Mark Jewell's Blog: Selling Energy, page 139

Change Your Messaging

Sales professionals are problem solvers.  If there are ways you can make you make a business more competitive, profitable and valuable, then be sure to put that messaging front and center.  Think about what each of your prospects and customers might be most concerned about in these challenging times. What have they lost (or fear losing)?  Revenue?  Productivity?  Morale?  All three? 

8 Tips to Maintain Customer Loyalty During Covid-19

Cultivating customer loyalty is a vital facet of being a sales professional.  If you exercise that loyalty, it will get you much further than just the usual, cursory check-ins while you prospect for new contacts. 

Tips for Selling in a Recession

As dire as prospecting and marketing might seem in these new circumstances, keep in mind that not all is lost.  Aside from talking to current customers and networking on LinkedIn, you can make a cold call warm, even hot, by doing your homework and noting which markets are flourishing.  You can also make it warm by leveraging contacts you already have at your disposal.

Tips for Selling in Recession

As dire as prospecting and marketing might seem in these new circumstances, keep in mind that not all is lost.  Aside from talking to current customers and networking on LinkedIn, you can make a cold call warm, even hot, by doing your homework and noting which markets are flourishing.  You can also make it warm by leveraging contacts you already have at your disposal.

How to Know Who You’re Talking To

When you’re cold calling and don’t know the right person to get in touch with… good luck.  Calls like these can be awkward and inconvenient for the person picking up. 

All You Have to Do Is Ask

In the business culture it’s expected that we are knowledgeable and quick on our feet.  We should be ready with solutions and answers. And with the advent of smartphones, we have more tools and information at our disposal than ever.  With all of this in our favor, why wouldn’t we be able to tackle any obstacle on our own?  Well, the truth is we don’t actually know everything, let alone have the ability to take on anything and everything by ourselves. 

Weekly Recap, June 14, 2020

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

How to Maximize Your Productivity at Home

Are you familiar with “buffer time”?  It’s a term used by LinkedIn’s CEO Jeff Weiner, referring to scheduled breaks between tasks in order to play catch up or take a moment for self-care.  The problem is that now that many of us are working from home, that time is being absorbed by other things.  That’s a shame since these mental breaks are more important now than ever.

How to Make a Memorable Elevator Pitch

Now more than ever we need to make our elevator pitches memorable and compelling.  One of my favorite examples is a sales professional who was selling an expense-reducing capital project to a company, but instead of saying “You’re going to save $180,000 a year,” he said “Every year you wait to do this project, you’re crashing a Ferrari in the parking lot.”

Stacking the Deck in Your Favor, Part 2

Today, we’ll continue with two more examples that address the following questions (again, through the lens of an HVAC sales professional selling “smart valves”), which would allow you to stack the deck in your favor and get the wheels spinning in your mind: