Short excerpt from a March 2, 2025 YouTube video titled āš„ Quit being so seriousāitās killing your deals! š¬ā (Jeremy's AI Helper). The speaker advocates using a playful tone in sales calls/Zoom meetings with concrete example lines (teasing late attendees, joking about getting into trouble) and claims this disarms prospects by releasing dopamine and lowering guards.
Why would I use a playful tone? Not to be the class clown, but I want to use a playful tone in certain contexts to get the prospect to laugh, to let their guard down. Let's say that you're on Zoom. You sell something that's virtual, okay? They show up seven minutes late, and they get on there like, oh, I'm so sorry for showing up late. Oh, don't worry. It's okay. No problem. I'm going to be in a playful tone. Like, should I forgive you for showing up late? What are we going to do with you, Barb? See? Playful tone. Or let's say the prospect asks you how you're doing. Instead of saying, oh, I'm doing great, just working hard, I might say, oh, you just trying to stay out of trouble. What about you? Are you getting in trouble over there, Julie? Oh, gosh, I'm not getting in trouble. And they laugh. Guard comes down. Now. Why? Because it actually releases dopamine in your prospect's brain, which is a disarming technique, which actually gets them to let their guard down.
