Saxophonist Ornette Coleman once said “Improvisation is the only art form in which the same note can be played night after night but differently each time.” Something that is super true for jazz, but can also be applied to the weird and wonderful world of sales.
If you head up any kind of sales team – big or small – you have probably heard it all. For all the role play practice, objection handling drills, and knowing stats inside out there is always a curve ball. And the best salespeople are not those who can parrot out the same lines time again. A great salesperson will actively listen, engage and adapt. It’s all about the improv, baby!
Just as a jazz musician listens attentively to the rhythm section, responds to the audience’s energy, and embraces unexpected musical cues, a successful salesperson actively listens, engages, and adapts to each customer’s unique needs and objections. The best salespeople understand that a rigid script won’t always cut it, and they are willing to improvise, bringing their own style and creativity to each interaction.
Sometimes, even the most prepared salesperson will have an unexpected experience. Speaking to sales people some of these “unique” events have included:
- Conducting a ten-minute telephone call to realize that the person on the other end was using an Arnold Schwarzenegger soundboard.
- The prospect who kept bursting into tears during a demonstration because their dog had just died but they REALLY wanted to see the product.
- Dealing with a potential customer who became fixated on discussing their extensive collection of novelty socks instead of focusing on the sales conversation.
- Being halfway through a sales demonstration when the client’s toddler suddenly stormed into the room and started asking random questions about who they were speaking to and why the salesperson was a “poo poo head”.
- Engaging with a prospect who only spoke in the third person and kept asking questions and opinions from their “team” when they were a sole trader sat on a video call in a room alone.
While these scenarios may seem strange and unexpected, they highlight the unpredictable nature of sales interactions. It is in these moments that a salesperson’s ability to improvise becomes invaluable. Instead of being thrown off balance, a skilled salesperson can adjust their approach, find common ground, and steer the conversation back towards the sales objective.
Adapting to these peculiar situations requires creativity and flexibility. A salesperson must be willing to think on their feet, find alternative solutions, and tailor their pitch to accommodate the unexpected. This ability to improvise not only showcases the salesperson’s adaptability but also makes the sales experience more engaging and memorable for the prospect.
Just like a jazz musician who embraces unexpected musical cues and incorporates them into their performance, a successful salesperson can take these weird and wonderful scenarios and turn them into opportunities. By approaching each interaction with an open mind, a salesperson can uncover unique insights, address unforeseen objections, and ultimately close deals that might have seemed impossible with a rigid script.
Why Improvisation is Key in Sales
A true maestro in the concert of sales doesn’t merely follow the established notes on a page. They listen, adapt, and create, turning each sales conversation into a unique composition. Let’s dive deeper into why improvisation is a vital skill that salespeople should master.
Embrace the Unexpected
Just as a jazz musician doesn’t flinch when a bandmate launches into an unexpected solo, a skilled salesperson knows that the unexpected isn’t a setback—it’s an opportunity. In sales, your script could be derailed by unforeseen questions or concerns from the customer. The prospect might surprise you with a completely new angle, perhaps even a need or pain point you hadn’t previously considered. The ability to adapt and improvise quickly in these situations is a cornerstone of sales success. It takes you off the well-trodden path and offers you the chance to address those issues head-on, turning the unexpected into an advantage.
Connect with Prospects
Sales is a deeply human business, grounded in relationships and connections. Improvisation allows for authenticity and spontaneity, which help to build rapport with prospects. By listening and responding to their unique needs, concerns, and aspirations, you create stronger connections. This responsiveness also communicates respect for the customer’s perspective and a commitment to addressing their needs, which can foster trust and rapport. It’s less about pitching a product and more about engaging in a meaningful conversation that meets the prospect where they are.
Stand Out from the Competition
In an increasingly competitive landscape, improvisation is a secret weapon that helps salespeople differentiate themselves. Rather than offering a one-size-fits-all sales pitch, improvisation allows salespeople to offer unique and tailored experiences to prospects. By tapping into creativity and intuition, a salesperson can make their interactions memorable and personalized, setting themselves apart from the competition.
Lessons from Jazz Musicians for Salespeople
Jazz musicians have long been revered for their ability to create harmonious and captivating music through the art of improvisation. Their skills and strengths translate seamlessly into the world of sales, offering valuable lessons for salespeople seeking to enhance their performance and employ successful sales techniques. Let’s explore some key lessons we can learn from renowned jazz musicians:
Mastery of Fundamentals – Inspired by Miles Davis
Miles Davis, a legendary trumpeter, exemplified the importance of mastering the fundamentals. Davis spent countless hours honing his skills and pushing the boundaries of jazz. Similarly, salespeople should strive for a strong foundation in their field. By thoroughly understanding their products or services, having a deep knowledge of their target audience, and refining their persuasive communication skills, salespeople can build the confidence and expertise necessary to excel. With a solid foundation, they can then improvise and adapt their approach to meet the unique needs of each prospect.
Active Listening – Inspired by Ella Fitzgerald
Ella Fitzgerald, renowned for her impeccable vocal improvisations, was a master of active listening. Fitzgerald displayed an extraordinary ability to respond to her bandmates and adapt her vocal phrasing accordingly. Salespeople can apply this skill by actively listening to their prospects. Taking cues from Fitzgerald, they can engage in meaningful conversations, identify the prospect’s pain points, and tailor their pitch accordingly. Active listening fosters empathy, builds trust, and enables salespeople to deliver solutions that truly resonate with the prospect’s needs.
Embracing Risk-Taking – Inspired by John Coltrane
John Coltrane, a pioneering saxophonist, fearlessly explored new musical territories through his improvisations. Coltrane’s willingness to take risks and experiment with different melodic concepts revolutionized jazz. Salespeople can learn from Coltrane’s fearless mindset by embracing risk-taking. Stepping outside their comfort zones and daring to propose unconventional solutions or approaches can lead to breakthrough moments in sales. By taking calculated risks and pushing the boundaries, salespeople can distinguish themselves from the competition and uncover innovative ways to address customer needs.
Flexibility and Adaptability – Inspired by Herbie Hancock
Herbie Hancock, a legendary pianist and composer, is known for his versatility and adaptability. Hancock seamlessly navigates through various musical styles and settings, effortlessly adapting his playing to the demands of each performance. Salespeople can adopt Hancock’s flexible approach by being adaptable in the face of changing circumstances. Unexpected objections, evolving market trends, and new competitors require salespeople to think on their feet and adjust their strategies. Successful sales techniques involve the ability to improvise, pivot, and find creative solutions that align with the prospect’s evolving needs.
Collaboration and Teamwork – Inspired by Duke Ellington
Duke Ellington, a masterful bandleader and composer, understood the power of collaboration and teamwork. Ellington assembled a group of exceptionally talented musicians and nurtured an environment that encouraged their individual contributions. In sales, fostering a culture of collaboration and teamwork is vital. Salespeople can learn from Ellington’s approach by sharing successful sales techniques, providing feedback and support, and leveraging each other’s strengths. By working together effectively, sales teams can enhance their collective performance and learn from one another’s improvisational approaches.
Using Video Call Recordings to Boost Adaptability and Unleash Your Inner Star!
If you’re ready to take your improvisation skills to new heights, video call recordings is the way to do it! But how can you leverage these recordings to enhance your adaptability?
Learning from Experience
Video call recordings are like your personal collection of blockbuster hits. Take the time to revisit your successful improvisations and relive those shining moments. Pay attention to your energy, charisma, and the magic that happened during the call. What made you and your prospects click? By learning from these experiences, you’ll develop your own sales superstar style that will hold you in good stead for future video calls.
Practice and Refine
Get ready to rock the virtual stage! Treat video call recordings as your own private jam sessions. Play around with different improvisation techniques, experiment with your delivery, and let your personality come through. Try out quirky virtual backgrounds, use props to create a memorable experience, or even break out your air guitar skills (figuratively speaking!). Embrace the freedom that video calls offer and let your creativity run wild. Who said sales couldn’t be a performance?
Identifying Patterns
Lights, camera, action…and patterns! Dive into your video call recordings to spot recurring themes in prospect reactions and your own adaptability. Are there certain gestures or phrases that consistently engage your prospects? Do you find yourself overcoming objections in a unique way? Recognizing these patterns allows you to fine-tune your script and choreograph an unforgettable performance. Embrace the quirks and surprises of video calls, and turn them into your winning formula. While you can never predict every scenario (Hello? This article is all about improvisation after all!), being able to identify tells and patterns means you can learn the non-verbal cues and potentially stop “surprises” being such things.
Feedback and Collaboration
It’s time to share the spotlight with your colleagues or mentors. Invite them to enjoy your video call recordings and join in the excitement. Seek their feedback and insights, and encourage them to share their own improvisation tips and tricks. Collaborate like a superstar ensemble, supporting each other’s growth and igniting new ideas. Together, you’ll create a symphony of success that will leave your prospects in awe.
Scenario-Based Training
Cue the dramatic music! Use video call recordings to set the stage for scenario-based training. Step into different roles, challenge yourself with tough scenarios, and let your improvisation skills gleam. This is your chance to embrace your inner actor or actress, putting on a show that’s both entertaining and impactful. Embrace the unexpected, master the art of improvisation, and turn any sales scene into a standing ovation.
GET READY TO SHINEEEEE!
In the dynamic world of sales, improvisation is the magical ingredient that sets top performers apart. By taking inspiration from jazz musicians and leveraging video call recordings, salespeople can enhance their adaptability and navigate unexpected situations with finesse. It’s time to step into the spotlight and embrace the power of improvisation to create harmonious sales interactions.
Just like jazz musicians, salespeople must embrace the unknown, actively listen, and trust their instincts. The ability to adapt and improvise is the key to captivating prospects and building strong connections. By analyzing video call recordings, salespeople can learn, practice, and refine their improvisation skills, transforming each call into a virtual jam session where creativity and adaptability take center stage.
Grab your virtual saxophone or don your virtual diva hat, because the call recordings are waiting to be your stage for sales success. Let the rhythm of improvisation guide you, as you dance through objections, respond to the unexpected, and create unforgettable experiences for your prospects.
To supercharge your sales improvisation journey for both you and your team, we invite you to download tl;dv, the ultimate video call recording and analysis tool.
tl;dv allows you to easily capture and review your video call recordings, unlocking valuable insights to enhance your adaptability and sales performance. Don’t miss out on this opportunity to harness the magic of improvisation in your sales efforts. What’s even better is that it starts of totally FREE – perfect for a jazz musician’s starting salary.
Remember, in the jazz of sales, the ability to adapt and improvise is the spark that ignites your prospects’ interest. So, embrace the power of video call recordings, unleash your inner sales superstar, and let the call recordings be your jam sessions on the path to sales excellence. Get ready to shine and make every sales interaction a performance to remember!
