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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Above the line / below the line note-taking

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