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Sales Gravy - what to say when you don't know what to say - Coggle…
Sales Gravy - what to say when you don't know what to say
what do you want to get out of this
a system to keep the conversation flowing
what to say next
The real secret to how improv performers know what to say at the right time
Improvised intelligence
KNOW A LITTLE ABOUT A LOT
is a modality for improving emotional experience
they don't know they just appear to know
The 7 Improv Tenets
1 - make others look & feel good
make your customer look good - makes you look good
takes the pressure off of you, if someone has an idea you can support it no need to overthink it
let the other person have their say and go with it
2 - Shut up and listen
don't ask too many questions, don't make it like an interview, lean in and listen
don't make it like an interview
the next question i ask is based on the last answer i got
listen to what the person says - active listening
we fail at listening because we are listening to the voices in our head INSTEAD
3 - Acceptance without judgement - the yes and methodology
not necessarily agreement but rather accepting their opinion - acknowledging rather than agreeing - like yes i hear you and
the opposite of no but or yes but
never say BUT
"yes but" is actually a no - sounds more polite ??? it shuts people down - the buyer can feel it when you are in a but situation
COMMUNICATE - with ears and eyes
VALIDATE - in response - repeat back what you heard them say
COLLABORATE - to find a solution
focus on what you can do rather than what you can't do
listen to what they say, then say "yes" and then repeat back what they said then say "and" and now add your point
Yes and for objections
LEDGE
a statement to help you to get control of your emotions eg. awesome
DISRUPT
say the opposite - and if you are happy you should never change
ASK
ask what you want - how about we get together anyways
Yes and in discovery
the conversation call back
refer back to something the person said a while ago repeat their sentence verbatum
4 - Solicit Failure - to turn around and win over a tough audience
Gaining emotional control - from fear of failure to fun
5 - find the funny & the game of the scene (pattern of behaviour)
6 - Collaborate & create with your audience
7 - Perform for retention and referrals - practice makes perfect