What we learned: (Old sales methodology relied on intense training, scripted sales pitches, and highly controlled processes)
- As improvisation has grown in popularity, particularly in comedic acting (think Robin Williams, SNL, etc.), so it has taken on new significance in the area of sales
I like to think of the show Whose Line Is It Anyway? when I think of Improvisation. These guys were the best at it. Although it is not exactly the same as it is in Sales, there are some connections:
- Sales people need to be spontaneous
They need to be able to think on their feet. In selling situations, sometimes a seller needs to find a common ground with the buyer so that they are more inclined to buy. In doing so, sometimes you have to be creative and spontaneous in your responses and paint a picture for the buyer.
- “Sales and non-sales selling are developing along a similar path – because the stable, simple, and certain conditions that favored scripts have now given way to the dynamic, complex, and unpredictable conditions that favor improvisation.” Pink, p. 186
- In Sandler methodology, it’s the Sandler Submarine
BoweryJE22
This is a great summation of the importance of improvising and what we covered in class. Also, I liked your example of “Who’s Line is it Anyways.”
Very informative post about improvisation. Thanks for sharing Karli! 🙂