Mark Jewell's Blog: Selling Energy, page 108

Virus-Proof Your Small Business

When disaster hits, writers pick up their pens. This past year has been no exception, with the twin challenges of a worldwide pandemic and a resulting recession. There’s plenty to be said on the subject! When all is said and done, however, how can any of that commentary help the energy solutions space? What can be learned from it? What are the immediate and long-term impacts of any of this advice?

Weekly Recap, April 25, 2021

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

Your Goals Are Missing Something

Motivation is a HUGE factor behind whether something succeeds or fails. When you set a goal, it’s up to you to reach it and you are the one who ultimately benefits. That should be enough motivation. But is it enough in the long run?

Potential Prospects Are Just a Few Connections Away

LinkedIn is a phenomenal resource for making connections, especially now that many of us are networking from the comfort of our home. There are currently more than 500 million users, which means you have an incredible opportunity to reach a bounty of current customers and potential prospects who are just a few connections away.

7 Essential Tips for Selling Electric Vehicle (EV) Charging Stations

Today is the 51st anniversary of Earth Day, and four years ago SDG&E hired me to help with Power Your Drive, a new initiative based in Southern California. Their mission statement was to install more EV charging stations for electric cars in their territory, and it was my job to train their employees on how to sell these charging stations in various business, municipal and residential situations. To say the least, this had an impact on me both professionally and personally. For one thing, my family almost immediately thereafter wound up purchasing two electric vehicles!

Connect the Dots!

One of the most important attributes of a true sales professional is the ability to tell the prospect’s story rather than his/her own.  Moreover, that true sales professional knows to connect the dots in new and creative ways so that the prospect realizes the link between what is being sold and what that prospect is actually seeking. Doing so moves the discussion beyond features, and even beyond benefits, and toward values that the prospect really cares about.

Now is the Time for Efficiency

We are in the middle of a sea change this year: a large number of employers are allowing their employees to work from home, leaving numerous businesses, high rises and leased spaces empty. Other workspaces are only in partial use because people are still social distancing or the company is hoteling workers every other week.

Failure to Success in Selling

Some principles of selling will always be the same, and although the times may change, human nature remains consistent (or, as Dan Ariely puts it, “predictably irrational”).  That said in this current situation sales professionals need to rise to the occasion for their customers more now than ever – to be prepared, informed and respectful of their evolving needs in order to serve them.

Weekly Recap, April 18, 2021

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

Seeing Both Sides

Business culture tends to deify leaders who are labeled “visionaries” and make great strides without compromising or outside output. However, history has shown time and time again that running a business can’t fall on the shoulders of one person. Even more importantly, it’s advisable to respect others’ points of view and admit when you’re wrong.