Mark Jewell's Blog: Selling Energy, page 127

Weekly Recap, October 18, 2020

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

Putting Your Best Face Forward

One of the newest additions to our curriculum is handling video meetings. Whether you’re using Zoom, Microsoft Teams, Google Meet, Skype or GoToMeeting, you’re appearing on camera and need to make a good impression. How do you pull that off, especially if you aren’t tech-savvy?

The Should Olympics

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You may be convinced an energy-related solution you are proposing could drive important benefits for your prospect. However, your prospect may ignore or reject it in favor of something “urgent” because urgency usually trumps importance when people evaluate how to invest their time and money. 

The Case for LinkedIn

I have long championed LinkedIn as a way to communicate with prospects or check in with customers. It can be an ace up your sleeve as well as a powerful research tool that can map out entire industries.   With more than 600 million users, it drives more traffic to B2B blogs and sites than any other social media platform, yet hardly gets the same recognition as Facebook, Instagram and Twitter.

How to Hit the Acupressure Points for Your Prospects

I've often said that every sale is made emotionally and then justified financially.  I'm not suggesting “emotional” as in someone crying on the couch holding a box of tissues, but rather emotional motivation.  Ask yourself, what is your customer focused on achieving?  What are they concerned with?  Where are their time and effort invested? 

Build Your Competitive Advantage

Knowing your particular niche is essential. In our trainings we often refer to Michael Porter’s arsenal of competitive advantage, which provides a template that helps you determine in what ways you might excel in your field. Where do you excel? What is your specialty? What do you have to offer that your competitors don’t?

Great Leadership Never Goes Out of Style

Good advice is priceless. And when the advice provides wisdom about leadership, it’s always relevant to sales professionals looking to improve themselves. Remember that whether you lead others or simply your own work efforts, you still need to be a leader! Why not utilize advice from some of the best?

How to Cope with COVID-19 Anxiety

As sales professionals, we deal with stress and uncertainty on a regular basis. During this time when COVID-19 dominates the headlines and public concern is on the rise, it’s very important to have some coping mechanisms to help you stay motivated, positive, and productive.

3 Tips for an Effective Follow-Up

A famous comedian once said, 90% of success is just showing up. Many times in sales, at least 90% of your success is following up!  Here are a few tips on how to stay in touch with a prospect.

Selling During a Crisis

When it comes to being a sales professional, experiencing hard times is inevitable. Over the last forty years, I have sold through four previous recessions – this will be my fifth – and before I started selling, countless others weathered their share of economic storms.