Make prospects laugh to start more & have better conversations

 
 

 
 

Enjoy this video from my time with Toronto events SaaS EventMobi. Together, we crafted some jokes specific to prospect pain & challenge and tested them out. Plus, a very special testimonial from EventMobi CEO Bob Vaez!

 
 
 

Your challenge: Connecting with Prospects

Getting your prospects’ attention and engaging them in a meaningful way is rough. Why?

1) Your prospects & customers are extremely distracted. Sales reps are competing with devices, notifications, job demands, stresses, and artisinal sandwiches - not to mention hundreds of other vendors vying for their attention.

2) Most sales reps can’t relate to their prospects. They’re selling a solution they’ve never actually used, to people’s jobs they’ve never had, in industries they’ve never worked in, making it hard for them to relate, and make genuine connections.

 
 
 

Solution: Comedy Writing for Sales teams

Stand-up comics have 12-15 seconds to get audiences to pay attention to them. Their tactic of choice is a proven, short, relatable joke, which gets a big laugh.

Sales reps have similar windows to establish a connection, regardless of whether they’re in person or virtual.

Making prospects laugh helps sales reps to relate, show empathy, and build likability - all of which starts conversations or keeps them flowing.

My training & workshop shows your team:

  • Humor's impact on prospects

  • What they can learn from stand-up comedians,

  • How jokes work, and

  • How to craft impactful, tasteful jokes that get prospects saying “that’s funny because it’s true”.

The joke-writing happens in a team-building, breakout session where reps collaboratively craft humor to roast pains they can solve for prospects, and punch-up core sales messaging. It ends with an "open mic" where your team stands, delivers, and either kills or bombs - first with their jokes, then with their quotas.

ONE funny, repeatable line can demonstrate empathy for prospect pain & goals, and drastically impact conversation quality. Making a prospect laugh makes reps memorable. If even a fraction of your reps can do it effectively, you’ll see an uptick in things like meetings booked, talk time, engagement, quality of discussions, email open rates, and more.

Benefits: Sneakily re-enforces sales messaging, strengthens team dynamics, stimulates creative thinking & builds confidence. 

 
 
 
“We were overwhelmed with how the team responded to injecting humour into the sales function”
— Pete McChrystal, CEO, Accent technologies
 
 
 
“A nice little fresh perspective of adding humour to your sales process goes a long way”
— Don Wilcyznski, SVP Inside Sales, Fleetcor Technologies
 
 
 

Desired Outcomes

ONE funny, repeatable line can demonstrate empathy for prospect pain & goals, and drastically impact conversation quality. Making a prospect laugh makes reps memorable. If even a fraction of your reps can do it effectively, you’ll see an uptick in things like meetings booked, talk time, engagement, quality of discussions, email open rates, and more.

“I’ve seen it all, done it all, been through so many sales training courses, I will honest say that this should be done by anyone who runs a sales team or has customer facing people. Cannot deny the value of humor in the sales process.”

- Darryl Stork, Regional Sales Director, Zoho Corporation
 
 


Workshops I offer:


 
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REMOTE

Ideal for sales development & sales teams seeking impactful yet memorable ways to start conversations with prospects, my remote training & workshop consists of five 1-hour sessions, delivered to groups of five or less at a time.

Pros:

• The potential to craft more impactful, attention-getting final results.

• Flexibility.

• Cost-savings.

• Team-building.

• Enhanced creativity.

• More hands-on coaching (and comedic mentoring) from yours truly.

Get in touch if you’re looking at a new, unorthodox way to get your rep starting more & having better conversations.

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ONSITE

Fun, practical, team-building, my onsite training & workshop is ideal for a sales kickoff, QBR, day of training, team-building, or customer success event.

I offer half-day, full-day, and 2-day workshops.

Pros:

• Live events offer a different level of excitement & energy which remote sessions can’t.

• The “Open Mic” finale gets reps out of their comfort zones, and shows the benefits of why practicing delivery of messaging is so key.

• Awesome team-building happens.

• Reps are able to inspire each other to new levels of creativity.

• I’m able to coach multiple breakout groups.

• Reps learn from each other, and from the other groups.

• I bake stand-up into my session, which keeps reps engaged.

• “Open Mic” gets reps out of their comfort zone.

• It’s fun. I already said that.

 
 
 

Objection: “You can’t teach funny!”

Poppycock! Your reps can learn to deliver a crafted joke much the same way they can learn to deliver anything else you train them to (unless they’re soulless corporate robots whose lives are deprived of joy, in which case - I cannot help). Like anything, it takes a bit of effort and practice. The best part is they don’t need a 45 minute headlining set to be effective.

 
 

Ever get random people requesting to connect, without letting you know WHY they want to? Ever accept them, and then engage them in conversation - and they STILL don't talk to you? Of course you have, which is why you may appreciate this video ➪