Your sales calls suck because you’re not Meryl Streep

But you don’t have to be a national treasure to improve your approach. 

Because sales is a performance, not a presentation.

We’re going to explore how the performing arts can improve your sales with 4 strategies and a dab of secret sauce

(I know, I know, Liberal Arts degrees, yuck)

Here we go 

And 5-6-7-8

Preparation creates Presence

Connection comes before persuasion

Don’t be interest-ING, be interest-ED

And the secret sauce tip that will make total sense but will probably burn the roof of your mouth

(Keep reading)

And we’re doing this:

Because every great sales performance deserves a little recognition. Even if you haven’t done it yet. So break a leg you humble business professional

And strap on those leotards

(I wear mine two sizes too small *wink*)

We’re going to yes-and this thing

Ok - we’re going to stretch this metaphor as far as it will go

And I know that many performers have scripts. But we’re going to ignore that because you should throw out your script

You’re a performer on stage and your getting instant feedback from your audience during the call

So use it

When you’ve struck a chord in the conversation, lean into it

When they clam up, move on

It’s jazz baby

You know your business and you should know theirs 

so forget the script and hit the right notes that speak to them

Spend 10 minutes reviewing your prospect notes before every call. Then throw away your script and treat every conversation as a unique performance.

Preparation creates Presence

What’s that sugar pie? You don’t have prospect notes? Then what are we even doing here?

Actors know their character inside and out

And you should know your prospects better than they know themselves

Ok that’s probably a stretch

I mean, can we ever really know a person?

looks sadly into the distance, thinks about mother

Sorry. The point is you should be prepared enough to anticipate their needs and give a compelling performance

You don’t have to go all method on it

(looking at you Jeremy Strong)

Nominee: You again! What are the odds?

Walk into every sales call knowing enough about the prospect that your first question proves you've done the homework.

Don’t be interest-ING, be interest-ED

Ok peacock. Put those tail feathers away. Your sales call isn’t about you, and you’re nowhere near the most interesting part of your prospect’s day. 

Instead, be interested in them. They are the star.

And like my old acting coach always said:

Acting is Reacting

(I think he was an acting coach - we always met in back alleys)

Either way, listen to them. Empathize. Ask them more.

Because who doesn’t love feeling like they are being heard?

Nominee: It’s you. It’s going to be you every time.

On your next sales call, challenge yourself to ask one more follow-up question before explaining your solution. Listen for what's underneath their words.

Connection comes before Persuasion

And yea - you and I both know that persuasion is the goal. 

(First comes love….then comes persuasion in the baby carriage)

But if you’re going to be persuasive, you need to connect first

Do your prep work

Respond to their needs

And make them feel like you truly understand…because if you do these things, you will understand

Then go and make it rain baby

Nominee: You. But I was really hoping to win this one.

Before your next call, replace this question: "How do I close this deal?" with

"How do I make this person feel understood?"

You'll be amazed how much that changes the conversation.

The Secret Sauce

Not so secret if you’ve read the above

But still a little spicy with a hint of paprika and undertones of common sense

Making a sale is a byproduct of communication

So simple it’s stupid…and brilliant!

If you are communicating, truly connecting, giving yourself to the prospect and accepting their responses, the sales are going to come.

Just so you know I’m not making all of this up

Check out the podcast where I chat with our Head of Marketing, Jay Alexander-Ali, who I stalked for two years until he agreed to join our mission (to eradicate the archaic recruiting model).

Jay walks us through his transformation from a shy teenager to a stage performer and a sales killer

Aww shucks. I’d like to thank the academy, my mother, and you, dear reader

Until next time,

I already feel us growing closer

Like we’re really building something here

I guess what I’m trying to say is 

I’m here for you 

and I’ll be back next month 🤝

Hugs and kisses

To your sales success— whatever you're confessing to 🚀

-Elana & Ryan
Find Elana On LinkedIn 
Find Ryan On LinkedIn

💡Know Someone Who’d Love This?

This newsletter grows when awesome readers like you share it.

Help us grow our community — you’re just one share away from earning your first milestone. 🏆