Practical Sales Training™ > How To Lose The Sale > The Name Check Effect
What is it?
The Name Check Effect is all about inserting James your name James in every sentence James as I read once that your name James will make you feel important! 🙂
Why does it work?
If you want to lose the sale, then James, repeating my name very often is, James, a great way to turn me off. James does that sound familiar to you?
How can you use it?
If you really want to lose the sale, or at the very least put distance between you and your buyer James, then name check them as much as possible James.
Example:
Salesperson:
“Hi James, great to meet you, James. So James, let’s talk about what you’re looking for today. James, I think you’ll really like this product, James.”
Why it doesn’t work:
Rather than making the buyer feel important, it feels forced, manipulative, and robotic. Overusing someone’s name breaks natural communication rhythm and can feel like a sales tactic – not a genuine connection.
The truth:
Using someone’s name once or twice, naturally and sincerely, helps build rapport. Overusing it does the opposite – it creates friction.
Tip: Use their name just enough to show you’re paying attention, but not so much that they feel like they’re in a cringeworthy sales skit.
See also:
