There are parallels between sales, improv and stand up comedy. Unfortunately sales jokes can fall flat and jeopardize a deal. In this episode Jon Selig shares advice on how to employ comedy to connect, build relationships and win deals.
Sales and Comedy
Each sales call has elements of standup. Open strong, close strong, probe the audience for their pain. display confidence. First you need to sell them on you. A simple self deprecating joke is safe.
Craft jokes specifically for a prospect’s pains and challenges within their industry. It is very easy to offend and alienate your prospect. You only need to offend one person on a team to lose a deal.
- Don’t push anyone down
- Don’t marginalize anyone
- Don’t mock popular sentiments
- Be as politically correct as you can
Have empathy and put yourself in your customer’s shoes. If you do that you won’t cross the line and have your sales jokes fall flat.
Improv in Sales
Frame your message within the problems and desires of your prospects. Be positive with the other person, respect them.
- Answer the question your prospects ask
- Listen for the question, address it square on
- Use the improv framework of Yes And
- Accept what you hear and go with it.
- Show how your solution will address their pains and challenges
Take Action Plan
Write more. Set aside time, express your thoughts in 1-3 pages. Stream what’s going on in your head. Discover your goals, then work it into your sales presentations. The key is to be relatable.
How to Find Jon Selig
You can find Jon Selig online and at a comedy club near you in Central America!
Jon also raises funds with Comedy Abroad, which produces live English stand-up comedy fundraisers in Latin America.
Sales Babble Sales Jokes
Go here www.salesbabble.com/jokes
Building Rapport in Sales
There are other ways to build rapport other than jokes. Here are past episodes. Listen today!
- How To Sell The World with Karl Weaver #177
- How to Sound Better and Improve your Voice during Sales Presentations with Tracy Goodwin #172
- Selling from the H.A.R.T. with Mega Cindy Vranken #143
- 4 Step Sales Framing Process with Aaron Janx #131
- When Buyers Say No with Tom Hopkins
- How to Assume Rapport when Prospecting with Ken Dunn #90
- Stop Selling Start Leading with Deb Calvert #84
- The Myth of Know Like Trust #74
- Conversations That Sell an Interview With Nancy Bleeke #68
- How To Sell a Fine Dining Experience with Tony DeSalvo #62