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Lethal Sales People take Name Based Rapport to an entirely new level! They remember EVERYONES name, and know everything about their Prospects and Customers! They seem to be programmed to remember.
I went on a demo with one of our Black Belts in Texas. We stopped by an account to sign a new contract. Sheila (our Black Belt) walked in, sat down with the Prospect, and proceeded to talk about the Propsect’s family for about 10 minutes. “How’s Mike? (her husband) and is his sister Mary still getting married this fall? Now she lives in New York, right? O.k. And how are your kids Julie and Brad? Are they getting ready for the new school year? Now Brad’s going to be in 7th and Julie’s a sophomore?
And the other thing I noticed, was that Sheila’s Customer also remembered a lot about Sheila’s family!
And as Sheila proceeded with her demo to sign another contract with this Customer, I heard her use at least 10 names of other customers that made TOTAL sense to her current Customer.
I can’t explain Sheila’s demo other than it was a “natural” event. It was conversational, exciting, and contained absolutely no pressure.
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