The Power of Connection and Authenticity
If you had told me a few years ago that improv would shape my approach to sales, I would have probably laughed—and then made up some funny improv bit about it. But here I am, realizing that the things I learned on stage are the very things that make me a better salesperson.
I’ve always loved improv. It’s fun, unpredictable, and pushes you to be fully present. In improv, you can’t script your way through a scene—you have to respond to whatever is thrown at you. And while sales is a totally different world, I’ve discovered that the principles of improv help create a genuine connection with people, and that connection is everything when it comes to closing sales.
Stepping Into a Role Feels Weird at First
When I first started doing improv, stepping into different characters felt awkward. You don’t know how you’re supposed to act, and it can feel like you’re pretending to be something you’re not. What I realized, though, is that you’re not “faking” anything—you’re forecasting a new reality. The more you play the part, the more you grow into it.
Sales is no different. When I first started, I wasn’t sure if I could own the role of a successful salesperson. It felt like a stretch, like I was wearing someone else’s shoes. But I began to understand that this is normal—it’s just the process of learning to embody the confidence that eventually comes with practice.
It’s important to remember that when something feels unnatural, it’s not because you’re lying to yourself. You’re simply stepping into the future version of yourself. With every sales call, just like every improv scene, you’re getting a little closer to embodying that role authentically.
The Dance of Connection
One of the biggest things I learned from improv is the art of staying present. In sales, we often focus too much on hitting the script, on pushing toward that close, that we forget the most important part: connecting with the person in front of us. In improv, you learn that every scene is a dance. You don’t let your partner take control, but you don’t dominate either. You flow, adjust, and respond in real time. That’s what creates the magic.
In sales, it’s the same. The conversation is a dance. You can’t just sit back and let the other person take the lead, nor can you bulldoze your way to a sale. It’s about balance—being present, listening deeply, and guiding the conversation toward a meaningful outcome. That’s where the real connection happens, and that’s when closing becomes easier.
The script is important, sure, but the connection? That’s what turns a prospect into a client.
Filling the Gaps: Energy vs. Confidence
In both improv and sales, there’s this funny thing that happens when you’re new: you try to make up for what you don’t know with energy. I remember my first few sales calls—I was all over the place, talking too much, feeling like I had to keep filling every second with something because, deep down, I was afraid they’d see through me. I was compensating with energy because I hadn’t yet built up the confidence in my own skills.
But here’s the thing: over time, you start to see that energy isn’t the key. Confidence is. The more I practiced, the more I leaned into my strengths—empathy, listening, being fully present—the less I felt the need to overcompensate. I stopped trying to "perform" and started focusing on what I was actually good at: connecting with people.
Leading the Dance to a Close
At the end of the day, sales is about closing, yes, but it’s also about how you get there. Improv taught me that it’s not about controlling the scene or forcing an outcome—it’s about being in sync with the other person, guiding the conversation with ease, and trusting that the connection you’re creating will lead to the outcome you want.
In improv, you never know what’s going to happen next, and that’s part of the beauty. Sales can be the same way. But if you approach each call with authenticity, presence, and the intention to truly connect, you’ll find that closing doesn’t feel like a push—it feels like the natural next step in a conversation.
Here's is my invitation...
First… reflect on how you view any sales interaction. Is it forced? Is it formulaic? Is it fun an authentic?
Second… Remain curious and open. Just like I do when I take the stage and have no idea what’s coming next, trust yourself and the process and lean into what’s possible.