Did you ever come across a prospect’s name and panic over how it’s pronounced? Or have you inadvertently offended a prospect by commenting on their unique name? The role of names in sales is the topic of Art Sobczak’s article “Sales Advice: Mistakes, Tips on Using Names,” and he examines the sensitivity some may feel regarding their names.
Sobczak, who personally deals with a unique and often mispronounced surname, gives some really good tips on what to do when confronted with a name that is intimidating. I’ve included them below, and you can also read his article here for his amusing take on uncommon names (and why you should keep comments to yourself):
1. Here’s a website where you can enter names and hear an audio with the pronunciation: http://www.pronouncenames.com/.
You can also add pronunciations that you know to be correct, and perhaps variations of others.
2. Best yet, before reaching the prospect, ask someone at the prospect’s company how to pronounce the name. (And please,
do NOT say, “What is the correct pronunciation of Bill’s name?” Like you are looking for the incorrect way to say it?)
3. Also ask others how the prospect prefers to be addressed. Robert, Bob, Mr. Smith, etc.
4. Do not rename them. Use their name the way it is written, and the way they say it when they greet you. For example, one of my customers, David, said that people will often call him Dave even after he answers the phone with “This is David.”
Friday, Feb 26, 2010
Jessica Helinski