Mark Jewell's Blog: Selling Energy, page 107

13 Sales Questions to Ask Your Prospects

Tony Robbins is fond of saying that the quality of your life is directly related to the quality of the questions you ask. So, I ask you, are you asking the right questions?

7 Tips for Hosting a Successful Webinar

As a subject matter expert and teacher, I’ve been hosting webinars for many, many years. Now that they have become a necessity due to social distancing, allow me to share some of the tips that will make your webinars more impactful.

How to Handle a Common Objection During the COVID-19 Pandemic

One of the things we've undertaken this past year is teaching how to sell through a recession and how to deal with pandemic-related social distancing. One of the main objections sales professionals are hearing now more than ever from prospects is, “We don’t have the money.”

Big Success is Starting Small

Sometimes our goals can feel pretty lofty. If they aren’t easy to attain, you could feel discouraged or—even worse—you could be tempted to put things off until “tomorrow”! After all, which is easier: simply daydreaming about the future or outlining an actual business plan and setting things into motion?

Weekly Recap, May 2, 2021

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

The Benefits of Making Long-Term Goals

Some people have a clearly defined idea of where they would like to work as well as how they want to live and spend their time in the future. Others have hopes and dreams that are much more vague. Either way, these long-term goals have a high failure rate (up to 92%). Why? It’s one thing to set a goal, but another to nurture it and follow it through.

10 Extremely Effective Tips to Connect with Your Prospects

When you’re in a new sales situation, connecting with prospects (in-person or via teleconference) is crucial. Even if you’re an expert in your product or service and you understand how to sell to your prospect, a sale can be ruined by a bad first impression. Here are some extremely effective tips to instantly connect with any sales prospect and increase the probability they’ll become your customer: 

The Dark Side to Rebates and Incentives

Rebates and incentives have been part of the energy services landscape in America since the mid-Seventies. Over the years, the collective pool of available funding has waxed and waned; however, in a typical year it’s not uncommon to see billions of dollars up for grabs.

It’s Not Always About Price

I sometimes get questions regarding how to price products and services. That always reminds me of someone asking their accountant if something is possible and they reply, “It depends.” If you’re asking me how long a piece of string might be without showing it to me, how am I going to give you the right answer?

The Significance of Repeat Customers

Finding new prospects is a time-consuming activity, especially now with COVID-19 social distancing mandates, and it often requires a great deal of research, cold calling, email campaigns, and so forth. If you’ve ever done repeat business with a past customer, you know how time-efficient (and financially rewarding) it can be. When is the last time you combed through your customer list to consider how you might continue to provide value for them?