It’s really easy to do, only if more salespeople knew about this.

1 day I was conversing with Greg, a customer of mine that is the typical manager of the dealership within the Orlando, Florida area. He told me concerning the time he previously been a volunteer on the Walt disney world annual marathon. His job have been offering candy bars to runners on the 22 mile mark “candy stop,” which was toward no more the marathon. He did this using a small group of other volunteers.

Greg said initially a couple of from 10 runners accepted his bag of chips offer. Then Greg noticed each runner had their name on the shirt. So he made a decision to start giving them a call by their name when offering them a bag of chips. “Tyler, would you like a bag of chips…Martha take care of a candy bar…”

To his surprise, once he started saying their names, his candy bar acceptance rate jumped to the 90% range.

The other candy volunteers started noticing what was happening with Greg, so they really started saying each runner’s name too. Suddenly they’d comparable rise in acceptance rate.
The change was so dramatic that
Greg wanted to try an experiment…

Greg asked the other volunteers to prevent using the runners’ names to see what can happen, and so they agreed and all sorts of stopped. They still developed a pleasant offer, but they said, “Here’s a bag of chips…would you care for a candy bar…” without mentioning any names. As quick since they stopped achieving this, their acceptance rates dropped down again to around the 20% range again.

The reason why Greg informed me this story was because we just completed doing a dealership wide phone sales audit at his store.

One of the tests we did that prompted his story was study of two categories of calls.

In Group A: We randomly pulled calls in which the salesperson used the prospect’s name putting on throughout the telephone conversation.

In Group B: We randomly pulled calls in which the salesperson didn’t use the prospect’s name through the telephone conversation. In general with this particular group, the salespeople were just as friendly and some even said “Ma’am” or “Sir” since they talked. They just didn’t repeat the prospects name including “Mr. Jones” or “Bill.”

At Greg’s dealership the vehicle sales department had a 36% greater appointment rate after they used the prospect’s name on the phone compared to the group that didn’t. In the service department, that they had a 19% greater appointment rate once they used the prospect’s name on the phone.

The very first time we did this test at a dealership, Group A were built with a 26% higher rate of conversion of contributes to appointments than Group B. Were doing these audits now for a couple of years as well as the results have fluctuated from the low of 12% greater appointment rate to some high of 44% greater appointment rate.

Next time you are reluctant to jump on the phones, do that tip to boost your phone appointments by 12% to 44%, and make use of the prospect’s name in conversation. A number of you probably know from experience sales appointments have a much higher closing ratio than regular ups, thus, making this an extremely lucrative thing to grasp.

Please note our audits are finding that it’s important not to overkill using this tip and say their names way too many times to where it appears artificial.

When conversing with a friend, you may naturally use their name a couple times in conversation. Time is in conjuction with the best variety of times to obtain appointments according to our statistical sampling.

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