Mark Jewell's Blog: Selling Energy, page 167

What Does My Listener Need to Know?

I talk a lot about communication strategies on this blog because effective communication is vital to success in sales (see last week’s “Take Responsibility for the Quality of Your Communication” blog). There are so many well-intentioned technologists, well-intentioned scientists, well-intentioned building experts, and even well-intentioned salespeople who take a haphazard approach to communication. Without the ability to communicate exactly what they’re trying to say, they’re unable to grab the attention of their audience effectively.

Advice from A Trillion Dollar Coach

Although William Campbell led a storied career as a businessman, he was also known as a mentor to the successful entrepreneurs who now head Google, Yahoo, eBay, Twitter and Facebook, among others.  His track record for fostering talent is highly regarded in the industry, as are his principles and advice. 

Weekly Recap, September 15, 2019

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

Tossing Out Bad Habits

 

Take the Safe Road

Let’s say you’re preparing a cost/benefit analysis for a proposed efficiency upgrade. The worksheet incorporates your best estimates for energy savings, maintenance savings, rebate eligibility, and inflation as well as your prospect’s assumptions for discount rate, finance rate, and reinvestment rate. When selecting which rates to use, you’ll want to be conservative. 

Loss Framing

I’ve often said that people make emotional decisions and justify them financially.  People also value the potential of losing something more than they value potential savings.  Unfortunately, we don’t live in a nation of savers, so why bring up savings in the first place?  How can you pitch savings in a way that’s more compelling?

Take Responsibility for the Quality of Your Communication

Communication is so vital to success, whether you’re guiding your prospect through the project or communicating with them regularly to make sure they’re in the loop.  

The Power of 12

How do you gain access to the influencers and decision-makers when approaching a new organization with an efficiency project? I like to say, “Use the power of 12.” Why 12? Because 12 is the biggest number I can think of that's a single syllable. It could be the power of 37 for all I know, but bottom line, it’s not the power of one.

The Art of Blitzscaling

When it comes to business, there’s nothing more fascinating than a success story about rapid, exponential growth.  Some may call it luck or overnight success, but the real question is how does something like that happen in the first place?

Weekly Recap, September 8, 2019

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