Most sales conversations donât fail because of WHAT you say, but HOW you say it. Key elements that make sales so much easier are:
- Body language.
- Energy.
- Presence.
Actors train these skills every day. Sellers usually donât.
So we figured it's time to show you 3 simple acting exercises you can use immediately.
Acting Hack 1
Mirror to Feel Connection, Not to Control It
Most people use mirroring to make the other person feel connected.
Thatâs not where the real power is. You will find it much easier to build rapport when YOU feel connected with them. Because if you feel it, they will too.
The exercise
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Observe someone in public (either on the subway, a colleague or even a family member)
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Subtly mirror posture, pace and breathing
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Do not try to get a reaction, just deeply observe
The real goal is that you feel grounded and aligned. The more you practice that the easier it'll get for you to turn on the connection switch in your brain.
You canât control how others respond. But yuou can controle if you're feeling connected. That's when rapport follows.
Acting Hack 2
Create Energy Before the Call
People want to talk to people with positive, regulated energy.
Here's the science behind why:
Humans subconsciously mirror emotional states through mirror neurons and emotional contagion.
The exercise
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Stand up
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Shake your body for 30 seconds
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Head, arms, shoulders, hips, legs
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Go high, go low, go high again
What happens
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Tension drops
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Energy increases
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Your body resets before the call (this is a key tactic when you're nervous as well!)
Join the call after the shake. You will feel the blood pumping and the energy rising. My prospects told me many times how much they appreciate my energy when they join the call. 'It always feels like fresh wind when I join a call with you!' -> that's what we want.
Acting Hack 3
Use Script Analysis in Discovery
In acting, a goal is only interesting when it's hard to achieve. If there is no obstacle, there is literally no story.
Sales discovery works the same way.
Every prospect has a
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Status quo: where they are now
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Goal: what they want
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Obstacle (Problem): whatâs blocking them
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High stakes (Pain Point): what happens if nothing changes
Your job in discovery is not to collect information but to understand why the goal is currently out of reach and what happens if they don't reach it.
E.g. If you're playing a character who runs for a Bus vs a Plane you will see a shift in your speed đ
The clearer the obstacles and stakes, the easier the decision becomes.
Why This Works
-> Body language builds trust
-> Energy sets the tone
-> Script analysis creates the urgency
And the best part! These are not some soft skills you have you not. Theyâre performance skills. And they CAN be trained.
Want to know which Skill will move the Needle for You?
Take our Sales Skill Test. đ
It shows:
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Where youâre strong
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Where youâre leaking results
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What to focus on next
Otherwise, we'll see you next week again! đ¤
Your Sales in DACH Team â¨
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