Many salespeople aim to be strategic in their endeavors, but it’s unlikely that anyone has ever considered strategic humor as a method of growing sales. Karen Buxman is an expert on strategic humor, and how to create peak performance through the art of science and applied humor in sales. She explains this concept, and how you can utilize it to increase sales in this interview, hosted by John Golden.
This expert sales interview discusses:
- The definition of strategic humor
- Humor and the brain
- What to do if you’re not funny
What is strategic humor?
Strategic humor is using humor intentionally for a desired outcome. Many people think that the purpose of humor is entertainment. While this is true, it’s only one of the three main purposes of humor.
Humor and the brain:
When the brain goes into a threat state, this is the person putting up their guard or putting up resistance. When this happens, they are not hearing you to the degree that you want to be heard, they’re not connecting with you, and they have other things going on in their mind that puts up a barrier to the sales process.
Humor without jokes:
Using humor in sales sounds like a great idea, right? It can be used strategically, and there is neuroscience that supports the use of it for creating a bond with potential clients. But what do you do if being humorous doesn’t come naturally to you? Lucky for you, you may never actually have to tell a joke. High performers understand that they don’t have to be funny, they have to see funny.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.