Mark Jewell's Blog: Selling Energy, page 110

Simple Payback Is Thinking Too Simply

Simple Payback Period (SPP) is a metric that all too many prospects are tempted to use when deciding whether or not to fund an expense-reducing capital project. As many of you already know, I am not a big fan of SPP.  In most cases, it’s far too simple a tool to evaluate proposed projects accurately. Here’s an example where relying on SPP along would clearly steer you wrong: 

What Color Is Your Parachute?

Are you currently looking for a new job or planning to transition to a better role? This might seem intimidating since our economy is still recovering and many businesses are using skeleton crews and remaining socially distanced. Networking events aren’t as available. LinkedIn may be a good place to start, but is that enough?

Weekly Recap, April 4, 2021

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

How to Start an Effective Negotiation

Many folks think that effective negotiation is all about carefully premeditated strategy and confident presentation skills. In fact, it’s much more about rapport... about fostering truly bilateral communication. Unfortunately, studies show that we spend only 45% of our time listening and retain less than 25-50% of what we hear, and that our listening skills decrease with age.

Online Marketing for the Win

For years, marketing techniques have been moved online. If you aren’t using language that resonates with your prospects or addressing issues in their industry, you aren’t going to set yourself apart from the competition. Jargon, yardsticks, metrics, and segment-specific “sound bites” connecting energy solutions with what your prospects actually care about are key to effective online outreach.

7 Tried and True Ways to Improve Your Sales Skills

No matter where you are in your career, one of the biggest mistakes you can make is resting on your laurels. There is always room for improvement, or at least reminders to keep your momentum and maintain good habits.

14 Deadly Sins of Ineffective Account Reps

“Is what you’re doing now working?” This is one of my first questions I ask struggling salespeople. If it isn’t, then a change might do you some good. Here are sales habits that I recommend breaking as soon as possible.

How to Prevent Prospects from Getting Hung up on Price

As energy sales professionals, we’re often faced with situations in which prospects get hung up on the cost of the project. In some cases, they even try to low-ball us by mentioning bids from lower-cost vendors.

Turning Your Fear of Failure Into Fortune

Failure is inevitable, no matter what you choose to do. The good news is that failure can provide a learning opportunity much greater than any success. Why? You can not only learn from your mistakes, but also gain insight into how to better your game.

Weekly Recap, March 28, 2021

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