A state attorney told the host she would not describe her trip because every minute was billable, then offered to talk over drinks. The host says the line acknowledged the attorney stereotype and showed respect for his time, which earned credibility. It shows humor can elevate position when used in the moment.
The hosts say humor plays differently depending on the country. One says he avoids jokes with German clients but can use humor with South American clients, so salespeople must know the environment before trying a line. They tie this directly to adjusting style rather than assuming a joke travels.
In response to Corina in Newport Beach, who fears saying the wrong thing, the hosts say excessive formality can make people feel disconnected. They recommend starting small and trying humor with existing clients who will forgive a misstep. Her fear, they add, suggests she is focused too much on her own performance.
A warning against making humor at somebody else's expense is paired with the rule that the best humor attacks the salesperson personally. The hosts warn that jokes can land wrong because salespeople do not know what is happening in a customer's mind. If a line slips, they say to own it quickly.
A host says he has learned not to try humor until the other party makes a humorous comment, because that opens the door. He permits self-deprecating lines earlier, but warns that misreading the room with a joke can backfire. When the prospect jokes first, the salesperson can safely join in.
The hosts contrast an elaborate joke with a quick line about a price being 'never more than a million dollars.' They say good humor comes from the immediate situation, while planned or canned material does not work. The price line is offered as a spontaneous example that lowers pressure.