Having a sense of humor is so important in sales. I can’t tell you how many times I’ve walked into a boardroom and the tension in the room is like a smog. Then all of a sudden someone cracks a joke and the whole feel of the room changes, everyone laughs and smiles. Have you ever been to a wedding where everything is going perfect, the bride is hoping everything will go off perfectly its almost as if everyone is holding their breath and then all of a sudden, the cute little ring bearer or flower girl starts clowning around and everyone starts smiling and giggling and relaxes. The same goes for sales meetings we all strive for perfection to ask the right questions, to have the right body language all of which is important but what about lightening up the mood when it just seems necessary or fits the situation. You need to be able to read the setting to make sure what you say is appropriate but using humor to your presentations and interactions can put people at easy and make them feel comfortable with you.