Soar to Success June 15 2020

SOAR TO SUCCESS / Feature Article Bob explains the technique of, “Yes, And…” in his book, “Getting To YES And-The Art of Business Improv.” The phrase, Yes, and… is the cornerstone of improvisation. For example, in a sales conversation, rather than being satisfied with a No answer, or an objection to your presentation, simply respond with, “Yes, And --- what can we do to make our product work for you?” Always keep the client engaged and let them tell you what they need and then explain how you can fill that need. The book draws on principles learned from cognitive and social psychology, behavioral economics, and communication. In it Kulhan teaches readers to think on their feet and approach the most typical business challenges with fresh eyes and openness. He shows how improv techniques, such as the “Yes, and…” approach, divergent and convergent thinking, plus the ability to stay focused in meetings, translates into swifter decisions, stronger collaboration and positive conflict resolution. The book provides exercises to help the reader improve their personal skills, plus it is useful as a training tool for large, or small groups. Bob shared, “We all have our own pace and rhythm. It’swhatmakesusunique.Thesetools and techniques are applicable to everyone and help to bring out the best in every individual.