from my email:
Daily Sales Tip: When Talking to Prospects on the Phone...
...Always use their first name. I know that there are two schools of thought on this, one being that you should show respect for someone you don't know and so use either Mr. or Mrs., but I don't agree.
I think you can show respect for someone by being courteous and professional, and I think you're going to make a lot more progress if you use a person's first name. Here are the two reasons to do so:
* First, by using a person's first name you aren't immediately signaling that you're a salesperson! I mean, how do you feel when someone you don't know calls you and addresses you by "Mr." or "Mrs."? Also, when you use a person's first name, you are starting the call equal, without giving them all the power.
* Second, everyone likes the sound of their own name. In fact, psychologists have found that everyone's favorite word is their first name! By starting with that you are immediately making a connection, and a personal one at that.
Source: Sales consultant Mike Brooks
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