“Humor isn’t appropriate because I sell to the C-suite of $150 million dollar companies.”
Let’s talk about humor in sales.
People don’t lose their sense of humor when they go to work.
The C-suite likes to laugh. So do you. So does everyone.
That’s because the C-suite are people. And people like to smile.
Laughter causes the release of oxytocin. Often called the empathy hormone, oxytocin bonds people together.
Here’s I use humor when selling.
I asked a prospect what she missed about working in an office. After she told me, I said, “What I miss most is seeing colleagues, water cool chats and wearing pants.”
It’s called the rule of three – expected trait, expected trait, unexpected trait.
During a negotiation:
“45k is my final offer and I’ll throw in my pet hermit crab.”
A study conducted by O’Quinn & Aronoff found that mentioning a pet frog had a large effect on compromises the purchase price.
Here’s a funny cold email sign offline Jon Buchan uses:
“Awaiting your fair but stern reply.”
On a cold call:
“You’re probably going to hate me because this is a cold call. Do you want to hang up or roll the dice?
When you make a prospect smile their brain subconsciously says, “Hey that made me feel good, I want more of that.”
What do you think about using humor to sell?