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Have you ever taken an acting class?  

Have you ever performed in a play? (high school, college, community theater, other) 

If no, have you ever wanted to? 

What was the biggest thing that stopped you? (fear of getting up in front of people, looking foolish, not interested, didn’t think could do it, other) 

What do you think you would gain from acting skills? 

Do you have a fear of getting up in front of people? 

Do you think of acting as being phony or manipulative? 

Have you ever felt like you were “acting” with your clients? 

Do you feel like you are a “Natural” sales person?  

Do you feel like you are performing at your highest level on most (90%) sales calls? 

Do you do any mental or physical warm-up before a presentation? (i.e., visualization, stretching/vocal exercises?) 

How long have you been in sales? 

How many sales-related training programs have you participated in within the past 3 years?  

Now, for Extra Credit:

Do you have any examples or stories where you may have used an acting technique (see descriptions below) that resulted in a successful sales presentation or sale?

Recalled or positive experience or feeling before going into a meeting? 

Visualized a positive outcome? 

Created a sense of suspense or mystery? 

Imagined you were speaking to someone else or about something else?  

Personalized your script into your own words?  

Added humor to your presentation? 

Let mistakes and faulty props work for you? 

Engaged any other senses besides sight and sound when you communicated? 

Imagined yourself in the customer’s shoes? 

Escalated the situation to create urgency? 

Dressed for the part? 

Overcome anxiety by concentrating on a prop or a goal?