There are many mathematical formulas and behavior theories that one must consider when crafting a sales program and projecting out a sales cycle. None of these rules are more fun than the Chuckle Rule. There are very few basic drives that steer humanity. Once the basic needs of food and shelter are taken care of you are left with fear, greed, sex drive and the love of laughter. Some behaviorists might disagree with me. They might place laughter in a completely different category. But I think it is indeed one of the most basic drives that determine human behavior. It also appears to be one of the healthiest and most enjoyable activities a person can participate in. When laughter is used in the selling process, it becomes a powerful tool.
Most selling situations can get a little tense. There are a lot of emotions involved in any buying process. Certainly people do not find the need to make big buying decisions a happy circumstance. Most selling situations involve two companies or two sales people competing for business. This can bring the pressure to a boiling point. If your sales numbers are a little off or if you feel threatened by a new competitor in your market, you might feel the need to fight for your next sale.
So there you are at the counter not wanting this prospect to slip away. There is the prospect walking in your door wishing he was hitting his thumb with a hammer rather than having to spend money or make a decision. Yes, the use of all your best sales technique and all the newest and coolest methods will help seal the deal and get a signature on the order. But there is a simple and fun way to dramatically increase the likelihood of doing business with that prospect. Share a few chuckles.