Use Laughter To Sell More

I wanted to talk about humor today. I got super fascinated with the psychology of what makes people laugh and what happens when we laugh. How can we use this as a tool in our arsenal to win more business?

I started to learn very quickly that levity and humor go hand in hand. Levity is bringing some lightness, making things not so serious. We bring humor into the sale because it makes people smile. When they smile, they're paying attention.

When they're laughing, they're agreeing with you. Laughing decreases cortisol, which is the stress hormone, which makes people more comfortable and will boost your confidence. When people laugh, it triggers oxytocin.

They're bonding with you and the trust goes up. And then the biggest thing is in negotiation, people who laugh during a negotiation are willing to spend 18% more, and rate their buying experience higher, and feeling good about spending the money.

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