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Ellen  A. Kaye as featured in . . .
Use Acting
Techniques to Give Your Sales Pitch the Winning Edge
By Jeff Slutsky Monday, March 30, 1998
You may find that you can increase dramatically your
communications effectiveness by applying techniques used by professional
actors, according to Ellen Kaye, a New
York-trained actress. Her Scottsdale, Arizona-based company, Perfect Presentation,
is a communication and image-consulting organization that transforms Fortune
500 executives into more effective presenters and leaders.
Kaye's clients learn actors training to be
convincing in their roles.
Likewise, you can use these same mental exercises just prior to visiting a
customer, colleague or boss to help you get past those emotional blocks that
zap your effectiveness. When you walk through the door for an important
meeting, it's like the camera rolling during a major shoot, Kaye said.
1. Emotional Memory.
When you're selling, you have to be at your best, whether you feel like it or
not. Just before a scene, actors often visualize a pleasant experience. Kaye suggests that just before an important meeting,
close your eyes and recall how good you felt during a special experience.
Then open your eyes and charge forward with the same feeling.
2. Substitution.
This acting technique is used when actors have a problem working with another
actor. For example, it's difficult to show the proper emotion during a love
scene when the person you're pretending to be head over heels for makes you
ill. To get into character, the actor mentally might substitute a desirable
partner for the one at hand.
In
selling or managing, you may have
to have a good working relationship with people who are difficult. So next
time you find yourself in this situation, mentally substitute a person you
like for one that you dislike.
3. Immediate Previous Circumstance. Actors know that their entire outlook and
emotional state leading up to the next scene is determined by events that
just happened. If you're headed into an important meeting or making a
critical sales presentation, and you just found out your company announced a
major restructuring, you may have difficulty being persuasive.
Kaye suggests that you create a positive immediate
previous circumstance before your presentation or meeting. For example, most
salespeople like to celebrate after a big sale. According to Kaye, that's a waste of a powerful “immediate previous
circumstance.” The time to go after a big sale is right after you've made
one. Your immediate previous circumstance is so positive that you stand a
much better chance of getting another sale.
You Have Seen Kaye on TV and
in Print 1,000,000 Times!
Whether
you realize it or not Ellen A. Kaye’s face and voice have been
a part of your unconscious
daily life for years . . .
Ellen A. Kaye, a professionally
trained, working actress, was in the top .01% of earning actors; meaning she
worked all the time. Ellen perfected
her presentation, communication and body language skills in a multitude of
classes in New York City including: Script Analysis with the legendary Stella
Adler; Scene Study with the great Wynn Handman and
Improvisation with Chicago City Limits.
For your benefit, Ellen applies all of her
superb professional acting training, and television and stage experience, to
coach you to dramatically improve you business performance and achieve greater
success. If you want to perform as brilliantly as an actor or just be more
persuasive, polished and powerful, you must contact leading authority and
expert coach.
For General Coaching and the fun, fabulous Acting for Non-Actors Class, contact:
Ellen A. Kaye and Perfect
Presentation®
P.O. Box 6064, Scottsdale, Arizona 85261-6064
Phone: 480-391-9888 ellen@ellenkaye.com
www.ellenkaye.com.
_______________________
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