Mark Jewell's Blog: Selling Energy, page 122

Accelerating Results in the Age of Disruption

Changes and challenges are inevitable when you’re working in sales.  This is something many sales professionals are dealing with right now; however, properly addressed, the outcome is always the same – most businesses can survive if they roll with the punches and come up with creative ways to reach prospects.

Weekly Recap, December 6, 2020

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

Advanced Problem Solving

If you’re a sales professional, you’re going to encounter some problems that you’ve never encountered before.

Proof Is Not Always in the Pudding

One of the best ways to turn a skeptical prospect into a buyer is to give them evidence that your product or service has worked for a client in a similar situation. You might provide them with case studies, testimonials, or any other forms of “proof” that buying from you is the right decision. But what do you do when you’re rolling out a new product or service that doesn’t have any demonstrable history of success? In my experience, it’s all about how you spin it. Here’s an example of how you might approach the situation:

How to Connect the Dots

One of the most important attributes of a true sales professional is the ability to tell the prospect’s story rather than his/her own.  Moreover, that true sales professional knows to connect the dots in new and creative ways so that the prospect realizes the link between what is being sold and what that prospect is actually seeking. Doing so moves the discussion beyond features, and even beyond benefits, and toward values that the prospect really cares about.

Saving vs. Gaining

Whenever I do a keynote or coaching session for a sales team, I always ask to speak with a half-dozen or more “rock stars” in their organization... folks who are really knocking the ball out of the park. The highest performers always have specific lessons that the rest of the team could learn that would help them drive more sales.

10 Questions to Ask Your Prospect

The quality of your life is directly related to the quality of the questions you ask. So, I ask you, are you asking the right questions?

Trillion Dollar Coach

Although William Campbell led a storied career as a businessman, he was also known as a mentor to the successful entrepreneurs who now head Google, Yahoo, eBay, Twitter and Facebook, among others.  His track record for fostering talent is highly regarded in the industry, as are his principles and advice. 

Weekly Recap, November 29, 2020

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

The Magic Words

When we think about negotiating, it’s easy to default to thinking that it involves a lot of forethought and communication. That is not necessarily true. In order to build a rapport, it needs to go both ways.