Professor Murmann's Blog: Burt Teplitzky on Using Humor in Sales Pitches

Burt Teplitzky on Using Humor in Sales Pitches

THE WALL STREET JOURNAL: How do you go about incorporating humor into sales presentations?

I use humor to reinforce a point in selling a product or service. My formula is punch them with the joke, stick them with the point and leave them with the benefit. When you take a joke and incorporate it into a conversation or a presentation, it carries a lot more power. It carries the power to change people’s minds, reinforce what they think or feel, and to sell something. That chosen joke is no longer just a joke. It becomes a gem, a humor gem.

Speaking in front of an audience for fun and profit only requires one laugh every three to six minutes. This should be your goal. In a comedy club, you need to have at least three laughs per minute to get regular stage time.

Remember, your audience wants humor and they fear that if they don’t laugh, you will stop using it. They don’t want to have to suffer through a dry presentation.

Read full interview in the WSJ.


PM: The general point being made here is that you need to figure out how to establish a relationship with the person you want to sell to. In the end, you need to provide them with reason to go with you rather than competitor. Everything else being equal, the reason might be that they like you more because it fun to be around you.

 

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