# Improv Selling (Serhant)

## The principle
Treat every sales conversation like an improv scene:
- **listen** before you react
- build on what they give you ("yes, and...")
- adapt in real time — don't cling to a script

## Why it works
- reduces awkwardness
- improves rapport
- keeps momentum when something unexpected comes up

## Practical behaviours
- mirror their language (don't parrot)
- ask a clarifying question before answering
- reframe objections as information
- guide the narrative without forcing it

## Guardrail
"Yes" does not mean overpromise.
Use: "Yes, we can explore that — let me confirm the best way to do it."