Mark Jewell's Blog: Selling Energy, page 160

Being Still

In our culture, action seems to be the answer to everything.  Why has it become taboo to put aside some time to be quiet and still?  Cultural habits aside, this overlooked quality can be an asset to your health and success. 

Weekly Recap, November 24, 2019

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

How To Improve Your Productivity

Sales Research, Part 2

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Yesterday, I wrote about some online research techniques. If you want to get even more specific with your research, talk to people within the company. Jeffrey Gitomer mentions that one of the best ways to get information about a company is to talk to the sales department because sales people love to talk. Set up a casual meeting, buy them a beer, and get all sorts of inside information about how the company thinks its fortunes are going, whether or not they've recently had a very successful or a failed launch of something else, what their priorities and goals are, and so forth. 

Sales Research, Part 1

Before you meet with a new prospect, the one thing you absolutely must do is background research. I’ve written several blogs on research techniques, and the topic is important enough (and vast enough) to warrant further discussion. Today and tomorrow, we’ll be exploring some methods of research to help you hit the ball out of the park during your first meeting.

Your Proposal May Not be Perfect

My goal as an instructor is to make sure you're successful.  When you write a one-page proposal it might not be perfect; however, it isn’t the end of the world. You're not obligated to stick to the format I recommend.  In fact, my format's a little different than the one Patrick Reilly shares in the book, The One Page Proposal.  Still, it's pretty close. 

Cap-Ex Reserves

Last week, we talked about the types of Profit & Loss benefits you might choose to discuss with your prospects. Today, we’ll delve into the concept of Cap Ex Reserves, a topic you should really understand when approaching an income-producing property with an energy project… especially one where the tenants presently pay the utility bills and would benefit from energy efficiency maneuvers. 

Five Proven Strategies from the World's Sales Leaders

Being in charge during a sales situation is a tall order, and it’s a challenge that sales professionals experience daily.  What’s more, sales situations are changing all the time.  There have been drastic changes to the art and science of selling over the past thirty years. In the past decade those changes have been accelerating.  How can you keep up?

Weekly Recap, November 17, 2019

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

What Are You Drinking?