"If I Understood You Would I have this Look on My Face" by Alan Alda


"My Adventures in the Art and Science of Relating and Communicating"

This recently published book is about how Improv can teach us something about communicating. While interesting anecdotes, there are four take aways that we can use in sales.

1) Good communication is a SHARED experience. Don't think of it as speaker/listener. The best is two way.

2) Improv can help break down barriers. For example, teaching TEAMWORK: the results of having students playing imaginary instruments in a band brought them closer together.

3) Don't react with "NO". Or even "YES, BUT...." A better response is "OK, AND....."

4) Mirroring. Try this improv technique to teach people to better look for body language clues. (Have your team mirror each other. First one follows a leader, then switch roles. Then simultaneously. Then add speech. Very good drill.)

Please feel free to comment on any of these recommendations and suggest other sources that might be helpful.


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