Today in class we continued to learn about the importance of improvisation in regards to sales. In the lecture, Professor Sweet spoke about some improv guidelines that we should follow, that could help during the sales process. While I have never done improv, I found this topic intriguing and found that is had a useful purpose. Here are the three essential rules of using improvisation in sales.
Rule #1 is to hear the client’s offers. On the surface this may be a confusing rule, but this rule basically means that you should NOT be the first one to speak after you ask a question. This means that, even in the event that there is a very awkward silence, you should not be the first one to speak. By speaking first, you are giving up leverage and potentially dismissing valuable information that could be used to refine the customer’s pain.
The second rule is to say “yes, and . . .” instead of “yes, but . . .” Most people hear and say “yes, but…” but by saying that, the conversation begins to turn negative. As salespeople we want to stay positive, so it is better to use the term “yes, and . . .” then proceed to elaborate.
The last rule is to make the customer look good. Because improv heavily depends on making others look good, this rule is especially important. By making others look good, the salesperson will create a win-win situation. This will allow for new opportunities to emerge as well as achieve clarity with the client.
Ethan David 
Grant Baierl
I thought the topic of “yes, and” was really interesting and I hadn’t thought about it before. It makes sense that saying “yes, but” turns negative. I have caught myself saying it or being told that. Over the next week I’d like to try and say “Yes and” instead of “but”
The only way for the last rule to be true is only when the first two rules are true. The second rule has a lot in itself because it is really hard to do. But it is definitely doable.