Mark Jewell's Blog: Selling Energy, page 162

Networking Effectively, Part One

“If you're not networking, you're not working.” – Denis Waitley

Playing The Infinite Game

How often does the word “winning” find its way into business language?  Often, as we all know. Nevertheless what if winning was never the point to begin with, even though business is littered with figures we deem winners and losers?

Weekly Recap, November 3, 2019

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

Being A Sensation Seeker

Would you be surprised to discover that your sense of adventure affects the way you work?  According to this write-up at Forbes, psychologist Marvin Zuckerman has studied what he termed “stimulation levels” since the 1960s with a particular interest in subjects drawn to new experiences and risk-taking behaviors.  This may explain why some people are more productive in quiet environments while others thrive in noisy cafes, or how some of us embrace newer technologies while others prefer to stick with what they know.

Attract More Customers Through Cross-Promotion

There are not enough hours in the day to find every potential customer the old-fashioned way. Taking the time to locate and forge partnerships with non-competitive vendors or service providers is one of the best ways to maximize your time in finding new prospects. Here’s an example that illustrates the point perfectly: 

What Unexpected Benefits Could Your Product or Service Deliver?

In many of our keynotes and workshops we highlight “non-utility-cost financial benefits” and “non-financial benefits.”  These are positive outcomes that happen after an energy project is implemented.  Sometimes these effects are completely unexpected, changing a company in ways the sales professional and their customer couldn’t have anticipated.

Don’t Talk Past the Sale

I talk a lot about being concise and focusing attention on the real value proposition, particularly in the context of written proposals. While it’s vital that your proposals are short, persuasive, and understandable, it’s equally important that you trim down your talking points when meeting with a prospect face-to-face. 

Tips If You Find Yourself on the Fence About Networking

Networking is an essential part of the sales cycle; however, it can fall to the wayside because of fatigue or shyness.  Other times it is pushed aside because of laziness and neglect. 

Putting Less Digital in Your Life

Over the past twenty years’ technology has been taking an ever-expanding role in our lives.  Is it making things easier?  It appears so.  Is it making us happier?  That’s debatable. 

Weekly Recap, October 27, 2019

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