Mark Jewell's Blog: Selling Energy, page 116

Short-Term Wins

You may be convinced an energy-related solution you are proposing could drive important benefits for your prospect. However, your prospect may ignore or reject it in favor of something “urgent” because urgency usually trumps importance when people evaluate how to invest their time and money. 

Arm Your Internal Champion

Sometimes your internal champion doesn’t have the resources or staff to shepherd your efficiency project. If that’s the case, what do you do?

How to Craft the Perfect Email

We have done a substantial amount of research on what makes an email compelling. What we have found is that a lot of it has to do with people’s reading patterns. Most of them are time challenged like the rest of us. Think of your own email inbox. Some of us receive a couple hundred a day! A lot of it is junk, phishing scams and malware since the spam filters don’t catch it all, so for the most part many of us are skimming those subject lines, trying to sort out what’s worth reading so we can safely ignore the rest.

Are You Facing Sales Fatigue?

Considering what all of us and the wide world are going through, it isn’t surprising that feelings of futility and helplessness spill over into what we do on a daily basis. There may be days where you don’t feel like working, particularly when it comes to reaching out to new people.

Surviving the COVID-19 Crisis

 When disaster hits, writers pick up their pens. The 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 efficiency business? What can be learned from it? What are the immediate and long-term impacts of any of this advice?

Weekly Recap, January 31, 2021

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

How You Sign Business Emails Matters

As an educator, I have talked about email etiquette many times, particularly regarding follow-up and using the three-sentence solicitation as the center of your messaging.  Subject lines are important. The language you use is important. But what about the sign-off? Most of us keep things fairly simple; however, research suggests that a slight change could get you a much higher response rate.

8 Common Sales Misconceptions

Working in sales can be rewarding, if you understand what a career in sales is all about. To help remove some of the mystery and illustrate the real potential offered by a career in sales, here are 8 common misconceptions about the sales profession.

Sing Your Refrain

Before you interact with a prospect or customer, ask yourself, “What is my goal right now?” As sales professionals, our end goal is usually to make a sale; however, there are many steps that come before you “seal the deal,” and in order to stay on track, it’s important to consider what you intend to accomplish with each step.

Selling Effectively to Homeowners, Homeowners’ Associations, and Residential Landlords

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Given the financial pressures that many homeowners are experiencing these days, you might be tempted to think that selling efficiency solutions to single homeowners or homeowners’ associations is a fool’s errand. That simply isn’t true.