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First, let’s briefly go back to our friend Brad from college. Once he introduced himself to Julie, did he then launch into the “What’s your major line?”
NO WAY!!!! Instead, he started building the RIGHT type of name-based rapport-
he found NAMES IN COMMON! And I mean NAMES that MEAN SOMETHING positive to Julie.
So Brad, without even knowing it, then said, “Where are you from?” And then Julie replied, “New Palestine.” Then Brad (again without even knowing it- and because he knew EVERYONE,) would say, “Oh really! I have a friend from New Pal. Do you know Ted Johnson?” And you know what? Because it’s an extremely small world, Julie might have known Ted, and even if she didn’t, Brad was on a quest to
sub consciously find a few names in common!
Brad: “Do you know Ted Johnson?”
Julie: “Not sure, doesn’t sound familiar” (but SHE’S AT LEAST INTERESTED!)
Brad: “Well, Ted plays baseball with me. He went to New Pal High. Maybe you know his roommate Phil Brown?”
Julie: “No Way! Phil and I went to church together (smiles)”
Brad: “Ted and Phil are awesome. We play ball a lot. Now Phil’s still dating Tammy Jackson from (I think) New Pal. Do you know her?”
Julie: “Do I know her? She’s one of my BEST friends from High School!”
By now (and believe me, I watched it happen OVER and OVER) Julie is introducing Brad to her circle of friends just like Brad’s a part of the crowd! WHY? Because human beings are EXTREMELY social animals! If you know someone that I know, I instantly feel like I know you too!
Let me reiterate:
If you know someone that I know, I instantly feel like I know you too!
My wife’s really good at this. Within 10 minutes of meeting a new client or stranger, she’s already built a ton of name-rapport and has even started learning some very personable things about the (previous) stranger!
If you don’t believe this, you need to OPEN YOUR MIND!
Now back to the sales person’s example.
Here’s the first fact: Your decision-maker could care less what YOUR NAME is, could care less what COMPANY your with, and I GUARANTEE (unless he or she is 150% above the buy-line already for a product,) could care less WHAT PRODUCT OR OFFER YOU’RE SELLING!
But you already knew this didn’t you????
What your decision-maker DOES care about is what his trusted friends have done
to succeed. He cares about dealing with CREDIBLE friends and associates, NOT Total STRANGERS!
So herein lies the 2nd Power Name Technique that completes the SECRET to opening ANY Prospect’s mind INSTANTLY:
USE NAMES THAT YOUR PROSPECT IDENTIFIES WITH IN A POSITIVE LIGHT AND YOU’RE IN!!!
Back to the gate-keeper example, now that you have great profile information and are armed with the two types of Power Names:
Sales Person: “Hi Sue. Is Phil in?”
Sue: “Can I tell him who’s calling?”
Sales Person: “Sure- let Phil know that Brenda over at TRZ Company made me promise to call him. Do you know Terry, Brenda’s administrative assistant?”
Sue: “Sure- we just finished a product for Terry and Brenda.”
Sales Person: “I know- that’s why I’m calling! Terry mentioned you just got back from Vegas and hit a Royal Flush! Good Job!”
Sue: (now completely open and interested) “I know! It was SO exciting! Let me get Phil for you!”
And let’s look behind the scene to see what Sue’s saying to Phil while you’re on hold:
Sue: “Phil, Chris Anderson is on line 3. Brenda at TRZ told him to call you. He’s really nice and I think you should take a minute to take his call.”
Phil: (interested and wondering what’s going on) “Sure, put him through!”
SO BINGO! You just learned how to get right past the gate keeper! In a minute
we’ll visit with what you do now that you got Phil on the phone. But the important thing for you to remember is that you INSTANTLY opened Sue’s and Phil’s mind and CREATED INSTANT INTEREST to talk to you (unlike the other 99.999%
of the sales people who receive NO INTEREST and get SHUT DOWN faster than you can say FAST!”)
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