How Great Salespeople Can Move with Purpose like Neal Brennan

In one of my favorite Netflix comedy specials, 3 Mics, comedian Neal Brennan delivers a trio of different stand-up sets in a single show using not one, not two, but … wait for it … three microphones. 

Brennan deftly moves between them, using one mic for one-liners, another to talk more seriously about dealing with depression and his relationship with his father, and the third for traditional stand-up comedy. 

Brennan makes dramatic transitions between mics, killing the lights and leaving the room dark for a few moments before spotlighting whichever mic he’s moved to. 

So what the heck does this have to do with your next sales pitch?

I know, I know. Experimenting with light switches and a collection of mics during a sales pitch is overkill, so here’s your simple takeaway: 

Pick three different spots in front of your audience that you can move between during different sections of your presentation.

As an example, if you’re pitching a technology solution to a room full of stakeholders:

When you’re standing stage right, you can talk about high-level challenges you heard during discovery. As you move to the center of the room you can speak to the value and business outcomes your clients see after your solution is launched. Then stage left is the place to unpack technical features and functionality geared toward the day-to-day users of your solution. 

You don’t need to address your movement and the significance of each area on stage. Your prospects will likely adjust on a subliminal level to the change in information going on during the presentation. .

I call this “moving with purpose,” and it’s one more thing that great comics and great presenters have in common. 

Now, I encourage you to take these tips out into the wild, both in your next sales pitch and—when you’re ready—open mic night at your favorite comedy club. 

Break a leg!