improvisation and selling

[Russ Schoen]

Some colleagues of mine Tim Dunne and Gregg Fraley wrote a great article on an application of improv to sales. If interested, check out the article here. http://www.instantbrainstorm.com/selling_with_status.html

best wishes,
Russ

[Jack Christopher]

Here's another article on Sales and Status: http://biz-improv.com/wordpress/?p=22

[tim dunne]

Brent,

Thanks for your comments on the article. The status element in a high ticket sale is subtle, and that's why it's important. Low status, at least here, doesn't mean fumbling, groveling or not confident. It does mean deferential. I think the best example, in terms of status, would be the sommelier with a well versed diner. The sommelier offers the high status role to the diner. If the sommelier is helpful, the diner may offer back the higher status role to the sommelier. A natural flow of the high status role back to the salesperson is often an indication of a good sales interaction.

Salespeople make the mistake of going in too low status some times. Your examples illustrate that. And sometimes, they (we) go in high status and miss the opportunity to learn and to connect.

Best!

Tim

[Russ Schoen]

hi Brent,

great points, I have just forwarded this comment onto one of the authors for his take! stay tuned.

best
Rus