Improv and Sales

When we think of sales, we often think of people who rehearse pitches and who say the same thing to every prospect.  While this CAN be effective, it’s not the MOST effective way to thrive in sales.  So what is the most effective way to thrive in sales? Improv.

Improv comedians don’t have a script, they walk on with a certain mindset, they build scenes for nothing and react in real time to keep the audience engaged without them knowing what’s going to come next.  This is exactly what top-performing salespeople do every day.

Great improv actors and comedians are amazing listeners. Salespeople often get so excited to pitch that they miss golden opportunities that are hiding in what the buyer is saying.  Key things to listen for are:

• Subtle Objections
• Personal Motivations
• Decision-Making Dynamics
• Emotional Cues

These will help you break down your prospects pain and help you to truly lead them down a pain funnel to help them realize that they need what you have to offer.

In improv, uncertainty is guaranteed. Instead of fearing not knowing what your prospect will say, treat it with invitations to get creative and clarity on what to say.

When talking with a prospect, play to the audience and not to plan.  Don’t use the same words, same questions, same pitch on every customer because no one person in the same.  To know how to act with a prosect, pray attention to:

• Their level of formality
• How they make decisions
• What excited or frustrates them
• How fast they talk

Mirror their style because people trust those who feel familiar.

If you want to become the best salesperson you can be, ditch the script and focus on truly building relationships with your prospects with the art of improv.