Mark Jewell's Blog: Selling Energy, page 101

Finding Your Why

In 2009 Simon Sinek gave his popular TED Talk, “How Great Leaders Inspire Action,” which I’ve used with my teachings since our first Selling Energy Boot Camp. It focuses on the idea of an individual’s “why” and the concept can definitely be applied to our work lives. Why did we choose our career path? Why do we find it fulfilling? Why is a particular job or project so important to us?

Weekly Recap, July 4, 2021

Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs...

Feeling “Screened Out”?

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Over the past year you may have heard about a spike in productivity among employees working from home. Without the daily commutes and in-person meetings, there was more time to get things done. However, in spite of the collective stress over the pandemic and the subsequent recession, many of us have been working longer hours. The result is spending more time sitting in front of a screen, and to say the least many of us are “screened out.”

How to Address the “What Do You Do for a Living” Question

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It’s common to hear the question, "What do you do for a living?"  It’s also tempting to launch into the usual bits, bytes and blinking lights of your job, which would be ill-advised.  It’s important to present what you do in a humanistic way that invites conversation. 

Answer These 3 Questions to Nail Your Content Marketing Strategy

Communicating is a large part of selling and we’re often told to be “on message” and consistent when we’re speaking with prospects and customers.  The same principles apply to marketing and our online presence, which is the basis for content strategy.  This kind of marketing focuses on the “why” of the sale and on keeping the message simple and concise. 

The Question Trilogy

It’s crucial to learn what your prospect needs from you before he or she is willing to buy. One of the best ways to collect this information is asking what I call the “question trilogy”:

4 Customer Profiling Questions

Before you reach out to a prospect, do you take the time to research the company to determine their likelihood of buying? Not every prospect in your target market is a good one. Go after quality, not quantity. It’s crucial that you research the company and acquire as much information as possible about their decision makers, finances, and current situation and perspectives on energy-related solutions. Then ask yourself the following four questions:

Nine Lies About Work

We have all experienced this: we research a job we’re interested in, we talk to people about it, we read employee reviews, we interview for it, and we get our first impressions. However, the true nature of our work is impossible to gauge until we’re hired and actually start doing the job. In fact, the more experience we attain, the more we notice the gap between the myths and realities of what we’ve chosen to do.

Weekly Recap, June 27, 2021

Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs...

How Do You Make Sure Your Email Doesn’t Go Unanswered?

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It’s a familiar situation: you have a great interaction with a prospect, then you fall off their radar. It’s possible that they may have feigned interest and weren’t as interested as you thought. However, it’s more likely that you got lost in the shuffle, particularly if you’ve been communicating through email. Inboxes get full and life goes on. It’s nothing personal!