Mark Jewell's Blog: Selling Energy, page 115

Rolling with the Changes

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Change isn’t easy for everyone, and anyone who is in a leadership position knows this firsthand. Sometimes the change is mandatory. Other times it’s part of growing a business and heading in a different direction. Either way, when the time comes there are ways to make that transition smoother.

Weekly Recap, February 14, 2021

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

Taking Steps Toward Innovation

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. 

How to Deal with Prospect Indecision

An indecisive prospect will often tell you, “I need to think about it.” What do you do in this situation? All too many salespeople say, “Okay, why don’t you give it some thought, and we’ll talk again next week.” 

5 Tips to Leave the Perfect Sales Voicemail

The phone call is a valuable and powerful tool, ­especially in sales; however, it should be used with empathy and diligence. People don’t like being interrupted by the phone. It is the equivalent of someone showing up unexpected at your front door. Modern-day etiquette is to email first and set up a time to talk.

Keys to Remote Selling

In spite of our current situation, industries are still producing, customers are still consuming, and many companies are sitting on piles of cash. Governments are providing more liquidity to the economy as well. In short: plenty of sales are still happening.

Tactics of Following up Without Being Annoying

I often get asked about my favorite ways to follow-up with customers. Considering how many touches it takes to make a sale, it’s both a delicate and rigorous process.  Statistics suggest it takes eight touches to get an initial meeting and an additional ten to close the deal.  So, 18 touches in all.  Now let me ask you, would you assume that means making 18 phone calls in a row, asking the same thing over and over?

Asking the Big (and Little) 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, February 7, 2021

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

How to Build “Buffer Time” into Your Schedule

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Are you familiar with “buffer time”?  It’s a term used by LinkedIn’s CEO Jeff Weiner, referring to scheduled breaks between tasks in order to play catch up or take a moment for self-care.  The problem is that now that many of us are working from home, that time is being absorbed by other things.  That’s a shame since these mental breaks are more important now than ever.