Mark Jewell's Blog: Selling Energy, page 163

Get Your Sleep

Studies continue to show that what we eat and drink as well as our physical habits (exercise, screen time, etc.) can have a significant impact on the quality of our sleep.

11 Tips When Meeting a New Prospect

When you’re in a new sales situation, making a good first impression is crucial. Even if you’re an expert in your product or service and you understand how to sell to your customer, a sale can be ruined by a bad first impression. Here are some things to keep in mind when meeting a new prospect: 

How to Talk to the C-Suite

When you’re discussing financial benefits with the C-suite, not every conversation should be the same.  A CEO is often the “why” guy or gal, while a CFO is more often concerned with the numbers.  To put it more simply, when it comes to CFOs, you need to prove the justifiable cost of your project’s benefits.  When it comes to CFOs, you need to prove the financial and non-financial value of those benefits.

Time = Money

One of the biggest roadblocks in getting efficiency projects approved is time. Busy people place a high value on their time, and even the most compelling value proposition can be shot down if the project requires the buyer to invest too much time and effort.

Unlock the Doc

Assess Your Assets

“Push yourself, just work harder and harder, and get others to work harder too.  Eventually, you will become successful and feel happier. Right?

No, not at all true.”

Weekly Recap, October 20, 2019

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

Getting the Most Out of Your Day

Circling Back with Your Customers

One of the most important parts of the sales cycle remains overlooked.  It’s imperative that you “circle back” to every one of your customers and ask them how it went.

It’s Too Simple

Simple Payback Period (SPP) is a metric that all too many prospects are tempted to use when deciding whether or not to fund an expense-reducing capital project. As many of you already know, I am not a big fan of SPP.  In most cases, it’s far too simple a tool to evaluate proposed projects accurately. Here’s an example where relying on SPP along would clearly steer you wrong: