How do you use humor to overcome price objections in sales?

Price objections are one of the most common challenges that salespeople face. They can make or break a deal, depending on how you handle them. But sometimes, the best way to overcome a price objection is not to argue, defend, or justify your value, but to use humor. Humor can help you diffuse tension, build rapport, and show confidence. In this article, you'll learn how to use humor to overcome price objections in sales, and when to avoid it.

1 Why humor works

Humor works because it appeals to human emotions and psychology. It can make your prospect laugh, smile, or relax, which can lower their resistance and increase their trust. It can also make you seem more likable, authentic, and credible, which can boost your influence and authority. Humor can also help you reframe the situation, challenge assumptions, and create contrast, which can highlight your value proposition and differentiate you from competitors.

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Shivangi Kumari

I help founders & agency owners get clients on LinkedIn | Driven 3-5 inbound leads/mon for Real-Estate Founders & E-Comm Agency Owners | LinkedIn Content Strategist & Ghostwriter | DM me "GHOST" to know more about it 👆
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Humor is the best way to create bond between two people or even if they are strangers, when you are Humourous - People Love you - People forget the imperfections you have As, you become their best to go buddy! For me, I just use exaggerations to sound Humorous or even roast myself to sound funny! As people find it likeable 😇

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2 How to use humor

To use humor effectively, you need to follow some basic principles. First, you need to know your audience and tailor your humor to their preferences, personality, and culture. Second, you need to be relevant and timely, and connect your humor to the context of the conversation and the problem you're solving. Third, you need to be respectful and positive, and avoid jokes that are offensive, sarcastic, or personal. Fourth, you need to be subtle and spontaneous, and not overdo it or force it.

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🩺Chris P.

Hospital & Healthcare Account Leader | Med-Tech Thought Leader | Applied Technology Innovator | Applied Knowledge Physicist | AI Workflow Pioneer | Scientist | Bohdisattva
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1. Know Your Audience: Understand who you're interacting with. Tailor your humor to their preferences, background, and sensibilities. What might be funny to one person could fall flat with another. 2. Context Matters: Be relevant and timely. Connect your humor to the situation or topic at hand. 3. Positivity and Respect: Aim for humor that uplifts rather than puts down. Avoid offensive or hurtful jokes. Sarcasm can be tricky—use it sparingly and ensure it's well-received. 4. Subtlety Wins: Subtle humor often works better than over-the-top jokes. Let it flow naturally rather than forcing it. Sometimes, a clever play on words or a witty observation can work wonders.

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3 Examples of humor

Humor can be a great way to overcome price objections in sales, depending on the situation and the type of objection. For instance, if your prospect says your price is too high, you can confidently point out that you are offering the best solution with the best service and support. If they need to think about it or compare with other options, you can create a sense of urgency and curiosity by joking about prices going up. Finally, if they don't have the budget or authority to buy, you can make them laugh while also demonstrating your flexibility and creativity by suggesting a 50/50 cost split.

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🩺Chris P.

Hospital & Healthcare Account Leader | Med-Tech Thought Leader | Applied Technology Innovator | Applied Knowledge Physicist | AI Workflow Pioneer | Scientist | Bohdisattva
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One of my all-time favorites is when someone tells you they don't need every aspect of your solution, and it's too expensive. "I once offered to sell a parachute to two guys who didn't think they needed one. One took my expert advice as a trained consultant and returned to buy a second one; the other is no longer in business."

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4 When to avoid humor

Humor is not always appropriate or effective when trying to overcome price objections in sales. For instance, if your prospect is angry, frustrated, or emotional, humor can be seen as insensitive and make them feel like you are not taking them seriously. Additionally, if your prospect is very rational, analytical, or data-driven, humor can be seen as irrelevant and make them feel like you are not providing enough evidence or logic to justify your price. Lastly, if your prospect is very conservative, formal, or traditional, humor can appear unprofessional and make them feel like you are not respecting their culture or norms.

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5 How to combine humor with other techniques

Humor is not a magic bullet that can solve all your price objections in sales. It's a tool that you can use in combination with other techniques, such as asking questions, providing value, offering discounts, or creating scarcity. The key is to balance humor with sincerity, empathy, and credibility, and to use it at the right time and in the right way. Humor can help you break the ice, build rapport, and show confidence, but it can't replace the need for a strong value proposition, a clear differentiation, and a compelling call to action.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How do you use humor to overcome price objections in sales?

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1 Why humor works

2 How to use humor

3 Examples of humor

4 When to avoid humor

5 How to combine humor with other techniques

6 Here’s what else to consider

Objection Handling

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