Attitude Shaping and Shifting: Acting The Part and Physiology

It’s been reported that actors and actresses who immerse themselves in a character in order to play a part sometimes actually take on the some of the psychological characteristics of the person they are playing. Apparently this can happen to the extent that they need some therapy to return to their core personality. For example, if they play a character who is deeply depressed they may actually become deeply depressed. Behavior, even pretend behavior becomes reality for them. Similarly, kids and young adults who immerse themselves in role playing games can actually struggle with identifying the real world. In some cases this has led to tragic consequences.

On the flip side, this can be good news. In some measure we can become more joyful just by acting cheerful. Have you ever been in a heated discussion with a spouse, friend, or parent only to have the phone ring? Not wanting to drag the caller into the trouble, you immediately change your tone, expression, and entire demeanor. Frequently the phone call changes your whole mind-body state and the trajectory of your day.

There is a place for honest grief after a serious loss. But sometimes we feel bad just because we have gotten into bad habits of physiology. Shift your physiology and your perspective may change almost immediately.

I find I think more constructively when I’m walking quickly with my head up, talking rapidly with a lot of inflection and enthusiasm in my voice, and smiling. If you struggle with smiling, stick a pencil or pen between your teeth and hold it for a few seconds. This simulates the physiology of the smile and can actually send signals to the brain that apparently releases chemicals that create a joy response. If you doubt this, try it right now.

If you are really having a bad day try skipping. It’s really hard to stay feeling bad when you’re skipping. My wife Susy, taught me about “sock slides”. Strip down to your bear stocking feet, take a good run, and then slide across a tile or hardwood surface. She is much better at this than I am but I still have fun.

Sing! We can sing because we’re happy… but we can also become happy because we sing. Try Opera. You don’t even have to know a song. Have a conversation in Opera. What ever you were going to say…. Just sing it in your best Opera voice. If you don’t have a good voice it’s even better… at least funnier. You might even want to have an Opera party where everybody sings to each other. Greet each guest at the door in your best Opera voice…. “Weeeeeeeelcooooooome toooooo ooooouuuurrr huuuumblllle hooooome”.
Make it up as you go. To get in the spirit check out Adam Sandler’s Opera Man skits on You Tube.

Sales trainer and motivator Zig Ziglar recommends rolling out of bed each morning, slapping your hands together, and enthusiastically saying, “This is a great day to go out and gettem”. I am a morning person, but even for me this is a little over the top. Still the principle is there. Start each day by taking control of your physiology. Act the part and perspective you would choose before you feel it. I prefer telling my wife I love her, walking purposefully to the coffee maker, and then out to retrieve the paper…. Okay… in case a neighbor is reading… some mornings I stumble, but I still have a plan.

For the servant sales person I think there is a physiology and posture that will suit you. You may have figure out what it looks like over time on your sales calls. It’s a blend of physically demonstrated humility, confidence, competence, and cheer. It may need to morph some from call to call as you ask yourself, “What does this customer or client need from me right now?”