Why Your Dentist Is Named Dennis, Not David

According to the US Census Bureau, James is the most popular name for males 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 case, why is your orthodontics La Jolla more likely to be named Dennis than James?More notably, how is that relevant to the career of selling?The answer to the first issue, 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 may effortlessly swap the two words in a phrase and nevertheless 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 appears like it.A This powerful 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 general 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 association is with something as seemingly simple as the first letter of a profession.If you have a named Dennis,A know a roofing named Randy, or a hardware store owner named Hank, and you asked them if their name had anything to do with their choice of career they will certainly tell you that it did not.A Yet, even though they don't 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 averages might suggest.So we have recognized that similarities between names and options are important impacts on the selection people make.A How do we use this data as skilled salespeople to encourage prospects to take action to buy our products and services?The first, and possibly 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 have seen veteran salespeople give a hours sales presentation and not after use a name and then wonder why the buyer had such an easy time saying no to the purchase without even giving a reason.A The reality is that the use of a is a of respect and trust, and creates a personal relationship between prospect and salesperson that makes is significantly more difficult to say no to an without at least giving a good reason.A The union of being on a first name basis reduces the evasiveness, dishonesty, and anxiety that a prospect can demonstrate during a call and allows salesperson and prospect to communicate freely and come together toward the purchase.Start the method by asking for a name if you don't know it, and use it usually as you communicate with them.A Write it down if you feel you'll forget it.A The distinction from the client's perspective is between the perception of you as a salesperson to be suspicious of, and you as a person, a friend, and some body they'll trust with their money.You can further strengthen this connection by allowing 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 is your job to remember and use their name it's also your job to help them remember and use yours.A I execute 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 actually 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 experience toward me.A This bond allows me to assume the appropriate position of a sales representative; as a consultant, advisor, partner.Moving to the end of your sales call, the time will come to present the prospect with an to buy your merchandise or service.A I show my students to constantly 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 value page, with the clients name.A For instance, if I'm attempting to sell to Bob Smith I name the offer page "The Bob Smith Project."A The attachment of their name to the offer makes a feeling of possession that means a wish to possess it in real conditions by agreeing to the purchase.Before we end, I need to offer a suggestion for sales managers who determine 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've a guide 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!