The formal definition of The Fourth Wall is a theatrical term for the imaginary “wall” that exists between actors on stage and the audience.

Obviously, no such wall really exists, but to keep up the illusion of theater, the actors pretend that they cannot hear or see the audience and the audience gets to enjoy the wonderful sensation of being a fly on the wall.

Successful comedians and sales professionals alike know how to break the "4th wall" and truly engage their audiences.

How To Use Story Details To Draw Your Audience In

This story about Jeff Bezos building door desks for Amazon’s first employees was told to me years ago by Tim Shisler. I never forgot it. Nor did Amazon’s early investors.

Details like a door desk is what draw your audience in and makes your story memorable.

What can UX designers learn from stand-up comedians? Apparently enough for the fine folks at UX Magazine to let me publish an article about it!

What's in it for you?

5 tips to make you more engaging during your next presentation. Why the Netflix comedy special "3 Mics" is a must-see. Plus 7 minutes of one-liners from my favorite comic Demetri Martin!

In 3 Mics, Neal Brennan deftly moves between, you guessed it, 3 mics.

He uses 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.

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

This simple post took me way too long to write because I care what you think of me.

The mere thought of you reading these words made me want to sound perfect instead of just connecting with you for a second while you’re skimming this blog.

That’s the thing with sales. Even when you work hard and do everything right, sometimes it feels like winning needs a pinch of luck.

So we try to capture that luck. Manufacture that luck.

The belief that we can win is what keeps the wind in our sails, even though deep down we know we can’t control the outcome.

Why do you do what you do?

If you’re an entrepreneur, investors want to know why you founded your company.

Apply for a new job, and recruiters ask about your vision for your career.

If you’re a trusted salesperson, your clients are curious how you got started.

Why do we crave origin stories? Because they reveal character.

All great salespeople know when to ditch their slides and improvise.

Here’s a simple skill you can learn from stand-up comedians:

Never ignore non-verbal cues and blindly press on when you know you’ve missed the mark.

An essential yet simple sales lesson I learned from performing stand-up comedy for over a decade is this: always speak naturally instead of from memory.

Your audience knows the difference. Your prospects and clients are not captivated by the perfection of your delivery, but rather by your authentic connection.

Want to appear more confident in your next pitch?