Mark Jewell's Blog: Selling Energy, page 121

Overcoming a Common Sales Objection During the Pandemic

One of the things we've undertaken this year is teaching how to sell through a recession and how to deal with pandemic-related social distancing. One of the main objections sales professionals are hearing now more than ever from prospects is, “We don’t have the money.”

How to Write Less, Say More

I have a rule of thumb that when I send an email, I make sure that if it’s viewed on a smartphone, you can get through it in a few swipes of your thumb.  In my experience, if it’s longer, people start assuming, “Wow, this is a book.  I’ll read this later.”  And how often do they actually return to finish reading your tome?  Not often.  That’s one reason that so many emails fall through the cracks.

10 Tips for Salespeople to Instantly Connect with Prospects

When you’re in a new sales situation, connecting with prospects (in-person or via teleconference) is crucial. Even if you’re an expert in your product or service and you understand how to sell to your prospect, a sale can be ruined by a bad first impression. Here are some tricks to instantly connect with any sales prospect so you can turn them into a customer: 

The Secret to Charging Ahead

In our culture, action seems to be the answer to everything.  Why has it become taboo to put aside some time to be quiet and still?  Cultural habits aside, this all too often overlooked practice can be an asset to your health and success. 

Weekly Recap, December 13, 2020

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

How to Manage Pressure

Every sales professional experiences pressure; however, it doesn't necessarily have to be an obstacle or dead end.  Being aware of pressure is a great first step.  Realizing that there are several ways to relieve it is next.

Strategies for Selling in a Recession

As challenging as prospecting and marketing might seem in these new COVID-19 climate, keep in mind that not all is lost.  Aside from talking to current customers and networking on LinkedIn, you can make a cold call warm, even hot, by doing your homework and noting which markets are flourishing.  You can also make it warm by leveraging contacts you already have at your disposal.

3 Tips on Leveraging Energy Compliance

I was recently asked about prospects who say “no” to efficiency because of a perhaps misplaced emphasis on energy compliance.  Their specific question was, “How do you convince a prospect to explore and invest in efficiency when their boss is just preoccupied with meeting local energy-efficiency benchmarking requirements?”

5 Questions to Reduce Your Risk of Rejection

Rejection is something that every sales professional faces throughout their career. There are some things you can do to prevent it.  The first step is due diligence. When you have a conversation with your prospect there are certain ways to figure out if they’re on the fence.  Ask them how many energy projects have been approved in the recent past.  Ask them about their process.  Ask them which of their recent projects they’ve found to be most gratifying.

Reasons Not to Cold Call Someone

Many people are intimidated by cold calling, preferring to avoid it at whatever cost. Some will go as far as to claim that it destroys your status as an equal. I would argue that cold calling certainly isn’t dead and that it doesn’t need to be so overwhelming.