{"id":41441,"date":"2021-07-15T06:30:45","date_gmt":"2021-07-15T10:30:45","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=41441"},"modified":"2026-04-23T14:05:44","modified_gmt":"2026-04-23T18:05:44","slug":"rules-of-improv","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/rules-of-improv\/","title":{"rendered":"The 3 Rules of Improv Every Salesman Should Know"},"content":{"rendered":"\n

Why is the ability to improvise so important for a salesperson? What are some tips and rules for improv that you should know?<\/p>\n\n\n\n

Improvisation isn’t normally associated with sales, but it’s a very important skill to have. If you are unable to improvise during a sale, then you won’t be able to attune to your client’s needs and ultimately, close the sale.<\/p>\n\n\n\n

Here are the three rules of improv and two helpful tips for practicing.<\/p>\n\n\n\n\n\n\n\n

When in Doubt, Improvise<\/strong><\/h2>\n\n\n\n

This article will show you how to harness improvisation skills to make you a more effective \u201cmover.\u201d Improvisation is generally associated with theater, but sales and theater are actually very similar.<\/p>\n\n\n\n

Similarity #1: They require courage and risk-taking. Salespeople make cold calls and actors make themselves vulnerable to an audience.<\/p>\n\n\n\n

Similarity #2: They experience more rejection<\/a> than success. Salespeople are regularly told no in aggressive ways; actors receive nos after unsuccessful auditions.<\/p>\n\n\n\n

Similarity #3: They both have experienced a similar evolution. Both sales and theater have historically valued scripts. The simplistic, secure condition of the world and the economy made scripts appropriate and ideal. The world is now less predictable and more complicated, and it evolves in increasingly dynamic ways. This makes improvisation more valuable than a set script.<\/p>\n\n\n\n

The Rules of Improvisation<\/strong><\/h3>\n\n\n\n

Improvisation supports you to attune to others from a place of openness and adaptability, particularly under unfavorable selling conditions, or as a last resort when all other techniques fail. There are three rules of improv.<\/p>\n\n\n\n

Rule #1: Listen<\/strong><\/h4>\n\n\n\n

Most of what we do when we\u2019re in conversation is passive listening<\/em>, which is more about waiting for our turn to speak, rather than being present with what is being said to us. Passive listening is transactional. It requires little to no intimacy, engagement, or action. Truly receiving what is shared with you, and allowing it to move you to engage what\u2019s at the heart of improvisation, and this type of listening is called active listening<\/em>. Active listening is transformative, and is a crucial component of improvisation, from a theatrical or business standpoint. It\u2019s vulnerable, allows you to pick up on opportunities or avenues of conversation that you didn\u2019t know existed, and it inspires action. To listen actively, you need to slow down and keep quiet. Don\u2019t listen to respond, listen to listen. Simply be present and open to what is said. <\/p>\n\n\n\n

Rule #2: Say Yes<\/strong><\/h4>\n\n\n\n

In improvisational interactions, if you say no to something, or add a qualifier (like \u201cyes, but\u201d), it limits the paths available to you and shuts the conversation down. Therefore, it\u2019s important to say, \u201cYes, and.\u201d Doing so expands existing possibilities, and opens new ones. <\/p>\n\n\n\n

For example, let\u2019s say you\u2019re in the middle of a potential sale, and the client asks you, \u201cIs this refundable?\u201d If you say no, or, \u201cYes, but you only have 48 hours to request it,\u201d this creates negative or stagnating energy. A better response would be, \u201cYes, and you have a full 48 hours to see how you feel.\u201d This creates expansive, positive energy. <\/p>\n\n\n\n

Rule #3: Principled Negotiation<\/strong><\/h4>\n\n\n\n

Never have a \u201cwin\/lose\u201d perspective, always seek \u201cwin\/win.\u201d Make your partner (in theater or a sales transaction) look good. Create or paint the possibility of a result that will benefit all involved. <\/p>\n\n\n\n

For example, let\u2019s say you are a used car salesman. You have a client who you could manipulate into purchasing a subpar vehicle. It\u2019s not a great car for her, but you will make a large commission, so you will \u201cwin.\u201d If you focus on principled negotiation<\/a>, however, you are willing to put the extra energy into finding your client a car that fits her needs, even if it means taking a smaller commission. This allows both of you to win from a place of integrity.  <\/p>\n\n\n\n

More Tips to Practice Improvisation<\/strong><\/h3>\n\n\n\n

Tip #1: Wait a Second<\/strong><\/h4>\n\n\n\n

Pace your communication in order to balance your ratio of listening versus talking. Try counting to 5 before responding in conversation. <\/p>\n\n\n\n

Tip #2: Play Improv Games <\/strong><\/h4>\n\n\n\n

There are many fun games you can play to practice improvisation principles.<\/p>\n\n\n\n

Game #1: \u201cYes, And\u201d<\/h5>\n\n\n\n

This game helps you to practice rule #2 of improvisation. It helps you to expand existing possibilities and create new ones. <\/p>\n\n\n\n

Sit in a circle with 5 or more people, and tell them to come up with a product or service idea and advertise it together. The first person starts with a pitch, or slogan, or explanation, and the next person says, \u201cYes, and,\u201d and builds upon that previous participant\u2019s information.<\/p>\n\n\n\n

Game #2: \u201cWord-At-A-Time\u201d<\/h5>\n\n\n\n

This is valuable because it helps you develop quick thinking skills, and makes you more receptive to receiving \u201coffers.\u201d <\/p>\n\n\n\n

Sit in a circle with 5-9 people and collaboratively create a narrative<\/a> using only one word per participant, per turn. <\/p>\n\n\n\n

Game #3: \u201cI\u2019m Curious\u201d<\/h5>\n\n\n\n

This interrogative exercise enhances clarity, adaptability, and attunement. <\/p>\n\n\n\n

Partner up with someone and choose a contentious topic (like maybe Republicans versus Democrats). Have one partner select an opinion on the topic, and the other serve as the opposing opinion. One participant presents their opinion, and the other participant can respond only with questions (which the first participant must answer). <\/p>\n\n\n\n

Rules for questions:<\/p>\n\n\n\n