Mark Jewell's Blog: Selling Energy, page 135

Hypothetical Selling

Now is a good time to revisit lost proposals. Why? Because the circumstances are different now and your prospect might be willing to pick them up again. Capital costs are lower. The need for being more competitive, profitable, and valuable is higher than ever. And as with any sale you can find new ways to reframe the benefits, this time emphasizing the non-utility-cost financial and non-financial benefits rather than the utility-cost savings and rebates.

Tips for Better Sales Calls

Over the course of my 45 years as a sales professional, I’ve steadfastly adhered to certain best practices for speaking with my prospects and clients. The following are a couple that I believe are relevant in every sales situation:

Be a Kick-Ass Boss Without Losing Your Humanity

Being in charge is a coveted position, but when it comes to the nitty-gritty it isn’t the easiest place to be.  If you are in a leadership position – whether it’s a manager, president or one of the C-suite – one of your duties is facilitating your relationship with co-workers and employees as well as giving them feedback and advice.

Weekly Recap, July 26, 2020

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

Blocking Negative Thoughts

We live in a time that’s saturated with bad news, which is seemingly easier to find when living in isolation. It dominates our conversations, filters through our thoughts, and is leading to collective anxiety among people around the world. I’ve actually read multiple articles recently on the perils of “doomscrolling” – reading your smartphone’s newsfeed addictively, even though virtually every story is negative.

What’s Your Affirmation?

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Now is as good a time as any to ask yourself, “What are my goals?” Things have changed over the past several months, and perhaps your goals have changed and shifted as well.

How to Be More In-Demand as a Consultant

I was recently asked about being a consultant, particularly concerning the challenges of remote selling. There is plenty to be said on the subject. For one thing, there is already a wealth of literature out there about how to build a consulting business, and the good news is that the principles are the same. Regardless of whether you pick up a stack of books or do your research online, you’ll find that no matter the economic circumstances, you can excel in your field.

7 Tips for Hosting a Successful Webinar

As a subject matter expert and teacher, I’ve been hosting webinars for several years. Now that they have become a necessity due to social distancing, allow me to share some of the tricks of the trade make webinars successful.

5 Tips for Leaving Effective Voicemail Messages

The phone call is a valuable and powerful tool, ­especially in sales; however, it should be used with care and diligence. People don’t like being interrupted by the phone. It is the equivalent of someone showing up unexpected at your front door. Modern-day etiquette is to email first and set up a time to talk.

Turning Adversity into Advantage

When it comes to confidence or talent, some people are luckier than others and the old adage, “hard work pays off” isn’t always true.  When you’re in a competitive field, it’s easy to get lost in the shuffle, and if you have any obvious disadvantages you might find yourself a complete outsider.