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.

About the author

Ross Kaplan has 19+ years experience selling real estate all over the Twin Cities. He is also a 12-time consecutive "Super Real Estate Agent," as determined by Mpls. - St. Paul Magazine and Twin Cities Business Magazine. Prior to becoming a Realtor, Ross was an attorney (corporate law), CPA, and entrepreneur. He holds an economics degree from Stanford.

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