As a tech sales professional, you're constantly on the phone, engaging with prospects and trying to close deals. But have you ever considered using improv as a secret weapon to elevate your sales game in 2023? In this blog, we'll explore how improvisation can help you build deeper relationships, bring in relevance, and close more deals, all while breaking free from the constraints of scripted conversations.
Sales calls should never be cookie-cutter. Each call is unique, and you need to be able to adapt and play off the energy of your prospect. This is where improv comes in handy.
Improv allows you to actively listen to your prospect and respond in a way that builds a deeper relationship. It shows that you are present and engaged, and it helps you bring in relevance to the conversation. When you're not just focused on checking off the next question on your script, you can truly connect with your prospect and understand their needs and pain points.
Scripts can be a useful starting point, but they shouldn't confine you. Take the time to study and understand the key elements of the script, and analyze the outcomes the company is trying to achieve. This will give you a solid foundation to build upon.
Just like with improv, practice is key. Set up team trainings and exercises where you can role-play calls without the script. For example, try the question game where you and a fellow sales professional take turns asking questions and responding in the form of a question until someone stumbles. This will help you develop your improvisation skills and get comfortable with thinking on your feet.
Another effective exercise is to do role-plays with a partner, sitting back to back, and just talking. The goal is to play off of each other's sentences and build a story together. This will help you practice actively listening and responding in a way that keeps the conversation flowing naturally.
As you gain more confidence in your improvisation skills, don't be afraid to find your own flavor and style. Break free from the constraints of the script and bring your authentic self into the conversation. This will help you connect with your prospect on a more personal level and build trust.
Incorporating storytelling into your B2B sales strategy can be a game-changer in creating urgency in the sales cycle. By focusing on the prospect's pain points, developing a framework for storytelling, and using practical tips like using case studies, being vivid and descriptive, and avoiding crutch words, you can create compelling stories that resonate with your prospects and
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