Selling With Humor

Selling With Humor

I felt it was important to write this post about selling with humor. With all of the sales gurus out there I really don't see too much-written material about selling with humor. I'm sure people mention it but I just don't see a lot of it.

To begin with, customers, clients, you name it.......when they first meet you I think they are uptight. They are thinking, "oh boy, here we go". So, first things first. Let's put a smile on that face! Remember the like rule? They MUST like you in order for them to buy something. Also, never forget, you only have one chance at a first impression. I'm always amazed at the number of salespeople who greet customers with a dour look on their face. Smile! Try smiling with your eyes. They are the window to your soul, you know. Smile, the world will love you.

My First Goal in Relationships

My first goal when dealing with customers is to get them to like me! Smiling has a lot to do with that. If you look like you are a pleasing person you might actually get somewhere. After a warm-up time getting to know my customer, I will usually make a few remarks that show them I am a fun person. I have a very dry sense of humor so I don't want to get too crazy because they don't really know me yet. I want them to be fun people also. I think it is very important that they can enjoy life and laugh a bit. Believe me, I will find out. 

During the Presentation

For God's sake, enjoy your customer! Get to know them and playfully tease with them a bit. Find out what makes them tick. You have to be able to talk about anything with people. I mean anything! You must keep it light or their refusal to buy takes over and then they can begin to get negative! I'm not saying laugh your way through the sale, but keep it going and keep it light!

Closing the Sale

It is my belief that for customers to make a sales decision it puts stress on them. They are thinking about all kinds of decisions in their life. Am I making the right decision? Is this the right move? What about the other things I looked at with the "other guy"? AM I GOING TO FAIL AT THIS DECISION? Am I going to lose all my money? I believe there is an invisible veil right in front of them. They have to get through it! And they think IT'S GONNA HURT! You see this is how we are wired. Your brain takes over and starts analyzing everything. It's the old "Fight or Flight" thing. They are sensing danger with what could happen and they start breaking things down in their mind.

So once I get to the closing question I ask and then, of course, I SHUT UP! Once they answer the question of whether they are going to buy or not I will almost always joke around with them. It sometimes seems like it breaks a trance of some kind. Once I get them through the "veil" all is good. I really believe it is of the utmost importance to keep it light. I don't mean I am a jokester. I am certainly not that, but I do make light of the fact that they are not going to die with this decision.

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