Short coaching piece advising salespeople to build trust during sales calls by using a playful tone. The speaker demonstrates how light, disarming humor (brief examples and suggested responses) can release dopamine, create rapport, and open conversational lanes; emphasis is on timing and mastering when to deploy playfulness.
How do you build trust in a sales call? You got to use a playful tone, and your prospects give you the opportunity all the time. So let's say you're on Zoom and they get on there and they ask you, like, hey, how are you doing? They ask you, instead of you saying, I'm doing great, drinking lots of coffee or whatever you say, which doesn't really hurt you but doesn't really help you, you might use a playful tone and be like, oh, you know, just hanging out, being the boring guy. What about you? Oh, gosh, Jeremy, I'm sure you're not boring. See, playful tone releases dopamine in the prospect's brain, causes them to laugh. It's a dis arming technique. So whatever it is, there's different things you can use a playful tone for. Like, if you're selling, like, life insurance and the prospect says, oh, I'll just let Cindy worry about that with her new man, you know, when I die. Well, what's going on? Is she already looking to replace you, Bill? Oh, ha. See, that's a playful tone. So your prospects give you lanes and opportunities to do that. You just have to master when to do that.
