Mark Jewell's Blog: Selling Energy, page 156
January 4, 2020
Make A Goal, Keep A Goal
January 3, 2020
Questions You Should and Shouldn’t Ask During a Sales Meeting
January 2, 2020
Capturing Your Prospect's Attention In 3 Easy Steps

You have about 15 seconds to capture your prospect’s attention, whether they are listening to your “elevator pitch” or reading your short letter or email. The following three-sentence formula is both time-efficient and effective in making the most of that first, precious quarter-minute.

January 1, 2020
The Top 10 Skills Salespeople Need to be Successful

Some people say that good salespeople are born, not made. Certainly, there are specific personality traits that top performers share. Steven W. Martin, a professor at USC’s Marshall School of Business, says his research shows that 70 percent of successful salespeople have personality traits that help them sell, and 30 percent have to learn the skills needed to sell effectively. He also estimates that for every 100 people who enter sales but lack natural selling ability, 40 percent will fail, 40 percent will perform at average levels, and 20 percent will become top salespeople.

December 31, 2019
Working with Condo Boards

Students often ask me how to sell to condo boards. I’ve experienced things from both sides. I was on a condo board for four years in Philadelphia, and two of those years I served as president, so I know what it’s like to run a board of five or six people and hold a three-hour meeting each month. It was tough at times; however, it ultimately gave me an insider’s view of how major decisions get made in these settings.

December 30, 2019
Making the Stretch

Imagine having a personal trainer on hand, only instead of focusing on your fitness you were working on your business goals. How would that process change your day-to-day life? What would you work on first? What are the weak points you would want to tackle?

December 29, 2019
Weekly Recap, December 29, 2019
December 28, 2019
Stay Resilient
December 27, 2019
Your Objections Archive

Creating and maintaining an Objections Archive™ is just as important as creating and maintaining a Success Story Archive™. These are indispensable items to have at your disposal when you’re discussing potential solutions with a prospect. Every sales manager should encourage their people to embrace both of these tools.

December 26, 2019
Your Story Archive

It is my studied observation, having been in the energy business for over 25 years, that the most effective sales professionals in this industry are the ones who can tell their prospects stories about helping people in similar circumstances.

Selling Energy
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