Category Archives: Improv

For Great Presenters, “Use It, Lose It, or Laugh at It” Rules


As they say in live theater, “the show must go on.” The same holds true for your presentation. Whether the customer throws you a curve ball, you’ve forgotten your slide deck, or can’t access your demo environment, you must carry on. Things change and mistakes happen. Technology and humans are both fallible. The important thing to remember is to remain calm. Not only will keeping your composure help you manage the situation, but it will help your prospect stay calm as well. Keep in mind that your prospect will take his cues from you. If you suddenly look like you’ve just missed the last flight home, your prospect will be understandably alarmed as well. When the unexpected occurs in business, great presenters can find many improv techniques to be helpful, especially the improv rule of Use it, Lose it, or Laugh at to be extremely helpful. The rule quickly narrows Read More

The One Improv Technique Salespeople Must Know


the 1 improv technique

Have you ever tried arguing with reality?  It’s a losing strategy.  Yet that’s what so many salespeople do when they “handle” customer objections.   Many methods involve an almost confrontational approach to “correcting” the customer’s perspective.  And who doesn’t like to be corrected?!  LOL The way you do (or don’t) handle objections can often mean the difference between a conversation moving forward – or screeching to a halt. Fortunately, the wonderful art of Improv offers a technique that lends itself perfectly for handling objections in a more collaborative way.   “Yes and” is the number one improv technique salespeople must know in order to successfully navigate objections or handle unanticipated changes. Yes and:  Collaboration vs. Confrontation “Yes and” is the foundation of all good improv scenes – and I believe, all sales conversations.  Just as its name implies, “Yes and” is not just about saying “yes” to your customer, it’s also about Read More

Tina Fey’s Improv Advice for Salespeople


“Start with a Yes and see where that takes you.” Tina Fey I’m a big Tina Fey fan and her book Bossypants didn’t disappoint. Not only is it a fun, insightful glimpse behind the SNL cameras, it also shines a light one of the cardinal rules of improv that has a lot of application for anyone in sales. Improv for salespeople can be a secret weapon when it comes to overcoming objections and moving the sale forward. Improv for Salespeople : Always say “Yes and.” The essence of the Rule of “Yes and” is that no matter what your partner (prospect) gives you, you say “yes” to them. Example: Tina: Hey Julie, that’s a cute monkey you have there. Me: Yes, he is cute, isn’t he? (Even though I don’t see a monkey.) In other words, I accept it. Do I have to agree with it? No. I don’t even have Read More

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