The Third Day Tip:

Use the customer’s name. I have found a good way to get a customer’s name is to first introduce yourself by name and then ask for their name. For example: Hi, my name is Teri and your name is _____? By giving your name first, you are setting up the opportunity to make a personal connection and making it more comfortable for the other person to share his/her name.

During the interaction you have with this customer, try to use their name a couple of times throughout your discussion. Don’t be creepy about it, but use it in a way that lets them know you are interested in their needs and wants and care enough to make it feel like an individual transaction.

I cannot tell you how impressed I was when I walked into a White House Black Market clothing store after having been there only once a few weeks prior and the sales rep greeted me by name!

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