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This week, we're diving into the art of sales improv and why it's a crucial skill for tech sales professionals in 2023. As you look back on your career and analyze what got you to where you are today, you'll likely find that improvisation played a significant role.
Sales, especially for SDRs and AEs, are unpredictable. Every call is unique, and relying solely on scripts can hinder your performance. Scripts can force you into a box that may not align with your style and hinder your ability to connect with prospects.
Instead, think of scripts as a north star, guiding you through the call flow while leaving room for improvisation. The ability to play off the energy of your prospects, actively listen, and build deeper relationships is where the magic happens in sales.
By bringing in relevance and tailoring your questions and responses to the conversation at hand, you can create a more engaging and meaningful interaction.
While scripts can provide a foundation, don't be confined by them. Allow yourself to go with the flow of the conversation and be present in the moment. Avoid forcing questions or responses that feel unnatural.
Instead, listen carefully to what your prospect is saying and respond authentically.
Just like with any skill, practice is key. Set up team training and exercises where you can role play calls without scripts. One effective exercise is the question game, where you and a teammate take turns asking and responding to questions only.
This encourages active listening and quick thinking, which are essential for improvisation.
Another helpful exercise is to do role plays back-to-back, with your eyes closed. Respond to each other's sentences and build a story together. See who can go the farthest without getting tripped up.
This exercise helps you learn how to play off your prospect's responses and adapt your approach accordingly.
While improvisation allows for flexibility, it's important to keep the desired outcome and call structure in mind. Understand the key elements of the script and analyze the intended outcome.
This will help you stay on track while still allowing room for improvisation.
Authenticity is key in sales. Don't be afraid to bring your own personality and style to the conversation. Your prospects will appreciate genuine interactions, and it will help you build rapport and trust faster.
Remember, the goal is to create a conversation, not an interrogation. By mastering the art of sales improv, you can build stronger relationships, book more meetings, and close more deals.
So, let go of the scripts and embrace the power of improvisation in your sales approach in 2023!
That's it for this week's newsletter.
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