Being in the sales training business, I am always on the lookout for other sales trainers who have a distinctive perspective. Actually, there is not a lot new in the sales business. In fact, I find that the best material is pretty much recycled anyway...with an updated, fresh wrapping around it.
As sales trainers go, Jeffrey Gitomer is one of the better ones. His weekly columns can be found in 90 newspapers, and are read by 4 million viewers. His books are great reference pieces...I like The Sales Bible. His weekly "e-zine", Sales Caffeine always contains one or two interesting sales nuggets.
One of Mr. Gitomer's best characteristics is his very effective use of humor in his sales approaches. As you might ascertain from his photo, Jeff is not afraid to be distinctive, and somewhat quirky, with his manner and attitude. It pays off. He's hard to forget.
The use of humor in sales can be disarmingly effective. Humor is a shortcut to engagement...and engagement is what it's all about when it comes to prospecting. The one risk with humor in prospecting is that it can be a double-edged sword, and prospects may misinterpret your words or intent. Self-deprecating humor is the best, and the least risky. Humor that is mean-spirited should be avoided...in sales, and at all other times.
Check out Jeff Gitomer's column, Sales Moves. Recent articles include:
- Make networking pay off by engaging prospects,
- Engage prospects instead of making sales pitches,
- Your presentation may lack power and a point,
- Learn to master the crucial art of persuasion,
- A positive impression is a matter of attitude.
"Honest good humor is the oil and wine of a merry meeting, and there is no jovial companionship equal to that where the jokes are rather small and laughter abundant."...Washington Irving
Wow，wish the killing would just stop.... for both sides ...
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