“Remember that name and call it easily, and you have paid a subtle and very effective compliment.”
In an interview when Jim Farley was asked about the secret of his success. He replied “I can call fifty thousand people by their first names.” Make no mistake about it. That ability helped Mr. Farley put Franklin D. Roosevelt in the White House when he managed Roosevelt’s campaign in 1932. Jim Farley discovered early in life that the average person is more interested in his or her own name than in all the other names on earth put together.
Most people don’t remember names, for the simple reason that they don’t take the time and energy necessary to concentrate and repeat and fix names indelibly in their minds. They make excuses for themselves; they are too busy. One of the simplest, most obvious and most important ways of gaining goodwill is by remembering names and making people feel important.
We should be aware of the magic contained in a name and realize that this single item is wholly and completely owned by the person with whom we are dealing and nobody else. The information we are imparting or the request we are making takes on a special importance when we approach the situation with the name of the individual.
PRINCIPLE 6: Remember that a person’s name is to that person the sweetest and most important sound in any language.
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