Mark Jewell's Blog: Selling Energy, page 126

Sales Presentations Basics

Students often ask me about how to conduct sales meetings and presentations. We spend half a day on this subject during our Boot Camps, which is much more comprehensive and in depth. However, here are some basics I’ll share with you:

Questions to Ask a Potential Customer About Their Pain Points

Sometimes you’ll encounter a prospect who has scar tissue concerning service providers who have let them down. When you’re stepping in to meet their needs, those concerns should be addressed.

Connect with Customers and Get Results

Emotions play a huge role in closing a sale, which is something I make sure to impart to all of my students.  It’s especially important to use your emotional intelligence (EI) when pursuing new leads or approaching loyal customers during this pandemic.  Their priorities and concerns have changed over the past several weeks, so it’s important for you to be sensitive to their situation and make it clear you’re there to serve their needs.

Weekly Recap, October 25, 2020

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

Change Your Communication

As anyone in a leadership position knows, there is no way you can do your job well without clear communication. What’s more, everything you say carries a lot of weight with your employees, so it’s important to choose your words wisely.  

The Power of Digits-To-Widgets™

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Imagine you're going to sell an energy efficiency upgrade to a homeowner, and you're going to save them some serious money. How do you make that compelling and emotional?  As true sales professionals know, the promise of saving money rarely spurs a prospect to take action.

Sell Like a Doctor

Closing a sale can be viewed as something with a Machiavellian spin to it.  There’s the stereotype of a salesman whose mindset is very fixed: “I'm going to close you.  I’m going to get you to make a decision out of sheer will.”  That is not a great way to approach sales. 

Brush Up on Your Sales Skills

No matter where you are in your career, one of the biggest mistakes you can make is resting on your laurels. There is always room for improvement, or at least reminders to keep your momentum and maintain good habits.

7 Best Practices for Acing Virtual Presentations

As sales professionals intent on prevailing during COVID-19, we’re called upon to give online presentations and webinars or have video conversations. Here are seven tips to help you present virtually like a pro: 

How to Change the Way You Sell to Match How People Buy

Part of our Selling in a Recession online curriculum addresses how the nature of sales is changing at a rapid rate.  One of the most notable changes is the elimination of in-person face time between a sales professional and a prospect.  With the emergence of the internet and online sales titans like Amazon, the nature of making a purchase has become a matter of pointing, clicking and placing an order.