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Know your product use humor to build rapport and show you are human and build the relationship find common ground and continue to build and uncover their interests and sense of humor as well

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If your entire sales talk is professional, you are likely to lose to someone whose talk is 50% professional and 50% friendly, combined with funny.

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The difference between a story and a joke. I like the idea of this chapter because it makes you more memorable and really breaks the ice. Telling a story can make you relatable and can really engage the customer in the conversation to get to know them.

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There is a difference in telling a joke versus telling a story. Telling a story captivates people, it pulls them in and you have their attention. Also, remembering who your audience is, and working that angle, like a comic would work the room. "Strictly professional salespeople tend to lose to friendly salespeople". Build a friendly foundation, and you can build anything on top of it.

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Having a good bed side manor with clients and putting them at ease will pay dividends.

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They must like you before they buy from you. I'm a firm believer customers will spend a few extra dollars to ship with someone they have a great relationship with.

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I do believe this is my favorite chapter....love the difference between a joke and a story....stories are much easier to remember....especially the older we get...always forget the punch line.  (LOL)) Know me, like  me and trust me......win-win situation. By the way...sure does help you when setting up the next call.

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Anytime you can use your humor to make a customer laugh or tell a great story it will help build a great relationship and result in sales.
I totally agree with this chapter. Also, when you know your customer, their business, science of selling and combine this with humor your are going to be successful.

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Great chapter I think it ties in well to the make a friend for life chapter. I have found that those people you can laugh with you
often become your best and most enjoyable customers a true win win.
I thought this summed it up well:

The essence of humor is that it is relaxing and creates a more open atmosphere. An atmosphere
that will begin to breed friendship, respect, and compatibility.

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Steve                                      I am going to shave my head and use some of the authors bald jokes. He makes excellent points  that humor is an ice breaker and can really help establish a relationship and make both you and the customer feel at ease. It can create a bond and help you understand an aspect off the customer's mindset and personality. "If we couldn't laugh we would all go insane" Humor is a great medicine for the soul!

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They must like you before they buy from you.  Sharing authentic humorous stories will allow you to advance the relationship while creating a stress free environment to say "yes."

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If laughter is the best medicine, it only makes sense to use it in proper sales situations as well.

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If laughter is the best medicine, it only makes sense to use it in proper sales situations as well.

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If laughter is the best medicine,

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With things always being so stressful, it goes a long way to ease the mood by adding a little humor to the situation. We all know people like to buy from those they like so if you can add humor to the mix, it's a good way to better the business relationship while earning business. This will also set yourself apart from the competition.

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We all gravitate to people with a good senor of humor in our social settings, and we look forward to their company. So, I can see how a good sense of humor will help you win business.

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I Love, Love, Love humor! I use it often. It really does break down barriers. But, you have to know your audience and when it is or is not a good idea.

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Telling a quick story of how I  have done something   seems to lighten the call .Made coffee this morning without putting the coffee grinds  in !!

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I really like the part about making people smile or laugh puts them at ease and creates and atmosphere more conducive for agreement.

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I really like the part about making people si

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Ask a smart question and the customer thinks you're smart. Ask a dumb question.......Says it all. Gosh, how the customer get so tired of the same old questions day in and day out....Boring! Love this chapter...

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A lot of truth in this chapter.  While I don't believe you can take mastering your product or service lightly, to some degree that will only get you so far.  It is still a relationship business and people buy from people they know and like.  By being funny you can break down that communication barrier to open up deeper conversations, even if its at your own expense.