Mark Jewell's Blog: Selling Energy, page 118

How to Remind Yourself the World Will Keep on Spinning

We live in a time that’s saturated with COVID-19 case surges and headlines. It dominates our conversations, filters through our thoughts, and is leading to collective anxiety among people around the world. I’ve actually read multiple articles on the perils of “doomscrolling” – reading your smartphone’s newsfeed addictively, even though virtually all the stories are negative.

3-Dimensional Prospecting

There are many dimensions to finding the right prospects to approach. Here are three for starters.

Online Marketing Success Techniques for B2B Clients

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, soundbites—whatever you call it—are key to effective online outreach.

How to Use Body Language to Increase Sales, Part 2

Today, we’ll continue with some more body language signals.

How to Use Body Language to Increase Sales, Part 1

True sales professionals pay close attention to body language. Why is it valuable to understand body language? First, you get a relatively accurate gauge of your prospect’s thoughts and feelings based on these visual clues. This can help you decide what to talk about (and what to avoid talking about). Second, you become cognizant of what messages you’re sending with your own body language. You can use this knowledge to help build rapport with your prospect, whether it’s in-person or a video conference.

The Secrets to Measuring and Managing Sales Performance

Akin to our Recession Selling online course, this week’s book recommendation is a treasure trove of strategies for sales management.  Even if the word “manager” doesn’t appear in your job title, those skills still apply to you, since working remotely requires managing yourself and keeping track of your progress. 

Weekly Recap, January 10, 2021

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

31 Success Secrets

Some business advice never goes out of style.  Regardless of the challenges we faced last year, certain aspects of success have remained the same, and now is as good a time as any to return to those roots.

Hypothetical Selling

Now is a good time to revisit lost proposals. Why? Because the circumstances might be different in 2021 and your prospect might be willing to pick them up again. New budget year. Capital costs are lower. The need for being more competitive, profitable, and valuable is higher than ever. And as with any sale, you can find new ways to reframe the benefits, this time emphasizing the non-utility-cost financial and non-financial benefits rather than limiting the conversation to utility-cost savings and rebates.

Switching Selling Modalities

One nice thing about today’s selling environment is that there are so many options for contacting your prospects and customers. When I started selling more than 40 years ago, it was preferable to meet people face to face. If you couldn’t, you could use phone or direct mail. That was it.