Research shows, though, that people who incorporate humor into their business are more successful. We gravitate toward people who seem more like us, and humor helps accomplish that.
On today’s episode of The Sales Evangelist, we’re talking with Marty Wilson, a pharmacist-turned-stand-up-comic who understands the power of humor in sales transactions.
Our brains naturally separate people into “us” and “them,” a throwback to the tribal days of humans. Each of us considers a small group of people part of the “us” group; the rest are “them.”
Humor builds rapport and helps people identify us as part of their group, so we’re no longer part of the “them” group.
We’re all sales-savvy because we’ve been sold to so often. When we perceive someone selling something to us, red flags go up.
Sales professionals must convince people to “know, like and trust.” You can’t afford to be boring. The market is overcrowded, and you must somehow make yourself memorable.
Accomplish that by building rapport. Humans trust people who can smile when everyone else is stressed. It suggests psychological stability, and we gravitate toward it.
Funny makes ideas stick. We remember funny commercials and funny jokes because funny implants in our brains more easily than facts.
People listen to your message after you build rapport.
There are three things you can always laugh at:
When you can laugh at things happening behind the scenes, customers believe that you understand the industry. If you tell funny stories about the things your customer laughs about behind closed doors, you become an “us” instead of a “them.”
Car salesmen, for example, might joke about the price of oil or government regulation in the car industry.
Take what you do seriously, but don’t take yourself too seriously. When you can laugh at yourself, or even at the difficulty of the negotiation process, it suggests an inner peace.
Acknowledge the fact that negotiations are the most difficult part of the sales process. Make a good-natured joke about your sales competitors.
If you can prompt even 10 percent of the people in the audience to laugh, you’ll increase your likability, even among the people who didn’t laugh. Using gentle humor to acknowledge the stress in the process will make you truthful and trustworthy.
Marty Wilson has a new book out called More Funny, More Money plus a free Masterclass about using humor to increase revenue. You’ll also find information about private coaching, video courses, and Marty’s TED Talks.
Connect with Marty at martinwilson.com for keynote speaking engagements and a collection of informational videos.
If your sales results aren’t a laughing matter, consider joining The Sales Evangelist Hustler’s League, an online coaching program focused on building value and closing more deals.
Our new semester begins April 26, and we have a few seats available. We’d be honored if you’d join us.
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How would you answer when a client asks you for the best price? Would you go lower or stand your ground? How do you leverage your value on a situation like this? I’m bringing in David Negri on the episode today to share with us some strategies to help you answer this question the best way possible.
David owns a paint contracting business and he also hosts his own podcast called Contractors Secret Weapon Podcast where they help contractors learn more about sales and marketing and driving output.
Here are the highlights of my conversation with David:
The biggest challenge David has faced:
Being asked for his best price
Strategies David has done to overcome this question:
When asked for his best price, David gave his client two options of either bringing the price down or upgrading the quality of his paint and extending the warranty to two years. The client went for option B.
The coolest thing was when they finished the job, the client gave them an extra $600. If you can prove to them that the value is there for the money they’re spending, then they’re going to go with it.
You’re selling on the value and not on the price. When you go in knowing that you’re going to bump your price up 10% and give them a 10% discount, you’re basically lying to the customer on the premise that you want business.
David’s Major Takeaway:
Just go out there and be confident in what you have and who you are. Whatever you have, you’re going to provide them value and not sell on price otherwise you become a commodity. Just get away from price.
Learn more about David on www.contractorssecretweapon.com.
Get a free audio book download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.
Do you really appreciate the things you get for free? Not often, I don’t think so. Personally, I have wasted so many great things because I got them for free. There was no value tied to them. Is your prospect doing this same thing with you?
Today, we’re talking about VALUE and why you should not give away everything for free. I’m also going to share with you some things about negotiation and how you can make sure you can effectively negotiate with your prospects.
As sellers, sometimes we become to afraid to lose our prospects that we tend to give away everything for free. Unfortunately, people are not going to value those things that you give for free. Now, the relationship has a bad start. So here are a couple of principles to help you get a good head start.
Ex. If I were to give you a free license, you will have to give us a referral.
Ex. McDonald’s sells us burgers at almost no profit but they are making a huge increase on their fries and soda so they consistently have people coming back over and over again.
Now let’s bring this back to you…
Do you have an after sales process?
This means having something on the back-end to recuperate that loss or cost. For example, sell your product at a cheaper rate to get into one department of a company and as they grow, they would purchase more from you.
Today’s Major Takeaway:
Make sure that there is value attached to anything you give away for free. Do not just give it all away.
This 3 part video training will teach you step-by-step how to DOUBLE the amount of customers referrals you receive this week!
We value your privacy and would never spam you
Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.
As a salesperson, one of the major responsibilities you have is to CLOSE business! As you’re closing more business, inadvertently you will find yourself in many negotiation meetings. To prepare you for these meetings, here are some ideas you need to implement to guarantee maximum success.
Here are seven main points you need to take away from this episode:
It’s all about making money, or is it? Sure, sales is the cornerstone of any thriving, flourishing business but it’s not the end all and be all. There are other key elements that need to come into play. One is to understand the language of business and that is the aspect of finance. I know a lot of people who tend to shy away from this topic thinking how complicated it may seem. But it’s not, really. Once you ease your way into the world of finance then you will understand the critical part it plays in your goal of making profits.
In this episode, let’s tap into the minds of finance experts Brian Califano and the co-founders of AcceleratingCFO. They have spent the last 20 years providing finance leadership at large entertainment Fortune 500 companies until they’ve finally decided to start their own company and lend their expertise to smaller businesses to help them grow as well as understand the power of finance and how budgeting and finance can really make a difference in steering their business towards success.
Here are the highlights of my conversation with Brian & Scott:
What you need to understand about the power of finance before going into a transaction with a buyer:
Start with sales. Sales is the nerve center of a company – market intelligence; connecting customers back to the business
Keep the company’s financial performance in mind when in front of clients and prospects. Make sure you don’t over promise and under deliver.
How to understand the finance of your prospect:
Make that phone call above a C-level executive or ask him/her to bring the CEO or CFO or set up a simple introduction.
CFO is the best place to prove out but you have to prove the value and how it translates to dollars from your company. Present data.
Go through several tiers to find out and better understand their specific challenges and pain points before even going to the CEO.
Know what your boundaries are in terms of the minimum level of threshold in making money.
Financial documents you need to look into about a company:
What to look into specifically:
Brian’s Major Takeaway:
If you need internal approvals, don’t be afraid of it and don’t duck it. Understand that the CFO you’re speaking to may be trying to protect and maintain their risk profiles. Call a presentation internally to make sure it’s about the company instead of yourself.
Scott’s Major Takeaway:
Do your research and come correct with your data. Make sure you bring the data with you and do your homework on the company and the folks that can evangelize your service or product.
Listen to Brian and Scott’s Prophets of Profit podcast
Yes! Sales is important and you need to do what needs to be done to get that sale. But at the end of the day, you need to make sure that you feel good about what you’ve done and you feel good with yourself.
In this episode, Dr. Michael Mallin from the University of Toledo shares with us why some salespeople engage in unethical behaviors. After about 16 years of sales industry experience, Michael has decided to join the academia. His research paper, How Do Unethical Salespeople Sleep at Night? also co-written by Dr. Laura Serviere Munoz, delves into the effects of the different types of neutralizations on the ethical intention of salespeople.
Here are the highlights of my conversation with Michael:
How Do Unethical Sales People Sleep at Night?
Nature of the Study:
3 Criterias to Determine Unethical Sales Behavior:
The 5 Types of Neutralizations that Occur When Salespeople Justify their Sales Practices:
Reasons for the prevalence of neutralization in sales:
Where sales neutralization applies:
On the negative stigma of selling:
More common in direct to consumer selling
How to analyze whether you’re doing ethical or unethical sales practice
“Falling on your sword” concept:
Current projects Michael is working on:
Check out the National Conference for Sales Management happening on April 15-18, 2015 in Houston, Texas where university professors and educators come together to discuss research and teaching of sales, share best teaching practices, research in sales, and have fun.
Get connected with Michael by sending him an email through email@example.com.
Or contact Dr. Laura Serviere Munoz through email at firstname.lastname@example.org
Michael’s Major Takeaways: