Your potential client will always hear you right after you use their name and after they have just laughed or smiled.
Take advantage of the laugh…the next words from your mouth must be critical to advancing the sale.
When you want to make a point, use your potential client’s name right in front of the words you want them to hear. “Betty, I believe you know Josh, the CFO at Royal Flush Plumbing…he mentioned it is OK to share this story…”