Using Humor in Sales
Every person has its own selling style, a natural projection of an individual’s personality. If it is to be done with humor, it has to be done naturally, efficiently and effectively. It is important for every individual to use humor as an added selling style and it has to be developed continuously.
It is best to plan ahead if one is not a natural wit. Plan for humor that is job related. Keep a file for each subject and memorize it and be ready to apply when needed. Effective ad-libbing can be achieved by keeping these ideas in mind and verbalizing them in different approaches based on situations or occasions.
Appropriateness and timing are essential in making humor work. Anecdotes must be right for the prospect, the product and the occasion. Avoid irrelevant statements that will distract the customer when doing sales presentation.
Timing is the ability to deliver your material with just the right amount of tension before the release of the punch line. It also requires discerning as to when will be the right time for joking. The two best times are during the opening statement as an ice-breaker, and when objections are encountered. Sometimes a witty remark can turn away resentment or irritation. Be careful however, of being witty during objections. What one person considers funny might be misinterpreted.
Don’t be too extremely funny. Give the prospect an opportunity to get in a few remarks as well. This will generate favorable business relationship and provide opportunities to close the sale.
