Mark Jewell's Blog: Selling Energy, page 149

Energy Efficiency Benefits

For most businesses, you might think that the primary driver for energy efficiency projects is saving money on the utility bill. However, if you view all proposed projects through the energy-cost-savings lens alone, you’re probably overlooking some of the most compelling motivations to proceed. 

Redirect Objections

When you’re selling an energy product or service, it’s pretty much a given that your prospect will raise some concern or objection during the negotiation. It’s your job as a sales professional to migrate the discussion away from that concern or objection and toward something that is more positive and productive. One of the tactics I teach in all of my efficiency-focused sales trainings is how to use certain words and phrases that move the prospect’s focus from whatever the roadblock might be to a new perspective that will help frame the value proposition under consideration in a more favorable light.

How to Overcome the Lower Price Objection

There are certain people who will not do business with you unless you lower your price.  They’ll feel as if they’re winning or scored a real deal. 

How to Overcome Objections – Part Three

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Part 3 of our “Overcoming Objections” series addresses a very common objection in a non-residential landlord/tenant setting:

The Leadership Book of Silicon Valley's Bill Campbell

Although William Campbell led a storied career as a businessman, he was also known as a mentor to the successful entrepreneurs who now head Google, Yahoo, eBay, Twitter and Facebook, among others.  His track record for fostering talent is highly regarded in the industry, as are his principles and advice. 

Weekly Recap, March 8, 2020

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

11 Signs You’re on the Road to Success

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How to Overcome Objections – Part Two

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Part 2 of the “How to Overcome Objections” series covers the classic issue of the reluctant prospect who insists that his/her company doesn’t have the human resources to oversee the process of implementing a new energy project.

How to Overcome Objections – Part One

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There are a handful of common objections that we energy sales professionals tend to hear time and time again. Over the course of the next few days, I’ll be sharing a few of these objections and some strategies for dispelling them.

Selling to a Property Manager Effectively – Part Two

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What does it mean to get the job done? First, you have to get that property manager fired up with the idea that you’re helping them achieve their goals.  You also have to use the yardsticks that property manager uses to measure their own success.  These are things like preventing complaints about thermal discomfort, addressing security concerns or increasing the occupancy of the building.