Mark Jewell's Blog: Selling Energy, page 104

Words or Phrases to Avoid in 2021

Sometimes all it takes is a few words to completely change the meaning of something. Whether you’re writing a one-page proposal, composing an email or on a sales call, there are phrases you may use that seem quite innocent, but prove to be a complete turn-off to your prospects.

Focus on Motivation Rather Than Education

Do you ever wonder why energy-efficiency reports are so long? Moreover, do you ever wonder if anyone actually reads them?

Going For the Close

Lately a recurring question I’ve been asked concerns the right way to close a sale, particularly what to say. The usual “Sign here” is a bit rote, right?

2 Strategies to Simplify the Decision-Making Process

Most buyers like to have choices, and they get personal satisfaction knowing that they made the right choice. That said be careful not to overwhelm your prospects with too many options. The perceived risk of making the wrong decision may become a roadblock to making any decision at all. Here are two strategies that will simplify the decision-making process for your prospects and maximize your sales: 

Put Your Subconscious Mind to Work

“What underserved markets should I be focusing on?” “How can I double the number of prospects I reach with the limited time I have available for outbound marketing?” “What would it take for news of our latest offering to go viral?” Successful sales professionals ask themselves questions like these all the time.

Book of Questions

Ritual is a way to ground ourselves, whether it’s something we do every day, every week, or set it aside as tradition once a year. Considering how much of sales is an extroverted endeavor, sometimes we need the time to turn inward and remind ourselves of what’s important, as well as who we are. So, what would be a good way to work that into our schedules?

Weekly Recap, May 30, 2021

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

The Best Ideas Happen When People Least Expect Them

Making changes is a must in any industry, especially considering the economic challenges we have experienced over the past year. The good news? Regardless of where you are in your career, you can take small steps that will keep you ahead of the curve. All it takes is some forethought and maintaining certain habits. 

“Real Talk” Trumps “Small Talk”

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Let’s assume you’re meeting a new prospect for your efficiency offerings. What steps should you take to ensure that you’re as prepared as possible for a meaningful discussion that produces an actionable outcome?

4 Tips to Re-Approach Big Dogs

When I look at the most successful top producers, they have one thing in common: they aren’t afraid of going after the big dogs, and by that I mean the largest, most successful clients they could take under their wing. They also don’t shy away from the idea of a large project, no matter how challenging it might appear to be.