Mark Jewell's Blog: Selling Energy, page 166
September 27, 2019
6 Proofreading Tips

When you deliver a written piece to a prospect or client (whether it’s an email, letter, proposal, invoice, etc.), accuracy is essential in both content and form. Here are six things you should always check thoroughly:

September 26, 2019
A Sense of Urgency

What do you say when a prospect insists they’re not interested in entertaining an efficiency upgrade until their existing equipment fails? Unfortunately, this objection is ubiquitous, as too many execs don’t invest time or money addressing things that aren’t “urgent.” In fact, most of them have so many “urgent” things already on their plate, they can’t be distracted with other initiatives. So, how can you help them see otherwise?

September 25, 2019
Be Like the Personal Trainer
Most people think sales is all about forming strong relationships with prospects. If you do that, they’re going to want to buy from you, right? Not so fast. While I wouldn’t disagree that relationship-building is closely related to successful selling, I believe that relationships are the result of, rather than the cause of, successful selling.

September 24, 2019
Good Pitching

If you’ve attended one of my sales trainings or are a frequent reader of my blogs, you’ve likely heard me talk about crafting the perfect elevator pitch. An elevator pitch is a concise statement that grabs the attention and communicates values, ideally leading to a next step.

September 23, 2019
Feeling Free to Focus

You may have heard the joke, “I wish there were 25 hours in the day, I would get more done around here.” Punchline aside, having time isn’t necessarily the problem. As a culture, we’re stretched thin and overworked. In the meantime, it seems that our standards and expectations are only rising, with more activities filling our days and more expected of us as individuals.

September 22, 2019
Weekly Recap, September 22, 2019
September 21, 2019
Stay the Course

The path toward progress is rarely smooth, a fact we often forget. Whether we’re undertaking small changes or a long-term goal, we’re bound to encounter obstacles or momentarily backslide into bad habits.

September 20, 2019
Setting Yourself Apart from Your Competition

When it comes to sales, a lot of our time is spent learning about a prospect’s needs. Sometimes, one needs to “connect a few dots” to help the prospect realize just how urgently they need your proposed solution.

September 19, 2019
Isn’t My One-Page Proposal Just as Good?

I've had a lot of conversations with people regarding what makes our one-page proposal successful. "What about my one-page proposal?" they say. "Isn't mine just as good?"

September 18, 2019
Win Over Your Audience

How do you prepare a presentation that will win over your audience? The first step is to carefully contemplate the ways in which your audience might resist. I believe that repetition is the mother of learning, so if you anticipate the objections and you inoculate your presentation with the answers to those objections, you’ll have a much more seamless approach to persuading somebody to do what you want them to do. Addressing these objections also shows them that you’ve carefully thought through everything, which will reduce their anxiety.

Selling Energy
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