Act Like a Sales Pro

Actors Sell, Salespeople Act

Salespeople are like actors. They should prepare for sales calls as actors do for auditions. They must deliver compelling, convincing presentations in front of prospects as actors do in front of audiences. They must be sensitive to cues from their customers, just as actors must respond to cues from their fellow actors. Methods derived from acting – “the ultimate form of persuasion and engagement” – are more effective than traditional selling techniques, such as scripted presentations, “mirroring” and “neurolinguistic programming,” that prospects see right through.

“Act I: The Rehearsal”

People develop their first impression of you after only seven seconds, so actors work hard to make strong first impressions during casting calls. Salespeople have the same problem. If they don’t make a good first impression, prospects will tune them out. To win potential clients over upon your first meeting with them, try three acting techniques:

1. Develop a commanding presence, communicate with impact, and engage people by creating a special experience for them, such as helping them envision the benefits of a purchase.