S 01 | Ep 15 The Art of Building Rapport and Using Humor in Sales In this episode Glenn Poulos gives a practical yet comical masterclass in what actually moves deals forward . The conversation covers the tactics that separate good salespeople from forgettable ones . The mini tour , the power of remembering names before you walk in the door , and why humor works best when it names the exact thing the other person is silently worried about . Glenn also breaks down his Punch Perfect Pitch and Close framework , which starts by changing the room ' s energy before a single slide goes up , presents everything in groups of three , and ends only when the customer is asking how to buy . But the more durable lessons are about knowing when to stop . Glenn makes a sharp case for why being second is the most expensive loss in sales , why you should quit a bad brand faster than you think , and why the reverse Midas Touch kills more entrepreneurs than bad luck does .