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Curtain Call

Combining selling and acting techniques will leave your customers cheering for more.

This story appears in the December 1997 issue of Entrepreneur. Subscribe »

Until recently, I didn't fully appreciate the connection between selling and acting. Then this past summer I played the role of Dorothea in Lee Blessing's play "Eleemosynary" at the Liberty Theatre in Hailey, Idaho.

The director believed in "living," as opposed to "acting," in front of an audience. He instructed us to find the truth in the dialogue, the task or the interaction required. Once we found that private truth and communicated it to each other, we didn't have to worry about impressing or playing to an audience. They would see truth in our presence, and that would lure them into our world. He showed us that good acting isn't acting at all but rather living in front of the public with no self-consciousness.

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