The Small Things that Make a Difference in Sales

Today, Force Management facilitator Diana Sheley joins Rachel to
discuss how salespeople can execute the so-called “soft skills” for
greater success. She covers:

The significance of non-verbal communication.

Emotional awareness.

“The power of the pause”—giving the customer space to think
and speak.

Her “above the line/below the line” strategy for active
listening.


Here are some additional resources:

Discovery Process | Ascender Course

https://rb.gy/16rla



Deepen Your Discovery | Ascender Course

https://rb.gy/vw0y6



Active Listening | Ascender Course

https://rb.gy/n4ky3



Showing Empathy | Ascender Video

https://rb.gy/byntuc



Differentiate Your Call Follow ups | Ascender Article

https://bit.ly/3EffJog



What We Heard: Owning the Next Steps | Podcast

https://bit.ly/3KTPiIx




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