Sales, you've got to be joking.

In this episode, I am joined by the brilliant Jon Selig. 

Jon's headline on LinkedIn reads "Half sales guy. Half stand-up comic. All parental disappointment. I help sellers create punchlines that build pipeline".

He then goes on to say :

"Comedy Writing for Sales Teams" helps sales teams reverse-engineer a deeper understanding of your prospects, the problems you solve for them, your differentiators, and transforms our understanding into repeatable humor that shows empathy and understanding - so reps can keep their day jobs.

Most sales reps sell products they've never used to people in industries they've never worked and whose jobs they've never had - yet their job is to connect repeatedly with their target audience.

Stand-up comedians have to do the same repeatedly, which makes them salespeople with MUCH crappier comp plans.

The best comedians make it about their audiences and trigger their emotions. By discussing relatable topics - and highlighting common truths about life's struggles (like marriage, dating, raising kids or smelly socks) - comedians are able to capture and hold their audience's notoriously-hard-to-capture attention.

Your prospects (or “micro-audiences”) are no different. Reps need to quickly demonstrate relevance to capture their attention.

A single joke (or "humor") that highlights a problem you solve for prospects grabs attention, shines a light on a challenge, triggers an emotional reaction, and makes reps credible & memorable, helping them to start new conversations across various outreach channels. Repeatedly.  

I discuss Jon's sales career, from his first sales role at Oracle, why he made the move into stand-up comedy, arguably one of the most brutal careers for live feedback - you think being hung up during a cold call is tough! How he was now bought both experiences and expertise to bear in sales coaching.

The way Jon breaks the opener of a cold call down into its component parts, and how one can then use comedic structure to make you stand out from the crowd is incredibly simple - roast their problem as he succinctly puts it.

To learn more about how Jon can help you and you teams go to www.jonselig.com OR

Connect with him on LinkedIn, don't forget to mention this podcast - https://www.linkedin.com/in/jonselig/

And, subscribe to his YouTube channel here https://www.youtube.com/channel/UCknty-KYY0Vj3i5zVctujhA