Improv workshop for sales teams
facilitated by Bogdan Grigore · founder & lead facilitator Improvizatie.ro
Selling is a two-person scene: if you do not listen, you play alone. The workshop trains active listening, reading the client and the "yes, and..." reflex for objections, so you can improvise with confidence where the sales script ends. Facilitated by Bogdan Grigore, since 2008.
Who it is for
- Sales teams dealing with hard-to-anticipate objections, not just the sales script.
- Account managers who handle long-term relationships with unpredictable clients.
- Sales development reps early in their career who need quick reflexes for their first calls.
- Sales managers who want a more flexible team in negotiations with several decision makers in the room.
- Teams selling technical or complex products, where the demo or presentation can break at any moment.
- Remote sales teams who often negotiate by phone or video, without full non-verbal cues.
What actually happens
- "35 points" (10 minutes): trains argumentation and negotiation. Everyone writes their best line to convince a client, then in pairs they negotiate over 5 rounds which line is better, splitting 7 points between them each time. Whoever collects the most points wins.
- "What Comes Next" (15 minutes): trains reading your partner and building on an offer. In pairs, one person makes a proposal; the other either builds on it ("what comes next?") or declines with a smile and offers another, without taking the refusal personally.
- The Objection and the Offer (15 minutes): trains the "yes, and..." reflex for objections. In pairs, one person raises a real sales objection ("too expensive", "not the right time"), the other must accept it as true and build on it straight away, without rejecting or ignoring it.
What a session looks like
| Duration | Number of participants | Space required | Online or in person | What you get afterwards |
|---|---|---|---|---|
| 2 hours (standard format): for large sales teams, sessions are combined | from a small team (4-6) to the whole department (up to 12, the reference group) | a room clear of furniture, where people can move | both, at the same price | professional photos + debrief linked to the team's real sales situations |
Price details and subscription structure on the pricing page.
What it is NOT
- It is not a sales techniques course: you do not learn a new script, but the reflex to improvise when the script ends.
- It is not comedy theatre: no one is judged on how funny they are.
- It is not classic role play with fixed scenarios: situations stay open, to train real adaptation, not memorising a response.
- It does not replace technical product training: it works on behaviour and reflexes, not on knowledge about what you sell.
Frequently asked questions
How does improvisation help a sales team?
It trains active listening, reading the client and the reflex to build on what the client says instead of contradicting them: exactly the behaviours that make the difference when the conversation goes off the sales script.
Which improvisation exercises train objection handling?
"Yes, and..." exercises, where participants practise accepting the objection as a starting point and building an immediate response on it, instead of rejecting or ignoring it.
How long is an improvisation workshop for sales?
The standard format is 2 hours. For large teams or whole sales departments, sessions can be combined or repeated, depending on the number of participants.
Does it also work for complex B2B sales with long cycles?
Yes. The exercises adapt to the team's real situations: negotiation with several decision makers, technical demo, follow-up after a long pause, regardless of the length of the sales cycle.
How do you measure the effect on sales results?
Hard to do directly: the effect shows in the quality of conversations, not in an immediate figure. The debrief links the exercises to real situations from the pipeline, so the team can apply the reflexes on the next call.
Can it also be run for account management teams, not just new sales?
Yes. Many of the exercises train exactly what matters for account management: long-term listening and reading the relationship, not just the reflex to close a sale.