“The gateway to being and bringing more humor and laughter and ease into your sales conversations is that you must be in a place where you actually are enjoying the whole process of selling.” – Meshell Baker in today’s Tip 1512
Are you able to incorporate humor and laughter into your sales process?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Meshell Baker, the Sales Confidence Igniter, is back with the next installment of her multi-part series. Here she is:
Meshell Baker: Hello and welcome to the ABCs of Sales. Today’s letter is letter L and L is for Laughter. And laughter is important because if you are not enjoying yourself, find something else to do. Sales is at its core, a challenging and difficult profession. You are dealing with rejection all day long. Top performers are able to withstand rejection because they know they have something valuable to sell. And people who have a tendency to have humor and joy about themselves are less likely to get stuck in what did not work, or all the people who said no, or how hard it is. They will see the solutions, the opportunity, and the value of what they’re presenting. And some of the things that will happen when you’re able to incorporate humor and laughter into your sales process are you;
One. Can establish and build rapport faster. People love to do business with people they know, like, and trust that KLT. I would add respect to that, but definitely the KLT know, like, and trust because feelings of likability increase rapport. And there is a mountain of scientific research that confirms that people are far more likely to act on a request from somebody they like versus somebody they don’t like. So taking yourself too seriously will actually take you out of the game.
Two. Inspire smiles. Humor actually induces people to smile more. And we know that when people smile more, there are serotonins, there are all type of endorphins that increase in their body, and it makes people more receptive to a persuasion or a communication about something that’s actually being sold to them. Scientists have conducted numerous studies exploring how smiling impacts the brain, and it shows that a person who smiles is more optimistic, energetic, productive in an emotional state, and that can be transferred on to the buyer or the prospect, which increases the opportunity for more people to say yes, listen to you.
And number three, it improves sales results because remember, it takes an average of anywhere from 4 to upwards of 18 touches before somebody actually buys. So that means that your goal in every conversation is to leave that prospect or buyer feeling good about the value you have presented. And when you can add humor and create a sales conversation and process that is enjoyable to them, well, guess what? When it is time to buy, when that prospect and buyer is ready to buy, or their problem has become so large that they’re like, I need the solution, guess who comes to the top of the list?
The person who made that emotional impact and had them feeling good. They are more likely to answer your call. They will be more likely to open your email, and they will definitely be more likely to call you back when you leave them feeling better for having communicated with you. And when you’ve left that emotional imprint and impact on them, that will definitely increase your sales gain. Doesn’t mean that you have to go out there and be a comedian. And the gateway to being and bringing more humor and laughter and ease into your sales conversations is that you must be in a place where you actually are enjoying the whole process of selling. You’re enjoying the fact that what you do is valuable to your clients, and most importantly, that you enjoy yourself, that you actually like yourself. You know, like and trust yourself because that’s what you’re able to give to the clients in those conversations and communications. Have a great day selling.
Scott Ingram: To connect and laugh with Meshell, just click click over to DailySales.Tips/1512. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!