The Audible-Ready Sales Podcast The Small Things that Make a Difference in Sales
Sep 19, 2023
Diana Sheley, a Force Management facilitator who trains sellers in communication and emotional awareness. She discusses why soft communication skills matter. She explains reading nonverbal cues and emotional awareness. She highlights the power of pausing and a note-taking method to prioritize discovery. She covers virtual meeting cues, structured recaps, and owning clear next steps.
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Nonverbal Signals Drive Sales Conversations
- Nonverbal cues dominate communication with 93% of meaning coming from body language and tone.
- Diana Sheley says reading shifts in behavior or tone lets sellers pivot to the customer's agenda and avoid pushing their own.
Match The Customer's Pace And Acknowledge Pain
- Watch your pace and mirror the customer's tempo so you don't leave them behind in the sales process.
- If a customer mentions a pain and you respond with only "uh-huh" then move on, you signal you didn't hear or empathize, so slow down and acknowledge.
Use The Power Of The Pause
- Use the power of the pause: give customers silence to think or expand instead of speaking to fill it.
- Diana Sheley credits pauses for revealing truths and preventing sellers from assuming they already have the deal.