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Improv comedy actors teach secrets of sales skills
By Dennis Quick
Senior Staff Writer
The Have Nots!, a Charleston-based comedy and improvisational acting trio, is known for its hilarious skits in which the actors think quickly and respond smoothly even to the most outrageous, impromptu scenarios.
Thinking on one’s feet and remaining nonplussed in unfamiliar territory are skills aspiring salespeople also need, said John Crotts, director of the College of Charleston’s Hospitality and Tourism Management Department.
Last month, Crotts enlisted Greg Tavares and Brandy Sullivan, two of the three Have Nots! (Timmy Finch is the third), to teach a sales-and-negotiations class. It was the third time over the past several years Crotts has recruited The Have Nots! for their educational help.
“I have found that Greg and Brandy springboard my students into developing the skills and talents (for sales) in an active and fun way that I can build upon for the rest of the semester. They quickly get students past their discomfort zones, empowering them to take control of how things connect with words, emotion and movement,” Crotts said.
What Tavares and Sullivan offered was not exactly hardcover, stiff-bound, textbook material.
“We’re going to play silly, stupid, childlike games,” Tavares told the class of 35 students, which is exactly what the class did.
They stood, formed a circle and loosened up by shaking their bodies and shouting nonsensical words. They made up on-the-spot responses to their classmates’ wild, spur-of-the-moment comments. Each student had to add to what the previous student said. Spontaneity was key.
It wasn’t all fun and games. Students had to pay attention to their classmates so they could pick up on what was said, relate to how it was said and respond to it.
“We try to heighten and accentuate listening skills. Listening and responding to your scene partner is the core of what you do in improv,” said Tavares.
Before responding to a comment, students were instructed to repeat what was said. The exercise not only helps sharpen listening skills, but also gives students a moment to decide how to respond, Tavares explained.
And the response should be positive, not negative, such as a “yes, and,” not a “yes, but.” “Yes, and” makes it easier for the respondent to connect with the speaker and to take the conversation in a different, more advantageous direction, Tavares said.
Improvisational theater is all about being in the moment and opening oneself to opportunities, said Tavares.
What business students learn in an actor’s improv class can benefit them during a real-world sales call. Observing, listening to and connecting with a prospect increases the chances of landing the sale, Crotts said.
In addition to being a teaching tool for the College of Charleston’s Hospitality and Tourism Department, The Have Nots! have performed at corporate teambuilding events, motivational speaking seminars and other business gatherings. The improvisational trio seeks more such work to go along with their regular performances at Theatre 99 at 280 Meeting St., Sullivan said.
Sullivan has advice for aspiring salespeople and wannabe improvisational actors alike.
“Don’t be afraid and don’t judge yourself,” she said. “Be fearless.”
Dennis Quick covers hospitality and tourism for the Business Journal. E-mail him at dquick@charlestonbusiness.com.
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