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The Having-a-Sense-of-Humor Image

Having a good sense of humor is not only a strong plus in business, but it's also a sure way to make your career more enjoyable. A sense of humor will relieve tension and create the kind of relaxed atmosphere that will give you much added mileage in your career. It's also a winning-image builder, and will be reflected in the relationships you share with others, such as business associates, customers, and employees. Heed my Sense-of-Humor Principle: when given a choice, most people would rather deal with the individual who has a sense of humor.

In the past, perhaps because of early America's "work ethic", business and humor didn't mix. Americans believed that work was not to be associated with pleasure, and if a man didn't practically collapse by sundown, it was thought that he wasn't putting in an honest day's work. Our forefathers had their reasons for believing in such a philosophy, but over the years Americans have come to realize that work should be enjoyed. They've also come to believe that an individual is more productive if he finds his work pleasurable. Even our bankers have a more relaxed attitude today. In the past they were stuffed-shirt, pompous individuals who wore dark suits and never cracked a smile. Today's banker may still occasionally wear a dark suit, but he's definitely friendly and he's even permitted to have a sense of humor. In fact, it is now acceptable for everyone in American industry to have a sense of humor—even a funeral director may display one.

While businessmen are still as serious as ever about the "bottom line"， they now do business with a smile, or even a grin. Rather than suggesting "softness"， warmth actually demonstrates strength because it indicated confidence. Today's business is bigger and better than ever. Bankers now make loans considerably larger than those made in the past. Everything about business is done on a larger scale, and, because of the competition in our business world, with more efficiency than ever before. For today's business and professional people, displaying this air of confidence through a sense of humor is definitely a winning image. Not everyone uses it, but those who don' are the unlucky ones.

When I speak of a sense of humor, I must stress that, like anything else, it must be put in its proper perspective. Most of the time a sense of humor can be a great ice-breaker, but in certain situations it can be out of place. Good judgment is necessary in determining when you should use it. Obviously, you can overdo it. For example, it's simply poor selling to approach a prospective customer, slap him on the back, and ask, "Say, ol' buddy, have you heard the joke about the traveling saleslady?" it's not that I'm opposed to telling a good joke, but timing does make a difference. You would not appreciate your attorney's jokes about bankruptcy if you were experiencing difficulties in your own business and were about to go under. Nor would your doctor's jokes seem too funny if you were lying in a hospital bed and being fed intravenously. Many people in today's complex society are overwhelmed and frustrated by the system. Because stress and tension are more prevalent now than ever before, a good sense of humor is increasingly important. It is often just the right prescription to ease an otherwise hyper situation. If you're gifted with a good sense of humor, you should develop it, for it is definitely an excellent trait. People will appreciate working with you because of it.

Perhaps what we like most about the successful man who has a sense of humor is that he doesn't seem to take himself too seriously. How refreshing! The average person expects the man in a powerful position to be an egomaniac reeking with self-importance. He's usually pictured as overly vain and self-centered. "I can't get over it," declares Harvey Bristolcreme. "Walt Dizzy of Dizzy Enterprises is just a plain, ordinary guy. It's absolutely amazing," he tells his friends. "I had a meeting with one of the most important men in American business, and he's really no different than any one of us. Boy, I'll tell you, success didn't spoil Walt Dizzy. What a great, great guy!" actually it was Walt Dizzy's aptitude for making the people around him feel comfortable that relaxed everyone who met him and gave people the impression he's "one of the boys."

It's always a surprise and a relief when people discover that successful individuals are basically no different from anyone else. The majority of people expect highly successful men and women to be very solemn and earnest because they make such big decisions. An executive who has a relaxed personality and good sense of humor leaves a favorable impression. You've undoubtedly often heard someone say, when discussing one of these tycoons, "I can identify with him." The party who makes the remark has absolutely nothing in common with the tycoon, but the relaxed atmosphere, not the man himself, becomes the means of identification.

Greeting someone with whom you are about to do business with a warm smile is the best way to introduce yourself. People can't help immediately liking such an individual. He seems humble, and they're impressed with his informal manner. They notice his "human side," and he wins them over at once. People want to do business with this kind of man. A friendly first meeting sets the stage beautifully for the formal discussions.

On the other hand, there's the humorless, dull type who turns you completely off. Stanley Shtick, president of a large grocery chain called Shtick's Foods, is a good example. "Stanley Shtick is the coldest fish I ever met," says Zelda Zoftik on her first meeting with him. "He's so damned pompous. You would think he was the King of England, the way he acts," she complains. "The longer it is before I meet with him again, the better."

Recently, watching a politician deliver a campaign speech, I was struck by the man's obvious lack of a sense of humor. He came across as completely dry, and seemed impressed with his own importance. In short, he was an absolute bore. This was unfortunate because, in my opinion, he is a brilliant man who has considerable talents. He has the necessary skills to do an outstanding job as an administrator, but as a leader who must relate to the people, he's a loser. Had his speech writers injected some subtle humor into his speech, he would have relaxed his audience, and they would have felt they could identify with him because he would have appeared more friendly and personable.

Another candidate, Clyde Hopper, is a man who possesses a delightful sense of humor. He comes up with the perfect quip no matter what group he is addressing. His audiences love him. When speaking to a group of big businessmen, he tells them, "In a society where everybody is a millionaire, I ought to be able to make a living," and they howl. He practically has them in his hip pocket. When speaking to a ladies' group, he tells the story about the person who suggested to him that he marry his opponent (he happens to be running against a female) for with her beauty and his brains, the pair might be able to create a "super" candidate. "But what if the offspring has her brains and my looks!" he quips. While this kind of humor may be nothing more than sheer amusement, people associate it with wit, and wit is associated with intelligence.

Not long ago, I attended a surprise party given for the president of a large insurance/financial holding company, at which both co-executives and good friends of the family were present. The "non-company" guests were very favorably impressed by the closeness among the others. The good-natured roasting the guest of honor received from his fellow workers clearly indicated the kind of relationship he shares with them. If they didn't feel a special way toward him they could never have gotten away with what would otherwise have been considered downright hostile remarks. The wonderful sense of humor he obviously displays at the office inspired in his guests the highest regard for both him and his executive team and admiration for the excellent esprit de corps they apparently enjoy.

The next time you go to a cocktail party, a convention, or any other large gathering where you shake hands with several people but never really engage in any serious conversation, make note of the people who impressed you the most. Even during brief introductions and a few minutes of conversation, you can distinguish those who have a sense of humor. They are the ones who are most radiant and charming; their attitude reveals their enjoyment of life, and it generates a cheerful winning image. Their sense of humor is bound to affect everyone with whom they come in contact.

Humor can frequently be just the right medicine for easing a tense situation. Dr. Balk's sense of humor seems to charm his patients. When self-pitying Kelly Grace moaned to him, "But Dr. Balk, I was looking forward to the most exciting time of my life—a two-week vacation in Italy—and now you insist that I must have my gallbladder removed!" the good doctor held her hand and softly said, "Look at it this way, my dear Kelly: a trip to Italy only lasts for two weeks, but a gallbladder removal lasts for a lifetime." As you can see, with a sense of humor you can put a seemingly serious problem in its proper perspective.

Van Trucks, president of Trucks and Trucks, Inc., makes use of his humor when dealing with his executives. A disgruntled junior executive approached Trucks with a frown and announced, "Mr. Trucks, my wife requested that I speak directly to you about the transfer to Pittsburgh which the company has planned for our family. She's very content living in Chicago and doesn't particularly want to move  in the best interest of my career with the company, she asked me to speak to you about it to find out if the company had any options for us. She'll certainly agree with anything I do, but Pittsburgh—well, you know, it just doesn't turn her on. Naturally, I'm a company man, and I'll surely do what's best for Trucks and Trucks, but I promised her that I would talk to you, so here I am."

Truck's warm smile assured the young executive that the company really understood his problem. "Lou," said Truck, "you tell your sweet wife Lois that she certainly does have a choice." He then put his arm on Lou's shoulder and continued, "She can either stay here in Chicago or go with you to Pittsburgh!" Lou laughed and responded, "By golly, that's exactly what I'll tell her."

Trucks then added, "Seriously, Lou, it's a wonderful opportunity for you, and I want you to believe that I know you Lois will really enjoy Pittsburgh. It happens to be a great city. By the way, how about having lunch with me on Wednesday?"
   Again, a sense of humor can create goodwill. Applying it to this kind of situation is definitely more gentle and appropriate than merely saying no to a dissatisfied employee.

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