Salespeople, in general, are WAY too serious.

I get it, we need to act professional. Or at least try.

I think it’s because salespeople struggle with fear and anxiety which they don’t really understand. That’s why they focus extra hard on things they think they can control, rather than trusting their gut.

This desire to be “professional” at all times can lead salespeople to be stiff, boring, and often out of touch with the prospect sitting across the table. One tip-if you fall asleep while you’re talking there’s a very good chance you are boring .

It’s not a good sign when your prospective client breaks out the defibrillator to see if you’re still alive.

The funny thing is that growing up as kids, we love the idea of acting. Which is not the same as acting out.

In middle school, learning and sitting still in general made me very anxious so I became the class clown.

At one point, a teacher asked if anyone knew who Caesar was, and I said, “isn’t he the guy who invented croutons?” I must have laughed for 20 minutes after saying that. Of course, I was in the hallway doing so.

Or even today. In fact, I just spent several hours sitting in the hall after telling my wife that Downton Abbey was stupid. Some things you just never learn.

As a young adult, I tried my hand at stand-up comedy on the New York circuit right alongside young comedians like Jerry Seinfeld also getting their start. That experience taught me the value of rehearsing, and making changes based on the mood of the room.

Later I tried acting. I never realized pretending under imaginary circumstances required so much sincerity. Acting is reacting – but for the prima-donnas out there, that doesn’t mean it’s okay to over react. Reading the intention of those you communicate with is what actors do in a scene. There’s no reason you can’t do that on a sales call.

That’s why I write about the value of acting, including improv classes, in my book Fear Less, Sell More as the story takes the main character on an uncomfortable journey of getting out of his comfort zone through a series of new experiences.

It’s a great way to rewire your brain.

The truth is, we’re always acting as salespeople. You may have a sales quota that’s not being met and struggles at home, but you still have to put on your game face and act your way through sales meetings.

One of the rules of improv is to say “yes” to everything, which is a great, positive, empowering tactic in sales. Unless, of course, you’re being asked if your halitosis is getting in the way of closing the deal.

Our inner critic is always reminding us that we’re not good enough. This alone is reason enough to become an actor – and banish them from the kingdom in Shakespearean couplets.

So, my advice to you today is GO – take an acting class or sign up for an improv club somewhere in your town. Or at least come up with a few jokes and practice on willing family and friends.

You’ll probably find you’re funnier than you think. 😂