The ShiftShapers Podcast

EP #400: Sales Zone or Twilight Zone — with Dierdre Van Nest

March 28, 2022 David Saltzman
The ShiftShapers Podcast
EP #400: Sales Zone or Twilight Zone — with Dierdre Van Nest
Show Notes

This week's episode is about effective communication. Deirdre Van Ness, a keynote, speech, and story artist talks about the importance of connecting at the emotional level, especially in a sales setting, as well as some proven techniques to establish that connection.

What You’ll Learn From This Episode:

  • 1:27 The difference between talking and communicating and why that is so important.
  • 04:28 The 4-step formula for effective communication.


1:48 “Just because you can talk doesn’t mean you can speak.”

02:32 “I think the difference between talking, and speaking or communicating is having that intentionality behind what you say, and not thinking, what do I want to say.”

07:18 “Avoid jargon.”

8:07 “Start keeping a library of phrases and words that your ideal clients actually use, and use those words when you communicate that with them.”

15:40 “You have to take your facts and your figures, you have to add the curb appeal and bring it to life. And the way you do that is by adding anchors throughout your messaging.”

22:06 “The biggest mistake and the thing that we spend the most time in is what I call the power of the PAUSE. Most people when they communicate, do not pause appropriately. They don’t pause long enough so that the listener can actually catch up with you and process what you’re saying. And so all your words and all your ideas just run together. And your words are just words, they do not make an emotional punch. So, even though pausing is scary, and one second feels like five minutes when you’re speaking, I want to encourage you to look for those places where you are saying something that you want to emphasize and make sure you appropriately pause before and after that idea. So that you do make that emotional connection. If you don’t do that, it all just sounds like noise.”