From Actor - to Sales Trainer

People who know my background will know I trained as an actor.

So I love using acting as an analogy when it comes to selling.

And it's actually less of an analogy than you might think...

Good selling requires you to become a chameleon, to adapt quickly to different people & situations, much like being a good actor.

And we all know bad acting when we see it - someone you don't believe or buy into.

Someone who falls out of character and feels wooden.

It's painful to watch.

And bad selling, in my opinion, is when you fall into "sell" mode.

This is when you become ego driven, with selfish drivers & a self-serving agenda to earn 'your' commission.

Also painful to observe.

People don't believe you have their best interests at heart, because...well, you don't.

On the other hand, great acting is when you completely transform into the character you are playing. You embody that person and it's very truthful.

When fully immersed it actually feels more real than anything else.

And great selling?

I like to think of it as becoming the objective consultant or the trusted advisor.

When you become so fully immersed in your client's world, that you stop thinking about yourself or your commission...and become truly empathetic.

You have completely transformed into the impartial adviser...your client's confidant.

You want what's best for them.

Like a great actor, you're fully present - you're in the moment.

This is truthful selling - much like truthful acting.

It's the art of communication, performed with integrity.

Ironically, this is the point at which you'll also do the most amount of business.

Because you have no attachment to outcome.

So always bear this in mind when you're selling.

And please, get out of "sell" mode.