When it comes to closing deals and building lasting client relationships, top sales professionals should know that humor is more than just fun and games. Comedian and keynote speaker Jan McInnis, known as "The Work Lady," shares the five powerful reasons why incorporating appropriate humor into your sales approach can dramatically improve results.

"Humor isn't just about getting laughs – it's about creating connections and breaking down barriers," says McInnis, who has spent decades working in business and comedy. "When used strategically, humor can transform ordinary sales interactions into memorable experiences that drive results."

Here are the top five reasons humor is essential in sales:

1. Instant Connection

Humor quickly establishes common ground between you and your prospect. Research shows that sharing a laugh releases oxytocin, the "trust hormone," making potential clients more receptive to your message and more likely to view you as authentic and relatable.

2. Memorable Messaging

In today's crowded marketplace, standing out is crucial. Many people get their news from comedians on shows such as The Daily Show and Stephen Colbert because you hear it in a funny way. And humor is most likely to go viral because people enjoy sharing a laugh.

3. Stress Reduction

Marketing and sales can be tense, especially when discussing budgets or addressing objections. Well-timed humor acts as a pressure release valve, creating a more comfortable environment for both parties to have productive discussions.

4. Increased Referrals

People do business with people they like. There's a ton of competition in the world, and you can stand out by using a little appropriate humor.

McInnis, is a keynote speaker, comedian and comedy writer. She's delivered keynotes for Fortune 500 companies to state, national and international associations where she brings a unique perspective to connecting with clients, potential clients, coworkers and staff. "Through my keynote titled Finding the Funny in Communications, I offer a lot of tips to help sales professionals and others incorporate appropriate humor naturally and effectively," she explains. "It's not about telling jokes – it's about creating genuine moments of connection that drive business results."

For more information about bringing Jan McInnis to your next sales event or conference, visit TheWorkLady.com.

4. Enhanced Problem-Solving

When people are relaxed and enjoying themselves, they're more open to creative solutions. Humor helps shift perspectives and can make prospects more receptive to innovative proposals or alternative approaches.

Click here to purchase her book Finding the Funny Fast: