I'm not an Improv actor or anything, but I am fascinated by it. I have read up on it; I've known people that do it; and I've even considered "getting into it" myself.
I believe there is a LOT that can be learned from the basic principles the art follows — and not just for business — I'm talking: for life, for friendships, for relationships, and anywhere else you "connect" with people.
Here are 5 basic rules that may help you in building connections with people:
1. Don't deny — Say "Yes(!)-and".
In Improv:
Denying or disagreeing will cause the scene to come to a halt. A scene beginning with "I'm Gary and the view from this mountain is great" will be killed if the response is, "this isn't a mountain it's a living room and you are Patricia".
In Life:
It does the same thing. Accept the content or story or argument that is given to you as a reality [it often is for whoever gave it to you]. Agree and add.
2. Don't ask open-ended questions — it makes the other person do all the work.
In Improv:
After the Yes(!)-and, add new information. "Yes, and the fresh air is probably really helping our simultaneous cases of athletes foot."
In Life:
Same thing; don't make the other person do all the work by continuing to pound them with open-ended questions. Add value to the conversation; state your opinion; help them help you.
Personally, I think people in sales are over-taught the open-ended question process. It has it's place, but how quickly you can come off as passive-aggressive, if you never add value to the conversation. In my opinion.
3. Don't TRY to be funny — focus on here and now and on creating an interesting scene.
In Improv:
The process of creating an interesting scene, between two people working with each other, who have no idea where the other will go next, will create the comedy. And it won't be forced. Let it happen naturally.
In Life:
Replace "funny" with whatever the context is. Don't TRY to sell them a car. Don't TRY to win the argument with your significant other. Don't TRY to get a raise. Focus on here and now — and on doing the right thing — and whatever IT is, will happen naturally.
4. You can look good if you make your partner look good.
In Improv:
Don't get too caught up in your own character. Figure out how to help your partner advance their character. It will be funnier then trying to get all your jokes in about your own character.
In Life:
Don't get too caught up in your own character. Figure out how to help your partner advance their character.
That was perfect, I didn't need to change it.
5. Tell a story.
In Improv:
Establish a location and provide details that add to the story. The audience is looking for a good story. And again, the natural details — that are being created between two individuals, on the spot — will be funny on its own.
In Life:
A story "humanizes" the situation. You want to connect with your audience — your boss, your loved one, your son or daughter, your customer — give them a story about you. You know, "about a time when..." Tell it from the heart. Emotion builds connections. Usually.
If you don't know where you are going, any road will take you there.
-Lewis Carroll, "Alice in Wonderland"
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