“Yes – And” How to Increase Sales With Improv
Sales Gravy: Jeb Blount
Jeb Blount
4.7 • 612 Ratings
🗓️ 30 July 2020
⏱️ 47 minutes
🧾️ Download transcript
Summary
Mastering the “Yes – And” Sales Improv Framework
Ever been caught flatfooted when a buyer throws an unexpected objection at you? It turns out that improv can help you handle it and increase sales.
On this Sales Gravy Podcast episode, Jeb Blount (Virtual Selling) and Gina Trimarco engage in a fun discussion on how to increase sales with improv. You’ll learn how developing the same skills comedians and actors use on stage, can help you in front of buyers during sales conversations.
Improv is the art of off-the-cuff, un-scripted comedy in which the actors respond to cues from each other rather than reading from a set script. The most important keys to effective improv are listening, accepting, and leveraging the “yes-and” framework.
Sales improv helps you increase sales by:
- Becoming more confident
- Being present and in the moment
- Building sales conversation organically
- Asking better questions
- Being a better listener
- Keeping buyers engaged
- Detaching from outcomes
During the podcast, Jeb and Gina demonstrate the “Yes-And” improv framework and Jeb fails miserably. The good news is the “yes-and” improv motion is easy to learn with practice. Mastering this framework is the key to increasing sales with improv.
Gina also shares her inspiring entrepreneurial story about how she built her sales improv training business. Gina combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds to teach sales professionals improv techniques.
Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacyTranscript
Click on a timestamp to play from that location
| 0:00.0 | This is the Sales Gravy podcast. I'm Jeb Blunt, best-selling author of Fanatical Prospecting SalesEQ, |
| 0:08.2 | objections and inked, and I'm here to help you fill up your pipeline, close bigger deals, |
| 0:13.0 | and rock your commission check. |
| 0:16.5 | Welcome back to another episode of Sales Gravy. On this episode, I have a really fun conversation with Gina Tremarko, who is an expert on improv. And you're going to have an opportunity to hear me embarrass myself as I try to do improv with Gina. But what you're going to learn, I think is really important because you're going to learn that improv can make you more confident. It can make you a better listener. It can help you be in the moment when you're having a conversation with a buyer, |
| 0:40.8 | help you do much better discovery because instead of trying to think about the next thing you're going to ask, |
| 0:46.3 | you're able to build on your questions organically, which again makes you a better listener, |
| 0:50.7 | which is a really good habit in sales to actually listen to your buyer. |
| 0:54.6 | It's a fantastic conversation and there's so much to learn here. |
| 0:58.2 | And at the very beginning, you also get to learn Gina's entrepreneurial story, which I think |
| 1:02.6 | is fantastic and it's inspiring as well. |
| 1:05.9 | Before we get started though, a quick conversation about my brand new book virtual selling. |
| 1:10.1 | This book is setting all kinds of |
| 1:11.8 | records. It's already an international bestseller. Now, I've sold a lot of books, but I've never |
| 1:17.0 | had a book do this well, this fast. And the reason that it is flying off the shelves is because |
| 1:22.8 | it helps people stand out to differentiate, to be better in a virtual environment. |
| 1:29.1 | This book will make you more money this year. |
| 1:31.4 | So if you're ready to crush it on virtual sales calls and with virtual prospecting, |
| 1:35.5 | go pick up my brand new book, Virtual Selling. |
| 1:38.0 | You can get an Amazon, Barnes & Noble, or wherever books are sold. |
| 1:42.0 | Now, here's my conversation with Gina Tramarko on Sales Improv. |
| 1:47.0 | Hi, I'm Jeblin. I'm CEO of Sales Gravy and the author of Fanatical Prospecting, SalesEQ, |
| 1:53.7 | objections in ink, and I'm here with Gina Tramarko. And we're talking about improvising in sales, improvising in your life, improvising in business, |
... |
Please login to see the full transcript.
Disclaimer: The podcast and artwork embedded on this page are from Jeb Blount, and are the property of its owner and not affiliated with or endorsed by Tapesearch.
Generated transcripts are the property of Jeb Blount and are distributed freely under the Fair Use doctrine. Transcripts generated by Tapesearch are not guaranteed to be accurate.
Copyright © Tapesearch 2026.