Which approach involves using the name of a satisfied customer or friend at the beginning of a sales call?

The referral opening is a highly effective technique in sales because it builds immediate credibility and trust with the prospect. By mentioning a satisfied customer or friend at the beginning of the sales call, the salesperson leverages the positive experiences of others to create a favorable impression. This approach helps to establish rapport quickly, as the prospect may feel more comfortable knowing that someone they respect or trust has had a positive interaction with the salesperson or their product or service.

Using a referral also suggests that the salesperson has a network of satisfied customers, which can enhance their perceived expertise and reliability. This strategy is particularly useful in industries where personal connections and trust play a crucial role in the decision-making process. Overall, the referral opening not only serves to pique the prospect's interest but also paves the way for a more engaging and meaningful conversation.