Mark Jewell's Blog: Selling Energy, page 134

Training Your Brain for Resilience

Being resilient is a quality you need to maintain and practice. This Saturday I recommend that you take the time to slow down, stay hydrated and check out this solid advice via Quora.

Sales Professional as a Symphony Conductor

When planning your strategy for closing a complex sale, one of the first questions you need to ask is, “How many stakeholders will be involved in the buying process – either as an initiator, a gatekeeper, an influencer, a decision-maker, a procurement specialist, or an end user?” (Those six classifications are the subject of an insightful Harvard Business Review article called, “Major Sales: Who Really Does the Buying?”)

How to Use Your Time Wisely While Working from Home

There were so many ways to communicate with customers at the beginning of this year: phone calls, voicemails, texts, in-person visits, video conferencing, emails and direct mail. What are we really losing because of social distancing and working from home?

Making the Right Changes for Remote Selling

In spite of our current situation, industries are still producing, customers are still consuming, and many companies are sitting on piles of cash. Governments are providing more liquidity to the economy as well. In short: plenty of sales are still happening.

How to Overcome an Indecisive Prospect

An indecisive prospect will often tell you, “I need to think about it.” What do you do in this situation? All too many salespeople say, “Okay, why don’t you give it some thought, and we’ll talk again next week.”

Agile Selling

As a sales professional we’re often kept on our toes and expected to be on top of every new development in the field.  This is something I definitely encourage students to pursue through Selling In 6TM and our Segment GuidesTM, but as far as integrating all of it into your day-to-day, some extra guidance is needed.

Weekly Recap, August 2, 2020

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

Boosting Your Productivity at Home

Balancing our careers and home lives can be challenging at times, and without the boundaries of going to and from our workplaces, it might seem as if we’re getting less done. In spite of this, a little restructuring can get you back on track!

Fluff it Out

When you’re working on perfecting your elevator pitches, it’s important to check your verbiage to make sure you aren’t using any fluff words. What is a fluff word? Words like “pioneering”, “leading”, “established”, “finest”, “foremost”, and “original.” Do any of these words mean anything? No. They are about as meaningful as the word “natural” printed on a loaf of bread in the supermarket (as if the alternative were “supernatural”).

3 Dimensions for Finding the Right Contacts

There are many dimensions to finding the right prospects to approach. Here are three for starters.