable to the career of selling?The solution to the first question, while not obvious to most people at first, has to do with the strong similarity between the two words.A Say them out loud:Dennis...DentistDentist...DennisOne could effortlessly change the two words in a phrase and still be understood:A I went to the dennis yesterday.So why does the similarity between the sounds of the two words cause a disproportionate number of men named Dennis to select a career in dentistry?A It's to do with the bond that we have with our name, and by extension to anything that sounds or looks like it.A This deep connection goes even further when you consider that Hardware store proprietors are 80% more likely to have a name that begins with the letter H than the normal population, and Roofers are 70% more likely to have a starting with R.A There is a strong tendency to be attracted to things that we associate with ourselves, even when that connection is with some thing as seemingly minor as the first letter of a profession.If you have a named Dennis,A know a roofer named Randy, or a hardware store manager named Hank, and you asked them if their name had anything to do with their choice of career they will undoubtedly inform you that it did not.A Yet, even though they do not know it, it most likely did.There are more Washingtons that live on Washington streets and more Jeffersons on Jefferson streets, more Florences that move to Florida, more Louises that move to Louisiana, and more married couples with first names starting with the same letter than the earnings might suggest.So we have established that similarities between names and possibilities are major influences on the decision people make.A How do we use this information as professional salespeople to motivate prospects to take action to buy our goods and services?The first, and probably the most obvious, is to use the prospects name when talking to them.A Dale Carnegie put it this way, "Remember that a name is to him the nicest and most important sound in the English language."A I've seen experienced salespeople give a hours sales presentation and not after use a name and then wonder why the buyer had such a simple time saying no to the purchase without even providing a reason.A The truth is that the use of a is a of respect and trust, and forms a particular relationship between prospect and salesperson that makes is significantly more difficult to say no to an without at least providing a great reason.A The partnership of being on a first name basis reduces the evasiveness, dishonesty, and panic that a prospect can demonstrate during a call and allows salesperson and prospect to communicate freely and interact toward the purchase.Start the process by inquiring for a name if you do not know it, and use it often as you communicate with them.A Write it down if you feel you'll forget it.A The difference from the client's perspective is between the perception of you as a salesperson to be skeptical of, and you as a person, a friend, and somebody they'll trust with their money.You can further strengthen this connection by permitting the prospect to use your name.A How do you do this?A You remind them of it and write it down for them in a place they keeps in front of them during your visit.A Remember that while it's your job to remember and use their name it's also your job to help them remember and use yours.A I perform every sales call with a of paper to take notes and explain specifics of my product's benefits.A I start by creating my name at the top of the paper, upside down to me, right side up to them so that they can look down at it when ever they require to use it.A After a few times looking down at my name and talking it out loud they'll remember it and in doing so strengthen the bond they feel toward me.A This bond allows me to suppose the proper role of a sales representative; as a consultant, adviser, partner.Moving to the end of your sales call, the time will come to provide the prospect with an to buy your solution or service.A I show my students to usually do this clearly and in writing.A But how can we use what we know about the connection of names to make them more likely to buy?A By labeling the offer presentation page, or price page, with the clients name.A For example, if I'm attempting to sell to Bob Smith I label the offer page "The Bob Smith Project."A The connection of their name to the offer produces a feeling of possession that translates into a desire to own it in real conditions by agreeing to the purchase.Before we conclude, I need to offer a suggestion for sales executives who allocate sales leads to their sales team.A Pay attention to the names of the prospects and any similarities to the names of your sales reps.A If I have a lead for a Johnson and a rep named Ed Johnson, all things being equal, I'll give him that lead.A The connection of the names will give the sales rep an benefit in the connection that they similarity in names.Fantastic Selling!