Prompt Your Audience to Lean In

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This required them to know how to pick up and use objects that didn’t actually exist. Yes, they would pretend to hold a phone or put on a jacket that the audience couldn’t actually see with their eyes; a form of pantomime.

If done really well, with confidence, eventually the audience would start to visualize everything and would quickly determine the location without a word ever being said by the performers.

What Does This Have To Do With Sales?
Silence is golden on a comedy stage, just like it is on a sales stage. The brain is lazy and loves short cuts (heuristics) to understanding the environment.

There are two goals behind “wash the dishes” that can be accomplished simultaneously:

1) It helps the audience focus without them realizing it.

2) It helps the performer maintain emotional control without the audience knowing they are uncertain of what to do in the moment.

When the players don’t know what to verbally say to thoughtfully czech republic telegram data engage an audience, saying nothing at all will call the audience to physically lean in, as if they are straining to hear what they can’t.

As humans, it’s instinctual, even on video calls in business. I’ve watched people (and have done it myself) physically move closer to the camera because the audio was bad.

When people physically lean in, they are emotionally leaning in as well.

And if the performer, or sales person, is demonstrating something physical without speaking, the audience (especially for a “physicality” audience member) or buyer, will start to focus on and observe the task at hand.

Movement Reduces Cognitive Load
Studies show that creative people use bodily movement to help overcome “blocks”.

When the players channel their uncertainty and anxiety into doing something (taking action) versus speaking incessantly (talking about doing something), the performer’s lazy brain doesn’t have to work as hard.