Everything is a Sales Opener
Sales can be tough, especially when you encounter prospects who are less than thrilled to hear from you. But hey, why not turn that frown upside down and use humor to your advantage? After all, everything is a sales opener – even comedy!
A great example that was given to me was about a cold-call customer who accused the salesman of being just like every other “lying and thieving” sales guy. Instead of getting offended, he responded with a witty remark, saying, “Somebody has been screwing you over for years. Why not give me a chance?” The prospect couldn't help but laugh, and that laugh turned into a business relationship that lasted for years.
So, how can you use humor to your advantage in sales? Here are some tips:
Acknowledge their displeasure: When you encounter a prospect who seems unhappy or uninterested, acknowledge their feelings. Show empathy and understanding of their perspective. For example, you could say, “I understand that you may have had negative experiences with salespeople in the past.”
Empathize: Put yourself in their shoes and show genuine empathy. Let them know that you understand their concerns and frustrations. For instance, you could say, “I can imagine how frustrating it can be to receive unwanted sales calls.”
Reframe with a solution: Instead of dwelling on the negative, reframe the situation with a solution. Offer a positive and humorous response that can catch their attention. For example, you could say, “Well, lucky for you, I’m not your typical salesperson. I promise I won't be boring or pushy!”
Ask a question: Engage the prospect by asking a question that encourages them to share more about their needs or interests. This can help you steer the conversation in a more positive direction. For instance, you could ask, “What would make a salesperson stand out to you?”
Don’t be afraid to use humor as a sales opener, even in tough situations. Acknowledge their displeasure, empathize, reframe with a solution, and ask questions to engage the prospect. Remember, a little humor can go a long way in building rapport and turning a negative situation into a positive one. So, go ahead and add some comedic flair to your sales approach and watch those barriers break down, and your relationships with prospects flourish! After all, who said sales can't be fun? Happy selling!