Do salespeople say customers' names too much? : Planet Money : The Indicator from Planet Money Repeating a customer's name is a classic sales technique used by telemarketers to car salesmen. But can a salesperson use a customer's name too much?

Say my name

Say my name

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Franck Fife /AFP via Getty Images
A books seller hands a customer their order through a protective screen at a bookstore in Neuilly-sur-Seine, on April 28, 2020, on the 43rd day of a lockdown in France aimed at curbing the spread of the COVID-19 disease, caused by the novel coronavirus.  (Photo by FRANCK FIFE / AFP) (Photo by FRANCK FIFE/AFP via Getty Images)
Franck Fife /AFP via Getty Images

Hello, listener. Thanks for clicking on this episode, listener. The Indicator team appreciates your interest in our podcast, listener.

...Okay, did repeating 'listener' over and over again annoy you or make you uncomfortable? If so, at what point? Well, the answer usually depends on the person.

Repeating a customer's name is a common practice among salespeople because it can build trust with the customer which means they may become more likely to spend their money with you.

Harvard marketing professor Frank Cespedes says the strategy is backed up by science, and is important, especially when it comes to one particular category of sales.

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