Leveraging Improv to take Technology Sales to the Next Level

The Smart IT Podcast

On this episode of The Smart IT Podcast, I welcomed Tess Hermes and Lauren Guilbeaux, founders of yes&sell, to the show. Their company provides Improv-based sales training. We tackled the frustration buyers often experience when salespeople fail to actively listen and adapt their approach based on the their feedback. They discussed the importance of human connection and improvisation skills when engaging with technical buyers like CIOs, CTOs, and other IT professionals. They shared their experiences and insights on using Improv techniques to help salespeople build better rapport, actively listen, adapt to the conversation flow, and connect on a deeper level with prospects. They emphasized the value of being present, validating the buyer's perspective, and collaborating rather than rigidly following a script.

The discussion highlighted the need for sales training that goes beyond product knowledge and process, focusing on developing the "sales craft" of authentic human connection. They explained how Improv techniques can help salespeople be more present, adaptable, and collaborative in conversations, fostering better human connection.

Improv training can help develop the often-overlooked "connection" aspect, enabling salespeople to be more emotionally intelligent and present in conversations. They highlighted the benefits of Improv in building confidence, emotional intelligence, and the ability to navigate complex conversations.

Takeaways:

▪ Consider providing Improv training for salespeople to improve their ability to connect authentically with technical buyers.

▪ Evaluate current sales training programs to ensure they cover not just product knowledge and process, but also the "craft" of human connection and emotional intelligence.

▪ Encourage salespeople to practice active listening, adaptability, and collaboration during conversations with prospects, rather than rigidly following a script.

▪ Promote a culture of curiosity, presence, and validation within the sales organization, fostering an environment where salespeople can build genuine connections with buyers.

Brilliant Beam Media Syya Yasotornrat

#sales #improv #salestraining #adaptiveselling #humanconnection #emotionalintelligence #authenticconnection #communicationskills

Show Notes:

• Tess Hermes on Linkedin: https://www.linkedin.com/in/tess-hermes-86997169/
• Lauren Guilbeaux on LinkedIn: https://www.linkedin.com/in/laurenguilbeaux/
• yesandsell Website: https://www.yesandsell.com/
• yes&sell on LinkedIn: https://www.linkedin.com/company/yes-sell/
• Link to this episode: https://youtu.be/4JEjU5Pe4Ms
• The Smart IT Podcast YouTube Channel: https://www.youtube.com/@thesmartitpodcast
• Captivate Website for all episodes: https://the-smart-it-podcast.captivate.fm/