If you’ve ever been around kids in FFA or 4H, you might have heard the golden rule they’re given about their show animals: “Don’t name them.”

There’s a good reason for this advice. You see, once you name something, you form an emotional connection with it.  When auction time comes around for those FFA kids and their animals, it’s a lot easier to send “Steer #127” to market than it is to say goodbye to “Buddy.”

The same is true in sales.  It’s much easier for a prospect to dismiss or say no to a nameless voice on the phone or a faceless email signature than it is to reject someone they’ve formed a connection with.

Dale Carnegie knew this when he wrote in How to Win Friends and Influence People that “a person’s name is to that person the sweetest and most important sound in any language.” He was right about that – but here’s the thing  – your name matters just as much as theirs.

He advised us to remember and use other people’s names, but he never said to forget about our own!

Think about how most sales interactions go these days. “Hi, I’m calling from XYZ Corporation…” or “I’m reaching out regarding our services…” Notice what’s missing? The human element. Your name.

Technology has made selling more impersonal than ever. Gone are the days when every sale started with a firm handshake and a warm introduction. Now we hide behind corporate logos, automated email signatures, and chat interfaces.

We’ve become so detached that when a salesperson actually does use their name online or over the phone, prospects often assume they’re talking to an AI chatbot!

But here’s the deal –

People don’t buy from companies. They buy from people. Real people. People whose names they know and trust.

We should be honest here, too.

There’s something vulnerable about giving someone your name.  That person now has a certain kind of power over you.  They now know one word they can utter that will make your ears perk up and take notice.

That’s why so many people today shirk from doing it.

Don’t be like those people.  Instead –

Dare to be likeable. 

Dare to be memorable.

 Dare to be accountable.

 Dare to be confident in your product or service.

 Dare to be human.

 Dare to standout.

How do you do all this?

The good news is that these days, it’s easier than ever.

Just start with your name. Then, get their name.

After that, make your sales conversation personal. Build some rapport. Ask your prospects about their day and actually listen to the answer. Then make them the star of the conversation/

Will this simple change transform you from a zero to a hero overnight?

Maybe, maybe not. But in a world where everyone else is just another anonymous voice from another nameless corporation, you’ll stand out. And more importantly, you’ll make it that much harder for your prospects to tell you no.

Pic designed by BrianAJackson for Envato Elements Envato Labs.

Brent Hoodenpyle is a Texas-based digital marketing and sales specialist with over twenty years experience working with a wide range of companies to improve their digital stats and revenue.