Mark Jewell's Blog: Selling Energy, page 105

Replacing Myth with Math and Motivation

Why might your prospect be interested in your solution? The most obvious reason someone would want to invest in an energy-saving opportunity is to save energy, right? Perhaps... Perhaps not.

Reframing the Benefits for Small Business Owners

What does a small business owner care about? Most are running lean on working capital, so their primary concern is very likely making payroll on time. This can be an issue if you’re trying to sell efficiency products or services.

Check Your Emotional Intelligence

As most of you know, many of our teachings center on “the why,” which is the key motivator behind being a sales professional. It’s also what sets successful and effective leaders apart from their peers. In The Non-Obvious Guide to Emotional Intelligence consultant and author Kerry Goyette notes, “Emotionally intelligent leaders move beyond me, through we, and into why.”

Weekly Recap, May 23, 2021

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

The Importance of Love

Love isn’t something that is often associated with the business world, but if it isn’t a component of your work, you’re setting yourself up for failure. Our careers are such a central part of our daily lives and without genuine care and passion for what you do—why bother in the first place?

How to Effectively Sell Cogeneration Systems

I was recently asked about how to sell cogeneration systems effectively. For those not in the know, Scientific American offers a definition that’s fairly straightforward: “cogeneration—also known as combined heat and power, distributed generation, or recycled energy—is the simultaneous production of two or more forms of energy from a single fuel source.”

When Is the Best Time to Ask for a Referral?

A lot of people don't ask for referrals because they think it's begging.  It's not.

3 Tips for Effective Follow-Up

A famous comedian once said, 90% of success is just showing up. Many times in sales, at least 90% of your success is following up!  Here are a few tips on how to stay in touch with a prospect.

Are You Comfortable with Your Metrics?

It is really important to understand whether certain metrics used to justify expense-reducing capital projects are going to work for you or not. If a metric isn’t working for you, you need to ask yourself why.

Concentrating on the Now

Most of us have our sights set on the future. The problem is that we’re constantly waiting to get there, instead of focusing on what we have in the moment. Does our future have to be the ideal we’re constantly striving for? Not necessarily. We can’t neglect the present.