Why this Comedian is Likable. You Can Do the Same

One of the hottest comedians performing right now is Nate Bargatze.

In addition to only doing clean material, he doesn't talk about politics or the news.

He is often described as the "Everyman" comic.

People relate to him and his stories.

One of the many bits he does that I have watched several times and laughed out loud at is this one about helping his third-grader with homework, and his take on common core math.

You can see that here.

A big part of his appeal is that he is likable.

One of the several characteristics of likability is being able to poke fun at ourself.

Nate does this often as he talks about being a simple guy, and actually not that smart.

Studies have shown that self-deprecating humor tends to help people feel a greater affiliation with the person speaking.

When we can admit to making mistakes, or having flaws, others are more willing to let down their guard, and feel more at ease.

Being likable is proven to have great benefits in all areas of human interaction.

Especially in sales.

Seems like there are some people who just have "it," and are naturally likable.

There are things going on, though, that trigger that attractiveness and likability.

It is wise to know about them, and work on them.

Another one of those is something simple that Harvard researchers wrote about in the Journal of Personality and Social Psychology.

It's asking questions, listening, and then asking follow-up questions.

Well, that's not the latest AI-assisted new shiny object advice now, is it.

No. Like with most fundamentals, it just works.

In their study they found this to "dramatically increase likability."

You've likely come away from a conversation after meeting someone for the first time and felt like you've known them forever.

Chances are, they prompted you to do most of the talking.

As salespeople we are of course trained to ask questions.

The best, and most likable salespeople ask the follow-up questions, in direct response to the prospect's answer.

I call it finding out the "why behind the why."

Not only does it contribute to your likability and rapport, but it gives you more and better information about someone's situation and buying motivators.

For example,

Sales Pro: "What are you experiencing regarding your sales reps' prospecting activity?"

Prospect: "It's not where we need it to be. They tend to avoid making the calls?"

Sales Pro: "I see. What do you feel is causing that?"

Prospect: "Partly it's that they are not comfortable with what to say on the phone. And the other is that they are afraid of rejection."

Sales Pro: "How is that affecting them hitting your new business numbers."

Prospect: "We're going to fall way short, which will cause other problems."

Sales Pro: "Oh, how so?"

After the prospect's first answer, some sales reps might jump in and start talking about their sales training product.

But you can see that by digging deeper, the rep is getting more and better information.

And another phenomenon going on is that the prospect is not only describing their pain, but reliving it as well.

In addition to using some self-deprecating humor, and asking questions and follow-ups, there are a number of other things we can and should do to be likable.

And being likable is just one-third of the old saying that people buy from those they know, like, and trust.

I cover specific strategies and tactics for what we can do to be known, trusted, and connect emotionally with buyers at the highest level, in my on-demand video training,

"How to Be Better Known, Liked, and Trusted To Connect at the Highest Level, and Sell More."

I have a brief video explaining it, and you will see other details about what you'll get here.

(Oh, if you're a golfer, you're probably also laugh out loud at another of Nate Bargatze's stories... this one about golfing with his wife. See it here.)