If you have found yourself in a difficult situation, one way to lighten things up is to make light of the circumstances. According to sales expert Mark Zokle, a little bit of humor can go a long way in loosening things up – even purse strings during a difficult sale.
Mark Zokle uses this example:
Yes, it’s a very nice rug. It’s the same one Aladdin and Jasmine rode to Agribah. Now it’s ready to find a whole new world with you!
In this scenario, a rug salesperson is making reference to a popular Disney cartoon and using a play on words – A Whole New World is one of the most prolific songs from the movie. Mark Zokle explains that gentle humor such as this demonstrates you have a personality and knowledge of pop culture. A word of caution, however – avoid political or inappropriate jokes, even if the customer initiates.