What Sales People Can Learn From Improv

A sales meeting is an interaction between two or more people. Understanding the dynamics of that interaction can help you lead the meeting to a productive end - for both parties.

Theater director and coach Keith Johnstone is the author of Impro: Improvisation and the Theater, a book that could be described as a handbook on human interaction. The first section of his book deals entirely with status interactions. Johnstone breaks down the dynamics of interaction between people and trains his students to use those dynamics to build improvised interaction that looks and feels genuine. His book is an exploration of the nature of spontaneous creativity.

Johnstone discovered that many staged interactions lacked reality because real interaction has a status component that influences the behaviors of the participants. Status behaviors often occur below the level of our conscious awareness, but without awareness of the status of their role, actors had trouble generating behavior that felt authentic to the viewer. They were flat. Let's look at status and its applications to selling.

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