Mark Jewell's Blog: Selling Energy, page 102

The Three R’s of Informed Selling

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When you approach an organization with a proposed efficiency project, you have to be prepared to knock out the competition. You’re competing against not only other efficiency product/service providers, but also non-efficiency-related projects that the organization might choose to invest in. Here’s a three-step process that will help you succeed: 

How to Turn a No Into a Yes

What do you do when a prospect tells you that they are not interested in your product or service? Many salespeople would just say, “Thank you for your time,” and move on to the next prospect. A sales professional, on the other hand, would attempt to get to the bottom of it before deciding whether or not to walk away.

Are Anonymous Referrals Worth It?

We all know how important referrals are for bringing in new business. I’ve had students ask me whether or not anonymous referrals are worth using. My answer? Absolutely. Referrals can work regardless of whether or not the source is revealed.

Selling Post-COVID

The economic effects of COVID are widespread and ongoing, so it might seem intimidating to move forward in an uncertain world. But having weathered several recessions during my 40-year career, I can assure you that life goes on.

Bringing Work Into the 21st Century

Since the Industrial Age, there has been a division within the workplace. There are those in leadership (the “deciders”) who make the decisions while their employees (the “doers”) follow their orders and perform the work. Over 250 years later, is this separation making our businesses more productive or profitable? Not necessarily. Times have changed.

Weekly Recap, June 20, 2021

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

Build Buffer Time into Your Schedule

Are you familiar with “buffer time”?  It’s a term used by LinkedIn’s CEO Jeff Weiner, referring to scheduled breaks between tasks in order to play catch up or take a moment for self-care.  The problem is that now that many of us are working from home, that time is being absorbed by other things.  That’s a shame since these mental breaks are more important now than ever.

10 Tips for a Memorable Elevator Pitch

An elevator pitch is how will you capture someone's attention in 15 seconds or less.  It needs to be sensitive to what that person's segment is, what their organizational orientation is, and their role within that system.  This also applies to where they are in their career.  Ask yourself: are they a young buck trying to gain access to the boardroom?  Are they nearing retirement?  Are they comfortable where they are?  Are they seeking a promotion or a raise?

What’s the Use in Waiting?

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There are some prospects who are going to insist on putting off improvements when it’s obvious their current equipment is in bad shape and it’s only going to get worse.

The Importance of Business Acumen

Business acumen training for salespeople is key. Why is that? I believe the reason is twofold.