Today’s guest is Jim Pelley, a consultant, advisor and motivational speaker who helps companies improve sales and customer service. He’s also the founder of LaughterWorks.com.
One of the things that makes Jim unique is that he likes to inject humor into his presentations. It keeps people engaged, and often helps them remember the main points. Using humor on the job also helps to make any work environment more enjoyable.
He is often called to address people who are employed at making big ticket sales. He explains that despite the higher price for a product, the process for selling it is still the same.
Jim was a guest speaker at the last FMCA rally in Perry, Ga.
He likes to show people how to inject humor into ordinary conversations because good customer service almost always results in more money to the company and to the salesperson.
He also addresses whether using humor in the workplace can be dangerous considering how quickly some people rush to be offended.
Another point Jim likes to stress is that salespeople need to be mindful of the types of questions they ask people during the sales process. Okay questions get mediocre answers, he explains. But detailed questions generate conversation and keeps customers engaged.
Jim offers good insight regarding how complaints are really a good thing for a company. Without the data or feedback about what’s not working, companies never learn how they can improve. Customers just walk way and companies don’t have an opportunity to improve the product, service, process or presentation.
He makes a great point regarding how important good questions are to a conversation. Questions that can be answered with a “yes,” “no,” or “maybe” really do little to move a conversation forward, let alone the sales process. Without movement, it’s tough to help customers get what they want.
Jim’s bottom line is to just be yourself, whether at work or being with others. Be genuine and conversational.
Dealerships and other organizations planning training events should consider bringing Jim in for an entertaining and memorable presentation. More information can be found at his website at www.laughterworks.com.