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How To Use Improv When Selling with Sean Kelley #66
How To Use Improv When Selling with Sean Kelley #66
Today we meet Sean Kelley. Sean is an advertising and marketing content creator during his day job. But at night he’s the co-producer/director /actor of the Improvised Star Trek podcast.
Today we talk about improv acting and how it relates to sales. This whole episode is all based on a chapter in my FAVORITE book on sales “To Sell Is Human by Dan Pink. In this episode we talk about the power of having a real conversations when selling and the value of listening NOT telling.
What is Improv?
Improv – a style of acting that depends on scene partners working together.
* Except all offers …. the idea is to not disagree with the reality of the first person speaking
* Yes And…… is the starter version of improv. Whatever your partner says you respond “Yes and…..” and you continue the discussion farther with a statement.
The next step is to take the statement and morph it into a richer an deeper direction.
How to Use in Sales
* Agree to the context… if you’re selling gas powered lawn mowers and they want battery powered ones (this was an example in this episode) understand the clients thinking
* Behave with each other like human beings, NOT an automaton.
* Don’t disagree with a prospect flat out. Dig into why the said, what they said.
Example “Yes And”
As Sean said the basic foundation of improv was to say “Yes and”. Let’s say you’re making sales call and the prospects says “Yeah we want to solve this problem with XYZ machine but we’re struggling with getting it rolled out.” Now you KNOW the XYZ is the WRONG solution. You’re an expert in this field. That’s why people pay you because of the value you bring to their business. This prospect doesn’t know that yet, or more likely doesn’t trust you yet.
Instead of saying “that’s a dumb idea” … “ore you don’t want to do that , try this….” in both situations you’re going to ostracize the client. You’re not going to win the deal. Instead try “yes I can see that, many other try that approach.. and how did that go…..” this opens up the conversation for you. Once you can hear their answer and it opens up the opportunity to share when it doesn’t work, you can say “yes we’ve heard that from other, did you ever try this….” .. NOW you can share your product and service in a way that the client is now ready to hear.
Sean Kelley and the Improvised Star Trek
Improvised Star Trek Podcast Website
Improvised Star Trek on iTunes
Twitter @improvstartrek
Sean Kelley on LInkedIn
Sales Training, Sales Coaching, Sales Consulting
Become confident in sales and grow your business. Check out the
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By Pat Helmers
4.8
5757 ratings
How To Use Improv When Selling with Sean Kelley #66
Today we meet Sean Kelley. Sean is an advertising and marketing content creator during his day job. But at night he’s the co-producer/director /actor of the Improvised Star Trek podcast.
Today we talk about improv acting and how it relates to sales. This whole episode is all based on a chapter in my FAVORITE book on sales “To Sell Is Human by Dan Pink. In this episode we talk about the power of having a real conversations when selling and the value of listening NOT telling.
What is Improv?
Improv – a style of acting that depends on scene partners working together.
* Except all offers …. the idea is to not disagree with the reality of the first person speaking
* Yes And…… is the starter version of improv. Whatever your partner says you respond “Yes and…..” and you continue the discussion farther with a statement.
The next step is to take the statement and morph it into a richer an deeper direction.
How to Use in Sales
* Agree to the context… if you’re selling gas powered lawn mowers and they want battery powered ones (this was an example in this episode) understand the clients thinking
* Behave with each other like human beings, NOT an automaton.
* Don’t disagree with a prospect flat out. Dig into why the said, what they said.
Example “Yes And”
As Sean said the basic foundation of improv was to say “Yes and”. Let’s say you’re making sales call and the prospects says “Yeah we want to solve this problem with XYZ machine but we’re struggling with getting it rolled out.” Now you KNOW the XYZ is the WRONG solution. You’re an expert in this field. That’s why people pay you because of the value you bring to their business. This prospect doesn’t know that yet, or more likely doesn’t trust you yet.
Instead of saying “that’s a dumb idea” … “ore you don’t want to do that , try this….” in both situations you’re going to ostracize the client. You’re not going to win the deal. Instead try “yes I can see that, many other try that approach.. and how did that go…..” this opens up the conversation for you. Once you can hear their answer and it opens up the opportunity to share when it doesn’t work, you can say “yes we’ve heard that from other, did you ever try this….” .. NOW you can share your product and service in a way that the client is now ready to hear.
Sean Kelley and the Improvised Star Trek
Improvised Star Trek Podcast Website
Improvised Star Trek on iTunes
Twitter @improvstartrek
Sean Kelley on LInkedIn
Sales Training, Sales Coaching, Sales Consulting
Become confident in sales and grow your business. Check out the