Improv: your sales team's secret weapon?
Improv. You might know it from Who's Line Is It Anyway, or possibly a tortuous night having taken a wrong turn into a free performing arts showcase. The Collins Dictionary defines it thus: Improv is acting or singing in which someone invents the words or music as they speak. And that's good enough for me. Seasoned improv players can be hilarious to watch, bringing a sense of barely controlled chaos to what they do, often leaving the audience stunned with their speed of thinking and scope of imagination.
However, there's more to it than just entertainment. Improv principles and games, like the ones I use in Drop The Mic workshops are a great way to get better at sales, improve your communication with your coworkers and enhance how you think on your feet. And the good thing is anyone can learn.
“Improv teaches us to listen intently, respond authentically, and build upon ideas. These skills are invaluable in sales, where understanding your customer and connecting on a deeper level is key.”
The Power of Improv in Selling
Improv and sales go together like chips and curry sauce. Literally like that. There are many reasons why. I'll list some of them:
Improv makes you better at adapting on the fly.
Improv games are primarily about really being "in the moment" and dealing with whatever unknowable nonsense your partner or teammate fires at you. It's also about really understanding what's happening around you and quickly getting to grips with fast-moving dynamic situations. In fact, more than just getting to grips with them – owning and steering them to a place that works.
Improv makes you a better listener.
There's an entirely understandable perception that improv is a test of quick thinking. Which it is. But more than that, it's a test of how well you listen. As cantankerous national treasure and improv genius, Paul Merton says: "The thing about improvisation is that it's not about what you say. It's listening to what other people say. It's about what you hear." Listening to what your clients and prospects are trying actually to tell you in pitches is one of the most vital soft skills a salesperson can have.
Improv helps you build rapport with clients.
At the risk of sounding like a cheesy self-help book, improv rewards the skills that help you build relationships at speed: active listening, empathy, collaboration, humour, and selflessness (we'll get to that later).
Improv improves your creativity.
What is an improv game really, other than a brainstorm, done at speed and hopefully for laughs? The same skills you hone playing improv games are the skills that help you find unique answers to tricky problems, bring a room along with you as you build an idea, and create something from scraps of nothing. Improv, after all, is play, and nothing unlocks creativity like playfulness. Or psychedelics. But we're at work here, so play it is.
Improv makes your team work better.
Centering as it does around creating positive group dynamics, listening skills, cooperation, trust, and communication, it's no surprise that improv games can help your team bond, talk and sell better.
Improv Techniques for Sales Success
OK, so you're sold on the benefits of improv for supercharging sales. But you're wondering what are some specific techniques I could put into practice? Don't worry, I've been actively listening to your thoughts. Here you go.
"Yes, and"
A primary principle of improv is "Yes, and" – agreeing with what your co-performer is saying and building on it. Accept. Improve. This classic improv game focuses on building upon ideas and accepting offers from others. A group or couple tells a tale where each person agrees with and builds on what went before, starting each sentence with "yes and" to embed the habit. In sales, this translates to accepting and constructively working with your prospects' input – even if it's an objection. "Yes, and" encourages you to go with the flow and find new outcomes
Talking of objections…
Improv encourages constant reframing, reflecting, and the finding of common ground between players. These are great ways to overcome objections positively, leaving both parties feeling heard and validated.
Storytelling meets spontaneity
The power of narrative is one of the strongest tools in the salesperson's arsenal. Our brains are wired to respond to stories. Framing a sales pitch as an engaging story is one of the best ways to engage your audience. Improv helps salespeople grow comfortable quickly creating narratives and stories with maximum impact and minimum waffle.
“Improv forces you to think on your feet and trust your instincts. Salespeople can tap into this same energy to confidently navigate any situation.”
Improv Training for Sales Teams
You're all set. The lights dim, the spotlights flare, and your sales team are chomping at the bit to get their improv game going. But what games should you be playing?
"Yes, And"
As mentioned above this simple game can still be taxing, and beds in one of the basic principles of improv (and sales). There are a variety of ways to play it but in essence, Performer One makes a statement and Performer Two agrees with it and builds on it – then back to Performer One.
It might go along the lines of:
"Doctor I feel ill"
"You look ill – it must be something to do with that second head you've grown"
"Well wait until you see what's in my armpit." (I don't know, I'm improv-ing right now).
This also opens up the conversation about "blocking" – disagreeing with a statement in a way that kills any momentum:
"This is my dog, Jaws"
"You don't have a dog"
"Oh…" (silence. Everyone goes home).
Conducted story
This game focuses on letting go of control of a scene/story and active listening. A small team of people (3-6) stands up and tells a story on a given subject. When the "conductor" points at a performer they must talk until the conductor points to someone else, at which point the next person must jump in from the very next word and continue the story seamlessly. This game enhances creativity, adaptability, and storytelling skills, which can be invaluable in sales presentations. It also drives home the importance of engaged listening.
Watch your words
This is a game that encourages players to use their words wisely and cut out filler and waffle – essential if you're looking for your sales team to have some gravitas. Three players are allocated a set number of words each (say 3, 7, and 9) and they must conduct a scene using only that number of words each. So if the brief for the scene was There's been a crime, it might play out like this:
Player 1: "What is this?"
Player 2: "It's a body I think."
Player 3: "Glorious weather, shall we throw it on the barbeque?"
Player 1: "That's pretty disgusting".
Player 2: "Not a terrible idea though."
Player 3: "Great, I'll pop to the shop for some beers."
And so on. Counting on fingers is fine, if not mandatory.
Just a minute
Yes, the classic Radio 4 game. Participants must talk on a subject for one minute with deviation, repetition, or hesitation. If they falter they're buzzed off by another participant, who steps up to continue, with whoever is talking at the end of the minute being crowned the winner. This is a great game to help participants feel comfortable thinking on their feet and become mindful of their filler words.
What's in the Box?
This is a game that can help salespeople work on overcoming objections and turning negatives into positives. Two people face each other. One holds an imaginary box. The other asks "What's in the box?" The box holder replies with the first thing they think of. The second person says "Thanks", takes the box, and says “I'm going to use this to…” and then gives a positive outcome:
"What's in the box?"
"It's a raccoon."
"Thanks! I'm going to use him for a water bottle tonight."
Then the next two people. The goal is to respond to difficult suggestions/objections with positivity and creativity.
It really was a raccoon.
“Improv teaches us to be present, in the moment, and fully engaged. These qualities can elevate a salesperson’s performance and leave a lasting impression”
Improv for sales teams: a summary
So: Improv for sales. Get in touch to find out how Drop The Mic can help use improv to bond your team, sharpen their instincts and help unleash their full potential.