Mark Jewell's Blog: Selling Energy, page 159

5 Ways to Build a Better Relationship with the Customer

As a salesperson, you know that closing the deal is only the first step in customer relations. The care and attention of your existing clientele is just as important as bringing in new business—perhaps even more important. There are many ways to build your customer relationships, and most of them require customizable sales tools to make your customers feel that you deserve their business.

How to Find Your Internal Champion

When you’re approaching a new organization with an energy project, you want to make sure you’re putting your project in front of the right people. We’ve talked about research, influencer maps, and other strategies for finding the decision-maker(s). Today, I’d like to share a question that is very effective in finding a valuable internal champion: 

6 Post-Sales Strategies to Keep Your Business Running Strong

Winning the sale is only half of the battle. The next steps you take determine the ultimate success of your business. Here are some post-sale strategies that will keep your business running strong:

A New (Improved) Kind of Manager

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Management isn’t just a job; it can be a style.  The question is which style is the most effective in the workplace, not only for the individual, but across the board.

Weekly Recap, December 1, 2019

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

Replacing Nerves with Generosity

Being nervous about public speaking is nothing new.  Like reframing a sale for a prospect, it may be necessary to reframe what you’re doing in order to dispel that nervousness. 

Trojan Horse Basics

When it comes to proposing energy efficiency changes, it may seem overwhelming to your prospects.  They may perceive it as a hassle-filled process with paperwork and government interference, or something that has little value to them.  As with any Selling Energy strategy, you’ll have to ask yourself how to overcome their objections.  

Gratitude Everyday

Regardless of how hectic and stressful our lives may be, we all have things to be thankful for. What I love about this holiday (even more than the food) is that it encourages all of us to reflect on the most positive aspects of our lives.

Framing SIR for Homeowners

If you’ve attended my sales training or are a frequent reader of this blog, you know I'm a big fan of using savings-to-investment ratio (SIR) to showcase the benefits of an expense-reducing capital investment.  It’s a simple way to showcase how many dollars of present value you would receive for each dollar invested today.  

Selling Energy Efficiency to Homeowners

Your own home can be one of your best investments.  It can provide a better financial return than the stock market, the money market, a certificate of deposit or a bond.  So, what about investments that improve that already attractive investment’s energy efficiency?