How do you Sell based on Value | with Eric Shaver

In this episode, Carlos Nouche and Eric Shaver explore the critical gap in financial literacy among enterprise salespeople and the importance of effective communication with executives. Eric Shaver emphasizes that many sales professionals struggle to engage in meaningful financial discussions, which can hinder their effectiveness in sales. He highlights the need for salespeople to understand financial concepts and communicate in a way that resonates with executive-level decision-makers.

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Takeaways

• Almost every enterprise salesperson is functionally financially illiterate.
• Salespeople often struggle to start conversations about finance.
• Executives can quickly assess if salespeople understand their language.
• Effective communication is crucial for guiding executive thinking.
• Sales training should include financial literacy components.
• Understanding finance can enhance sales effectiveness.
• Salespeople need to articulate value in financial terms.
• Building rapport with executives requires financial fluency.
• Sales success is linked to the ability to discuss financial matters.
• Sales professionals must adapt their language to their audience.

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Titles

• Bridging the Financial Literacy Gap in Sales
• Mastering Executive Communication

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Sound Bites

• "functionally financially illiterate"
• "speak their language or know how to guide their thinking"

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Chapters

[00:00] Introduction to Value-Based Selling

[00:35] Eric's Expertise and One Percent Edge

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