Get your day off to the right start with your own MORNING MEETING. A Sales Tip of the Day and a daily blast of music for your enjoyment! Published Monday thru Friday.
REMEMBER: Let’s kick off the new year with some wise but old advice. In our biz, when it (selling) stops being fun it may be time to pack it in and head to the old pasture!
People (aka: prospects), most of ’em, always appreciate a good sense of humor so long as it is not over done and in the sales atmosphere starting off with or introducing a little bit of light hearted humor along the way is never a bad idea.
There is one awesome individual in our industry whose only working aspiration has been to be the best sales (F/B’er) Pro in the ‘biz’, believing that as long as she maintains a $4-K plus YTD VPG (and she does) she’ll do just fine in life.
That said, Mary always starts off with a little light humor once the receptionist has made the initial introduction: “Mr and Mrs. Wilson, I’d like to introduce you to Mary. She’ll be your representative and show you around today….”
Mary will of course shake the sales guests’ hands while welcoming them and then as she leads the prospects away from the reception area she stops a few yards away and ask the prospects: “So, what brings you folks here today?”
Not very funny, but it works for Mary as an ice-breaker because depending on the response Mary will follow up with (paraphrasing here): “That’s Good! I just wanted to make sure you weren’t like the couple I met yesterday who thought they were attending a seminar on how to make Millions of dollars buying real estate in the next 30 days…”
There are actual studies that suggest ‘humor’, especially utilized during a persuasion encounter, actually builds rapport, reduces hostility, relieves tension, increases ‘listening’, making the people more receptive to the message, and makes the ‘information’ being shared more memorable.
As I said, going overboard with humor is not recommended but as Mary has successfully demonstrated for years, using humor wisely and at the appropriate moment during key phases in the sale process is not a bad tactic and just one more ‘bullet’ the savvy TS Pro can employ and by doing so laugh all the way to the bank!
TODAY’S VIDEO: Classic clip of the great Steve Allen cracking himself up during a sportscaster sketch on live TV when he saw himself on an off-stage monitor, circa 1958
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