Everybody’s Favorite Word

Here is a quickie for you this week.

During a discussion or a sales pitch, if you want someone to really focus on something you are about to say, drop his or her name in front of the sentence. Thus:

“Bob . . . I really want you to understand how important it is for us to close this business before the price increases at the end of the month.”

Research shows that when we say someone’s name, it snaps them to attention and that they are twice as likely to remember the next sentence. 

Nuff said!

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mrshmooze

The character of "Mr. Shmooze" is larger than life. He is the creation of Richard Abraham, president of The Richard Abraham Company. Mr. Shmooze™ is a composite of the greatest salespeople in the world, and the insight offered through the platform of Mr. Shmooze products is designed to give salesmen and women a powerful advantage—turbocharging their sales results!

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