Mark Jewell's Blog: Selling Energy, page 133

The Fine Art of Soft Selling

The last thing prospects want to experience during a sale is pressure or desperation, especially considering our current economic situation. Sometimes it takes sensitivity and a gentle touch to foster the process, as well as being empathetic and keeping an open ear.

The Introvert’s Edge

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There’s a popular assumption that selling is an extrovert’s job. This doesn’t necessarily mean that the quiet and more introspective of us can’t excel in the same field. If anything, an introvert’s sense of organization and willingness to practice can be just as effective as persistence and improvising.

Weekly Recap, August 16, 2020

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

4 Tips for Overcoming a Prospect’s Radio Silence

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It’s a familiar situation: you have a great interaction with a prospect, then they fall off your radar. It’s possible that they may have feigned interest and weren’t as interested as you thought. However, it’s more likely that you got lost in the shuffle, particularly if you’ve been communicating through email. Inboxes get full and life goes on. It’s nothing personal!

7 Tips to Help You Work Online Sales Training into Your Workday

Time management is often a sales rep’s biggest challenge, and at first glance, it would seem that adding additional demands such as online sales training would just make things more difficult.

Never Cold Call Again

“Cold calling is not dead.” - Jill Konrath

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.

Benefits of Circling Back

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One of the most important parts of the sales cycle remains overlooked.  It’s imperative that you “circle back” to every one of your customers and ask them how it went.

Sharpen the Saw

A phrase I’ve been using lately in my teachings is “sharpening your saw,” meaning that you should be honing your skills. However, in order to keep it as sharp as possible, you’ll need to catalog all of your best practices and systematically design a sales process that follows suit.

Shifting to the Intangible

When you’re selling energy efficiency solutions, they are often defined as a high-dollar intangible. Now that we’re selling these products and services during a pandemic with social distancing constraints, the process has become intangible as well, moving from in-person to strictly online.

Weekly Recap, August 9, 2020

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