Humor as a (Sales) Strategy
“I never lose my temper. I always know where it is.”
–Anonymous.
What’s an even more strategic tool than anger? (which should really only be used as a last resort, anyways).
Humor.
In my experience, the sales professionals who wield a terrific sense of humor are invariably the most sophisticated, skillful, and successful, for two reasons:
First, they have a sense of humor — an important life (never mind business) skill.
In turn, that requires a certain, Seinfeldesque talent for observation, combined with an attitude of not taking oneself too seriously.
Senses of humor certainly come in different flavors, but a minimum level of self and other-awareness is an ingredient in all of them.
Visceral Benefits
Which leads to Reason #2: judgment and timing.
Specifically, a sales pro knows when how and when to use their sense of humor.
At its best, strategically-wielded humor serves to bond the participants — after all, a humorous joke or comment is something you share — while it simultaneously cuts any tension.**
That promotes a sense of trust and relaxation, both of which help grease the skids for any subsequent deal-making . . .
**Don’t believe me?
Try laughing when you’re tense.
