Salespeople often feel they need to show respect by using a
title – such as Mr. or Ms. – with their prospects.
However, in sales,
titles are sometimes not seen as a sign of respect – they can
even be interpreted as powerlessness.
We address superiors
and people older than we are as Mr. and Mrs., but we address our
peers and those close to us by their first names.
Addressing people by
title could possibly put salespeople into a subservient role.
Our goal is to have equal business stature with our prospects.
By addressing your
prospect as a peer, you show them respect because you will be
viewed as more of a partner instead of as a vendor. You will be
able to help solve a problem, not peddle your wares.
Isn't respect more important than being liked? Call them by
their first name and move naturally into the purpose of your
call. It places both of you on a level playing field, and then
you can deal with the issues at hand as peers.
Sandler Systems, Inc. All rights reserved.
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