Interesting that their suggestion "People often get tired of hearing their own name. Switch tracks and use your name instead." is at odds a bit with Dale Carnegie's "Remember that a person's name is to that person the sweetest and most important sound in any language."
While I still think Carnegie's book is a must read, I feel like it can be summed up by: "empathy, have some."
But his ethos is applied and over applied so much that some times it's a breath of fresh air when a sales person just cut to the chase. Especially in this day and age in most cases, the user probably have had a couple weeks to try and thoroughly read the manual on your product. The sales calls are basically a formality. Beating around the push just wastes everyone's time. Just my 2c.
