How to Coach Yourself and Others How to Influence, Persuade and Motivate | Página 81

Using someone’s name
Addressing someone by their name is a way to establish rapport because it
signals a level of connection, it can make them feel special, and it can
subtly remind them that your message is directed to them. However, to
use it effectively, you need to be sure of several things:
Using someone’s name establishes a level of connection when it is
used correctly and appropriately
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Be sure you know how they want to be addressed. If a woman
you are speaking to prefers Ms. Jones to Miss Jones and you use
the latter, you will be irritating her rather than building rapport.
Don’t move to first names until either they have called you by
your first name or you ask them if it’s OK to call them by it. Once
you’re on a first-name basis, be sure you use the correct version
of their name. Is it Robert, Rob, or Bob? Find out so you don’t
cause barriers to building rapport with this technique.

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