This month’s improv tip is written by Shawn Westfall, the Get Real Project’s improv guru.
Somewhere around class three or four of the beginner’s improv class I teach at the DC Improv, I make the entire class stand up, raise their hands, and yell, as loud as they can “I FAILED! I FAILED AT IMPROV! I FAILED AT MAKING CRAP UP! HOORAY!”
Whose shoulders does it stand on? The book’s pedigree begins with the classic The Trusted Advisor, by Charlie with esteemed co-authors David Maister and Rob Galford in 2000. In 2005, Charlie wrote Trust-based Selling, which squared the circle of trust and sales.