Tag Archives: customer success

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

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