The Sales Engagement Podcast
The Sales Engagement Podcast

Episode · 3 years ago

How Learning Improv Made Me Better At Sales w/ Andrew Mewborn

ABOUT THIS EPISODE

Andrew Mewborn, Solutions Consultant at Outreach, tells our Joe Vignolo how signing up for improv classes turned out to be an unexpected and incredible sales engagement tool. Tune in for his best tips and a few big laughs on this week’s episode of The Sales Engagement Podcast.

Welcome to the sales engagement podcast,this podcast had brought you my outreach, dotio leading sales of vesanplatform, helping companies, sellers and customer success, ingaged withfires and customers, and the modern sales error check out sales, an Ascomfor new episodes, resources and the book on Sales Andbugemen. Coming soon.Now, let's get into today's episode, How's it going everyone jobing dollhere, senior content, managing enditor for Outwitiio and happy to be on theshow happing to be hosting my first episode and even more excited to havean incredible guest. Today, Andrew meborn sales consultant solutions,consultant seller, traveler chef comedian, all around good guy heretoday on the show super excited he's gon no be talking about how Improv isone of the number one ways to become a better seller and how he got into thatand what it's done for his career without giving you too many spoilers.Surprisingly enough, it's not all about being funny, so I thot further. Do I'mgoing to Cossaboun over to Andrew and to introduce yourself tell us how yougot here and then, let's just jump right into the Improv stuff, Joe. Thatwas one of the best introductions I've ever gotten. So thank you very much forthat one there. So you know, thanks for everyone, forlistening in today, I'll give you a little backstory on why I believe thatImprom is one of the number one sales training courses that you should evertake and how I got into that, and what made me believe that was three yearsago I decided to join a company called outreach and enjoining this company. Icame from an engineering background and I realized that I really was not a goodseller. Right wasn't going to be in a...

...selling role initially, but I was goinga company that was all about sales, and if that was the case, I wanted to bethe best seller. I cand be no matter W, you know. If it was, I a whateverposition I was in so I had a old box, and I said you knowwhat I want to one day become a good seller. What do I do, and he said youknow what I had an old friend and I said: Well: okay, whos WHO's, yourfriend he goes well. It was a Dick Astella. The X, cof, twitter and he's said that if you want toBekind of the best person you can be in conversations or with other people thatyou need to take impro. I said: Okay, you know whall Te Contello, he did it.Maybe I should be doing this thing too. So that was around the time I joined oureach as well. So I wen first, I watched an improff course or I watchehim Brob class. I should say- and I said, okay, what are these people doingin these classes? Making them so great? You know that's making them good withpeople to think of people laugh and a majority of the time. What I notice isthat people weren't trying to be funny right. They were going throughexercises and trying to understand human beings themselves right howhumans interact with others, how to build a character, how to Berbuild arelationship with someone. How do we set an objective? And so that's what Inotice I was like wow you're, not learning to be funny, you're learningto understand human bings, and so that to me was what I'm one. I've alwaysbeen into psychology and ow the brain works. So that is really what startedme in my journey. I signed up for a class ID in probl, one o one and fromthere I took every course that I could you know once or twice a week andeventually learned that again, it's not about being funny, there's so muchother items in there that you know you can take with you not only in yourcareer but in your personal life and in your relationships to talk to me about all right. Ou Takethe classes, you learn a few things and you go right now, it's time to applythese things that I learn talk to me...

...about the first few times that you'reon the phone you're talking to prospect you talking to a customer and you'relike all right. Let me use some of these things: Ou nern, to the improtclass. How did that go? What were the things that you did just kind of youknow block us through that. Definitely definite. Let's say that I definitely failed afew times in doing that right. So one of the core beliefs is gues and and amcrop, and yes, and what that means is accepting any offer that you're givingand hearing offers as well like if you say something. How do I take that as anoffer? How do I build on right, so I would have prospects that would come tome with objections. Initially Rightand, they didn't say, Hey yeah, but you knowyou can't do this and I was start to Stellon, say yeahyou're right. We can't do that, but as I did that I would just go down on acomplete rabbit hole and make a sound completely like Che'se Meling like ShitRight, and so there is an art to using the SN andtobuilding upon other people's ideas right and to knowing, where to navigateind, where you're going to take the conversation. So I definitely failed a few times in thatsense and it doesn't always work out right with what you learn and Im prob.There's some techniques Ayre going to work for some instances at some ore,not but overall, what you do take from you is the ability to know that you canexperiment and fail, so you become comfortable with failing right andwhether it's Om relationships or trying new ideas and conversations, and itsounds to me that it really increases your ability to be agile andconversations right. A lot of people when they're talking to anyone reallyjust waiting for the next moment where they can say something right and notreally listening. And I know that you've written recently about theimportance of listening, because you know that is fuel for the conversationand you know how to respond, and ideally both people on each side of theconversation. I'R Coanna have a better...

...experience, N nowcome if both of themare actually listening to the other person. So talk a little bit about thelistening technique and at what you learned in Improv around thatdefinitely listening. Is We all here? It all the time you knowhere says like Yar any block post any blog as ever written about sales rightlike that salls people are the best listeners. What does that really meanright? There's a few things: one active listeing right, so not just hearingwhat you've said, but trying to understand and empathize with what itis that you've just set I'll go back to Emperov and how this relates. To that Imean in improve you're behind the scents Ra there's a stage you're behindcurtains, and you say: okay, I need to go up on the stage in front of everyoneright and neither build a character, build a scene build U Sani or whatever.Maybe if I'm behind the curtains- and I want to build upon that scene, I needto be actale listening and empathizing with that character. That's currentlyon the stage, because if I go on there out there- and I don't empathize- and Icome out with some complete feeling that doesn't relate to that scenaro atall- it's not going to work very well, and this has taken me to anotherconcept which is called making your partner. Look good did right. That islike one of another core belief. Tham prop always make your partner look tillyou look great today. So Thank O. Thank you. You know when you make your partner look good.How are you going to do that? You need to listen to what they've said you needto be able to consume hey. You know I hear you I understandou, I empathizeyou. How am I going to Bil on that and make you look better so for me, if Ineed to boil it down to hey what is listening? Well, man, it means takingin and consuming information away. That's going to make your friend oryour partner look good right and it sails today right Ol. He SolutionsCansul, I work with as over fifty of them. You know on a monthly basis,whatever it may be, if they prent me for these calls before we get on themon the technical requirements. Af...

Tathese folks need, if they pret me andmake what I'm going to do, is take the information I'm going to make them lookgood, I'm gonna, say hey! You Know Jonathan O, that he prent me. I knowthis. I know that and and making themlon good they're going to make melook good as well, and that's going to make us lo good at the prospecttogether, so all about the active listening, because you know in doing so,you're going to make your partner l good to cliche thing to say, but it'svery much a give and take right like an energy loop that is elevating allpeople involved. So that's super cool to hear, and especially it's goodadvice for people listening today, because especially new sellers, theyhappen to h, just want to like word vomit their pige or like they have thisscript and they're not actually listening to what the other person issaying, and so, if you could give someone who is new to selling or evenanother anseller who may just bkind o be stuck in their ways. Some somepidbits, some takeaways from your experience, doing improve te're goingto help them on their day. Today, what are like the three top things that thatthey should take away from today? Three top things I would say, number one:accepting offers right being open minded to whatever the processs goingto say and listening to what that may be and listening in a way where you'renot coming up with an answer as they're speaking, you hear hem out if you needto take a second to pause and consume. What it is. They'v Just said: Do thatright? No one's going to worry about that. I Ono say: Hey you just pause foras few seconds. I do it all the time right so say, excepting offers one onceagain to shutting up en listening and three action beats inaction. What thatmeans is, if I sit on the phone- and I don't do anything at all right- diwnscared to say that one particular thing it's better to try t and say in a waythat comes across Woll and not saying it all. So, in the spirit of action isbetter than inaction. I was just going...

...to be like yeah, okay. That sounds good.I would actually like you to elaborate a little more on that one or give me anexample of where. Maybe you said something that you knew in your mind,wasn't exactly right, but you knew that doing so was going to be better thannot doing so. I'm usually one that, unfortunately, if I hear something thatmaybe a little complex or if I didn't really understand something, my naturaltendency would be to kind of just nod and recede in the background like that,homeor Simpson meme a when he goes into the edge, so talk to me a little bitmore about the action is better than an inaction portion. Okay, so I'll go intothis, so you always have a friend who's, always saying how generous they are,and, let's say, theyre, sometimes they're. Rarely your most generousfriend right. What I like say is words can be weak, but actions can be STROPP,so active choices like specific action, are, what's going to move thingsforward and create opportunities for others. So don't think about doing itor talk about doing it. Just do it right and that's how I really get tothe bottom of the whole action beacs in action right, I'm Allgo to say, got aphone prospect says: Hey, you know. What can you send me? This sure will sendyou that I may not know exactly what the heck it is that I'm really supposedto send or Helen send it or you know I mean I have that material ready for me,and I know we've all been in that scenario, but trying to createsomething to sen of these propects. It's showing Hay, I'm trying to takeaction in that scenario and follow up with you. That's not ly just follow upewith you and give you as best of what I can give that's what it's going to behey. I don't know this particular things, I'm not going to send anythingat all yeah! No, I think that's that's good advice there. You know people areusually kind of afraid of saying the wrong thing or doing the wrong thing,and so they just don't do anything. What I'm taking away is that you'resaying hey as long as you put forth to your best effort you try and make thatconnection with someone and promise them that Hey, you may not know whatexactly what they're asking or what...

...they're asking for, but you're gonna doyour best to give them something, instead of just saying no right, yeahexactly at goes back to the whole, yes and thing like regt like acceptingoffers and saying I'm going to do what I can with this offer. I hear you andI'm going to take in run with it, so you want to play a little game. Yhey.We can play a little game. Okay, DOIT! So I've read some of your Lorpos Uhuhand you have some exercises in there that can help people learn some tricksabout improvs and how they can apply the to their daily selling activities.Is there any exercise you think we could play on the podcast today? Thatmay be fun and illustrative of some of the things we've been talking about yeah. Definitely any specific exercisethat sit out to wet, since, where audio only we can't do kind of like passingthe ball, or maybe we can do like lowle role playingand some Yesan type stuff. Okay, all right! Let's do this, I'm a prospectright and I'm going to give you an objection all right now I wanted theroles to be reversed. o Youm, Doit alrigh. I was trying to testyou there juswl, let's do and then I'll explain my thinking as I go through theanswer: How about that? Okay? So I am a prospect and I am buying genericproduct. Okay. That will help me day today. All Right Andrew. I see thatyour product can do a lot of different things, but unfortunately, what I'm notseeing is that it can increase my revenue tenx within twelve days, so younow that' something you can do, or am I just not noticing? Yes and Joe, we havelots of prospects that initially think that, as we speak with them and as theycome to us about how we can help them solve their problems, I want to tellyou about you know our implementation process and that we know that it withintwo weeks you're going to double your webs activity right, and we can allagree that, if you're doubling our reps...

...activity within a matter in a coupleweeks, there's going to be some to come revenue a in some point in your salesprocess, right so nice. In that case, what I just did is yes and yeah, andyou know what here's we've heard that from other procect. Now, let's take itthe other way where, if I said yes but right in the article that you justmentioned, if there's like an energy curb yes and is like you're building onenergy, all right, you know. Let me agree with you, let's roll with this,and then you have the yes, but that just completely is like a disagreement.So if I win yes but Joe, that's not true right! Yes, but jowe've seen people do this before you see how him's, starting like Bili kindof like an argument- case n there, rather starting to argue with them withthe yes but energy versus hey. Let me agree with you and then actually tellyou in a way hey. This is actually going to work for you right. That makessense yet, but no and don't cant those words immediately put people's walls upright, even if you are saying yes before them. Yes, but even when I saidthat my shoulders went down right, you yeah you're, just Tis, I insantly sinkslike you, it's so crazy right, like your body just onsomtly yeah, but and Isee it all the time I've actually promised my one of my friends. I waslike you'll, never hear me say the word, but again right and so every time hesays the word I say the word, but he calls me out on it and I have done itbefore, but that's how I'm just trying to eliminate from my rocalbulary intotal right, hey, but because that's always a yeah but or no, but right.It's just not building upon that energy that I would like to create with withthe and right m. So we call it the we call it. The improv mindset righthaving a mindset of yes and at all times. Well, that's cool that it allmakes sense Andrew, and I think that a...

...lot of people are going to take youradvice to heart and I would be surprised if there wasn't anuptick in Improv class signups across the nation the week following the release of thisepisode. So greatet chat with you about how improvis improved your selling, howlistening and really understanding what people are saying is part of thisenergy flow. That's going to elevate both sides of the conversation andreally make everyone enjoy that connection a lot better and get whatthey want out of it. So great having you on the show today and o peoplewanted to get a hold of you and talk to you more about Improv or sales oroutreach or whatever. How could hey do that? Oh Yeah? They can. Actually, youcan email me directly Andrew Dot, mewborn with Amazon Mary at Oure. Sadiocontact me on Lake Din. Send me a DM that's another way to get a hold ews.Well, so thanks Foati, you just you. No literally just told people to slide inyour dms an e slide into my dm all right, an appreciate being on theshow and all of our listeners out there. We will see you next time on thesesales and Gat to podcast, thanks to appreciate it wheteveron. This was another episode of the SalesAngagement podcast Jona at sales, enjagementcom or new episodes,resources and the book on sales amagement coming Toh to get the mostoud of your sales andgatin strategy, make sure to check out out reach O io.The leading sales and meatful pot, so you on the next episode.

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