Mark Jewell's Blog: Selling Energy, page 15

Be the Problem Solver

As an energy solution sales professional, you have an immense amount of knowledge about your offerings. You know what the benefits are, and you know how they can bring value to your customers. You know the costs, the savings, the project timeline, and so forth. It can be very tempting to jump right in and tell your prospects about the benefits of your project, how much money you could save them, and how little time it will take them to recoup the cost of the project through energy savings. Don’t succumb to that temptation. Before you present any information to them – regardless of how compelling it is – find out about their goals, objectives, needs, biases, and what I call “scar tissue.”

Simple Ideas on Presentation Design and Delivery

I’ve written several blogs about Nancy Duarte’s Resonate. As a frequent speaker and presenter, I can confidently say that the presentation techniques in Resonate are very effective. While I’m a big fan of Duarte’s approach, I don’t think it’s the only method that works. Every speaker has his or her own style and preference, and for those of you looking to improve your presentation skills, it’s important to explore multiple perspectives.

Weekly Recap, November 12, 2023

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

Keep Your Employees Smiling

There is a strong correlation between happiness and productivity. Your business doesn’t necessarily need to utilize the latest and greatest productivity solutions in order to foster a productive workplace environment. While it can be beneficial to implement the many tips and tricks we discuss every Saturday on this blog, you should also work hard to keep your employees as happy as possible.

Focus on Motivation Rather Than Education

Do you ever wonder why energy-efficiency reports are so long? Moreover, do you ever wonder if anyone actually reads them?

Going For the Close

Lately a recurring question I’ve been asked concerns the right way to close a sale, particularly what to say. The usual “Sign here” is a bit rote, right?

Helping People Find You at a Networking Event

In the past, we talked about the keys to successful networking. Today, we’re going to discuss a strategy that will help other people find you at a networking event.

Put Your Subconscious Mind to Work

“What underserved markets should I be focusing on?” “How can I double the number of prospects I reach with the limited time I have available for outbound marketing?” “What would it take for news of our latest offering to go viral?” Successful sales professionals ask themselves questions like these all the time.

Why More Is Less

The number of choices we make on a daily basis is staggering. As humans, we value the fact that we almost always have a range of options from which to choose. Whether we’re deciding what to order for lunch, what item to choose from the grocery store, or choosing what service to use to mail a package, we are constantly making comparisons and weighing our options to choose the best fit. 

Weekly Recap, November 5, 2023

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