The most fun sales technique ever

On average a four-year-old child laughs 300 times a day. A 40-year-old? Just four times a day.

If we adults had to laugh more we would enjoy stronger relationships, less conflict, more productivity and many more successful business outcomes.

Dr. Pamela Gerloff, in The Possibility Paradigm, writes: “Research has shown that laughter reduces levels of stress hormones such as cortisol, epinephrine, and dopamine; increases health-enhancing hormones (such as endorphins), neurotransmitters, and infection-fighting antibodies; and improves blood flow to the heart – all resulting in greater relaxation and resistance to disease, as well as improved mood and positive outlook.”

So the science is pretty solid. Laughter is good for you. And here’s why it’s good for business…

Dr Gerloff says that when we laugh together, we experience a sense of unity and connection. We don’t actually need the science to tell us that. It’s just that we forget.

Both rapport and liking are essential to building trust in a business relationship, and the quickest way to make people relax with you is to make them laugh or smile. It really is the most enjoyable sales technique.

In working with a number of BNI chapters for the past eight or so years, it’s my experience that BNI chapters which are full of laughter, fun and banter are the ones that stay strong and grow steadily. A good example is BNI Parnell which has consistently remained around the 37 member mark for years — they’re an energetic, fun bunch of people.

If you want a strong chapter, get people laughing. Have some fun.

Colin Kennedy is a keynote speaker, writer and content marketing consultant. As BNI New Zealand’s marketing director he is responsible for the organisation’s communications strategy, and also serves as an assistant director for North Central region of BNI.