A Laugh About Self Storage

Here is another fun rule of selling. It’s called the Chuckle Rule, and it goes like this: For every chuckle you get from your prospects, the odds of you doing business with them doubles. And it’s an exponential formula. So if you get one chuckle, your odds are twice as good. If you get two chuckles, the odds are four times as good. Now there’s a point of diminishing returns in there somewhere around the third to fifth chuckle where the people are laughing so hard, they leave your store, or they have had enough and would like to get down to business. But keep the chuckle rule in mind. It’s a very, very important rule because that moment of laughter gives you great rapport with people. Having that rapport allows you to really talk openly and honestly with them. It means they are likely to follow your recommendations. It means you can be a little assertive in dealing with them.

I was talking to one of our clients recently who was telling me about how the chuckle rule had helped him make a rental. He had someone walk into the store, and they had shared a few laughs. The potential customer told our client he was not ready to rent anything yet and started to walk out the door. Our client, the store manager said, Oh, come on now, you know you’re going to need it Saturday. Isn’t the best thing to just get it today and start getting organized before Saturday? And the guy turned around and said, Yeah, you’re probably right. Okay. Not the most sophisticated close in the world, but it worked because he had shared a few chuckles and had established some rapport. He didn’t have to be particularly smooth when he tried one more time to get the rental. He just had to try. The chuckle rule is a powerful technique.

Shared by Tron Jordheim, Director of PhoneSmart.

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Disclamer: This entry is intended to promote our partner StorageMart and some or all participants received compensation.

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