James Bond: Laughter as the Best Medicine in Sales

About James Bond: James Bond, One of America's leading Marketing & Behavioral Management Specialists, helps businesses with 5-50 employees scale their business by simplifying their management and marketing. James has more than 22 years of experience as both consultant and company insider at more than 133 U.S. companies, from smaller regional firms to divisions of several Fortune 500 companies, including Kal Kan, Amgen, Litton, Kraft Foods, Abbott Laboratories, Dannon Yogurt, Timex, Tenet Healthcare and others. James is a specialist at market introductions and managing execution of complex, strategic business initiatives in Marketing, Operations, Business Structure, Technology Development, Sales Force Structure, Sales Management, Distribution Channels Development, inter-departmental alignment, and post-merger integration. Check out the latest episode of our Conversational Selling podcast to learn more about James. 

 

In this episode, Nancy and James discuss the following:

• The etymology of the term brain glue.
• Mirroring effect and the incredible power of questions in conversation.
• The neuroscience behind brain glue.
• The physiological influence of humor on the human brain.
• Application of brain glue by U.S. presidents, civil rights activists, comedians, and even moms.
• Political phrases and when to use them.
• How a book title change can change a life.
• Laughter is the best medicine.

Key Takeaways: 
 

• The most powerful human engagement tool that exists is questioning.
• You can't be too serious, and it lightens up the nature of the conversation and the meeting.
• Political phrases do not make sense, but they grab your attention; they stick to the brain.
• Logic can help, but you must be triggering the emotional sides of the brain, or people will not buy from you!
• If you can get the judge to laugh and if you can get the jury to laugh at you, they suddenly want you to win.

"Brain glue focuses on two basic areas. There are many, but there are two basic areas. Redintegration, which is the brain's need for completion, is one of them. And then asymmetry, which is when you could present something that is not balanced." – JAMES

" By the way, humor is very important. The brain sends chemicals throughout the body. And so, we have something called cortisol, which is the fear and flight drug that goes through our body. So, if somebody scares you or anger you, you get cortisol through your bloodstream. Well, cortisol stays in your bloodstream for up to 36 hours, making you highly resistant to buying anything or agreeing to something you wouldn't agree to. So, if you go in trying to sell somebody, and they're really angry because, I don't know, their client did something, or their wife or husband did something or whatever else, it's very hard to get them to say, "Yes," and agree to buy your product or service. And the reason is that cortisol is basically a "getaway from me drug" going through your body. But Oxytocin is triggered; Oxytocin is the antidote to cortisol, and it's triggered when you tell a joke. Or you do something fascinating, but usually jokes really work well." – JAMES

"Absolutely, our body wants to smile, and we want to laugh. I mean, life is too short. And so, when to smile and we want to laugh. And so, when you're working with clients, it helps you, and I know depression is a big thing these days, okay? Well, you got to force yourself to laugh. There was an editor of a major New York magazine, and the doctors told him he has like three months to live. And so, he decided he was going to start laughing. He's going to force himself to laugh every single day. He's going to come up with jokes and everything. He's going to watch movies that are funny. He's just going to laugh every day. And suddenly he lived, I think, for like nine years after that." – JAMES

Connect with James Bond:

• LinkedIn: https://www.linkedin.com/in/jamesibond/
• Growth Management Ventures, LLC: http://www.gmventuresllc.com/

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Connect with Nancy Calabrese: 

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• Email: [email protected]