Who doesn’t like to share a good laugh? For years, sales professionals have been on the fence when it comes to integrating humor into their sales conversations. To that we say – nonsense! It’s common knowledge that when you laugh with a customer you’re building trust; you can practically feel their walls coming down around them. But of course, it isn’t for everyone. Let’s take a look at the reasons why Mr. Funny Man should have a place in the sales process.
It’s safe to assume you aren’t the Jimmy Fallon of the sales world. So with that, it’s important to use caution when integrating humor into your sales conversations. Using a joke as a conversation opener isn’t advised; this isn’t a standup act. However, once in a while the opportunity will present itself for you to integrate an ironic comment or funny story into the conversation. The truth can be some pretty funny stuff; we’ve all had an entertaining story or two come out of our professional experiences. Light humor can lower resistance, it gives your audience the opportunity to relax and go down the path you wish to take them. The most important thing to remember is that you want to keep your stories relevant and relatable.
Not every salesperson is going to have a “Mr. Funny Man” personality, but those who do shouldn’t try to stifle it. Victor Borge said that “laughter is the shortest distance between two people,” and we think he may have been on to something. The world of sales is ever-evolving, no need to stay within the same rigid limitations that our grandparents had. So to you, Mr. Funny Man, we say take a seat – there may just be a place for you yet.