Mark Jewell's Blog: Selling Energy, page 137

4 Tips on Escaping the Price Driven Sale

Considering our current economic situation, customers are always looking for a deal.  So how do you prevent a situation where the sale is price-driven? 

Communication is Your Responsibility

Communication is so vital to success, whether you’re guiding your prospect through the project or communicating with them regularly to make sure they’re in the loop.  

Going the Extra Mile

There are times in this industry when you find yourself having to think outside the box when it comes to getting the attention of a decision maker. You have the prospect in your sights, and you know they could use an upgrade, but how can you get the right person to listen to you?

The Sales Acceleration Formula

One of my top recommendations for succeeding at recession selling is using a Customer Relationship Management (CRM) tool.  Here at Selling Energy we use HubSpot, which has a direct connection to my book recommendation this week.

Weekly Recap, July 5, 2020

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

Success Secrets from the Pros

Some business advice never goes out of style.  Regardless of the challenges we have faced this year, certain aspects of success have remained the same, and now is as good a time as any to return to those roots.

Sales Tools for Building Satisfied Customers

As a salesperson, you know that closing the deal is only the first step in customer relations. Nurturing your existing clientele is just as important as bringing in new business—perhaps even more important, especially in times like these where cross-selling, up-serving and referrals will likely generate business more easily than starting from scratch with strangers. There are many ways to build your customer relationships, and most of them require customizable sales tools to make your customers feel as if you deserve their business.

How to Get to the Decision Maker

One of the questions that you probably ask yourself when you're trying to understand what it will take to get an organization to say "YES" is, “How do I know I’m talking to the real decision-maker?” There are lots of ways to ask that question; however, I think many of them are fraught with peril. You don't ask a blatant question like, “So, who is the decision-maker around here?” because you would likely insult the person with whom you’re speaking by suggesting that other people have to be involved in the decision. Maybe this person actually is the lone wolf who makes the decisions and has all the power in the world.

Success Stories

Telling a story about helping another customer is a great sales strategy. It not only demonstrates your willingness to be a Good Samaritan; it also proves that “this is not your first rodeo.” Besides, it feels great to be able to tell a prospect, “We do this all the time, and we can do it for you as well.”

6 Ways to Not Have People Tune You Out

When you’re giving a presentation or pitching a sale online, you’re always at risk of losing the attention and focus of the listeners. So, what can you do to keep people from tuning out?