Mark Jewell's Blog: Selling Energy, page 119

A Simple Strategy for Getting to the Decision-Maker

One of the questions that you probably ask yourself when you're trying to understand what it will take to get an organization to say "YES" is, “How do I know I’m talking to the real decision-maker?” There are lots of ways to ask that question; however, I think many of them are fraught with peril. You don't ask a blatant question like, “So, who is the decision-maker around here?” because you would likely insult the person with whom you’re speaking by suggesting that other people have to be involved in the decision. Maybe this person actually is the lone wolf who makes the decisions and has all the power in the world.

How to Discuss Recommissioning Effectively

I was recently asked for advice about how to sell recommissioning services more effectively. First, a definition of terms: “commissioning” is making sure all of the systems in a building are operating in accordance with design intent. And since everything in the universe tends toward disorganization, you should really recommission a building periodically to ensure that all energy-consuming systems are operating in accordance with the current space use and occupancy. If a building was never commissioned, then you would retrocommission it, which is short for “retroactive commissioning.”

The Surprising Truth About Moving Others

If you’re familiar with my teachings, you’ve heard of The Accidental Salesperson, not only as a concept, but as a bestselling book.  This week I recommend a book in a similar vein - an inside look at how you don’t necessarily need to have the word “sales” in your title to find yourself selling for a living.

Weekly Recap, January 3, 2021

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

How to Stay Inspired

Finding inspiration while on the job can be a challenge, especially after the holidays, but keep in mind that it’s a practice!  Whatever you need in order to fuel your creativity or structure your ideas is something that needs to be incorporated into your schedule.  All you need is awareness of what works for you and a commitment to making the time.

New Year, Old Customers

Happy New Year, Friends! This week we talked about how to write goals and plan for 2021. As you charge forward into 2021, you should also set aside some time to focus on repeat business. Your existing customers know you, they love you (hopefully), and they have experienced firsthand the benefits of using your products or services. It would be foolish not to leverage your existing customer base.

Lighting Retrofit ROI: Part 2 – Proper Metrics

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The last thing any retrofitter wants is for the project to get within a hair’s width of approval … only for the whole thing to come to a screeching halt when the CFO pokes holes in the metrics.

Lighting Retrofit ROI: Part 1 – Popular Metrics

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You’ve outlined the retrofit project, discussed the benefits, showed them before-and-after shots of previous projects, and provided case studies. Then, the CFO speaks up, asking whether this project makes financial sense.    

Selling Cogen Systems Effectively

Recently I was asked about how to sell cogeneration systems effectively. For those not in the know, Scientific American offers a definition that’s fairly straightforward: “cogeneration—also known as combined heat and power, distributed generation, or recycled energy—is the simultaneous production of two or more forms of energy from a single fuel source.”

The Power to Get Things Done

Your desk is messy. Boxes are piled up around your house from the holidays. Your inbox is flooded with unanswered messages.  Your voicemail is full. Not only that, but you also need to do the laundry, do the dishes, plan your next meal, and make sure the rest of your home is in order after the holidays. How do you stay on top of it all without getting in over your head?