The Sales Pitch // Ep 06 // It’s Time to Adopt a New Sales Language with Eric Shaver
The Sales Pitch podcast is your go-to resource designed for real estate professionals seeking to amp up lead generation, networking, and in-person sales.
“We are in a financial profession. Every salesperson is in a financial profession because our job is to create a funding event. Our job is to create a financial transaction because that’s how we get paid. And most of us are not taught how
to speak financially.” ~ Eric Shaver
Today on the Sales Pitch Podcast, Melissa Kwan speaks with Eric Shaver, managing partner at Kensei Partners. Eric has trained more than 9,000 people at huge companies like Google and SAP, and has more than two decades of sales experience under his belt. He’s sold for everyone from multi-billion dollar companies to small start-ups and has been consulting ever since the financial crisis of 2008. Listeners are in for a treat as Melissa dives into Eric’s sales philosophy, how that approach applies to real estate, and where many sales experts go wrong.
Here’s What You’ll Learn:
- [0:55] Who is Eric Shaver?
- [4:05] What is Eric’s sales philosophy?
- [5:55] How that philosophy translates to real estate.
- [9:50] How to build relationships or rapport.
- [11:40] It sounds so simple, but where are the speed bumps.
- [15:50] Don’t sound like the herd.
- [18:30] It’s better to sound like a financial person who knows sales, then a salesperson who doesn’t know finances.
- [20:00] What do the top 1% of salespeople do differently?
- [22:30] Eric’s advice for how to engage quickly at an open house.
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Spread the Word! A Few Suggested Tweets:
Stop talking like a salesperson, and speak in a language buyers understand. Sage advice from @kenseieric on this episode of the #SalesPitch podcast. #RealEstate
Find out why @kenseieric says #RealEstate agents need to adopt a new language…the language of Excel. #SalesPitch Podcast.
#RealEstate people: If you want to separate yourself from the #sales herd, you need to sound different than the herd. Listen to this week’s episode of the #SalesPitch podcast to hear how you can adopt a new language to make your next #OpenHouse a success.
Today on the #SalesPitch Podcast, Melissa Kwan speaks with Eric Shaver, managing partner at Kensei Partners. Eric has trained more than 9,000 people globally at huge companies like Google and SAP and has more than two decades of #sales experience under his belt. How does his #sales philosophy translate to the #realestate world? Well, for anyone selling property, you know there are two things you care most about cash—getting the best price—and time—getting that property off the market as quickly as possible. So a seller wants to know how the agent assisting me measures up along those two vectors, how quickly they move and how well they do at getting the price they want. And to do that, you have to really understand financial transactions, not just typical sales talk. Eric breaks it all down during this episode!