Use your sense of humor to add a positive experience to the sales call. People love to laugh and feel good. If you don’t have a sense of humor, your prospect is not someone to practice on. Sarcasm, joke telling and self-deprecating humor leaves you on thin ice. I’ve seen sales people crash and burn with an underdeveloped sense of humor. If you use clever humor you could get your prospect’s attention. Years ago I sent a bunch of prospects a brochure. A couple of weeks later I sent a hand written note with the same brochure all crumpled up. The note said, “I found this in your garbage and I really thought you should read it.” This was followed up with a call. Almost everyone took the call.