For nearly five decades the Not
Ready for Prime Time Players have been taking viewers on a wild and crazy ride,
much of which is fueled by the deft improvisational skills of the performers. To
be a master at improv you’ve got to think on your feet, keep your mind open and
internalize a number of techniques for responding to whatever situations
present themselves.
In recent years, business
consultants and sales trainers have been applying improv’s underlying
principles in a number of successful ways. When we take a look at the styles of
top sales producers it’s easy to see these principles in action.
Waiting and Listening
All great improv rests on the
ground of unbiased attention. Since you never know for sure what the other
person will do or say, it’s essential to keep your mind open so you can respond
skillfully and quickly as the conversation unfolds.
The trouble is that we’re often busy
thinking of our next ‘move’, judging our performance, or commenting mentally on
what’s being said. We can hardly stop thoughts from arising, but we can train
ourselves to keep our attention where it really matters – on what’s happening
in front of us – whether it’s in the room or on the phone.
People are always sending us
signals, but we often miss them because we’re paying attention to something
else -- our own internal thoughts and moods. Improv pros train to let go of
those preoccupations and open to the flow of immediate experience. These days we
call that “being in the moment.”
When our thinking does not distract
us, as soon as the other person picks up the phone we can sense their mood –
and relate accordingly.
“Yes, and…”
This principle represents the
essence of improv -- “go with the flow”. Great producers work this way all the
time – contradictions and corrections disrupt the conversation, annoy and
frustrate other participants and slow the exchange of ideas. Acceptance
lubricates the conversation and keeps things fluid.
You don’t have to use the phrase, “Yes, and…” , but you want to maintain
that accepting view. Responding positively in this way isn’t about being a
solicitous ‘yes man.’ The idea is to consistently recognize, appreciate and
acknowledge where the other person is coming from – then you can build on that
and move the conversation in the direction you want.
Accept every offer
This idea builds on the “yes, and”
principle, and opens the door to seeing more possibilities in any situation.
When a prospect says they’re “not
interested right now,” they may be telling you that they might be interested at
another time. Similarly, prospects’ seemingly negative comments about costs,
timing, support, etc. can be regarded as invitations to explore different
possibilities.
- “This safety program seems like it will take a long time to put in place” might be a request for a less time-consuming solution.
- “I don’t want to spend time reviewing our coverage situation so far in advance of the next renewal” offers the opportunity to reconnect at a later date.
- “I don’t really see the advantages of having you provide a competitive risk review” invites you to show the prospect why it really is worth their while.
In life as in improv, keeping an
open mind, staying positive and seeing fresh possibilities instead of dead ends,
allows insight and skillful responses to arise naturally. Top producers make
this work for them constantly.
