Mark Jewell's Blog: Selling Energy, page 170

Weekly Recap, August 18, 2019

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

Your Ideal Home Office

5 Tips to Create a Winning Marketing Survey

Getting feedback from customers can be tricky.  Still, it’s important to engage them with thoughtful questions whether their responses are positive or negative.  

Do Your Research

Yesterday, we discussed some strategies for getting to know your prospects before you meet with them. Assuming you take these tips to heart and perform due diligence before the first meeting, how do you use the newfound knowledge of your prospect and his or her industry, company, and team to increase the likelihood of getting your project approved?

4 Categories to Explore Before Meeting with Your Prospect

What methods do you use to get to know your prospects before you meet with them? I'm here to tell you that you really need to do a lot more research and planning than you might imagine. The following are four categories that you should explore in depth before meeting with your prospect:

Genuine Rapport

I frequently write about rapport-building on this blog because without good rapport, your chances of closing a sale are slim to none. Assuming you understand the basic techniques of rapport-building, how do you recognize when you have achieved genuine rapport with your prospects?

Building Successful Habits

Napoleon Hill is known as one of the quintessential self-help authors of the 20th century, so the fact that new teachings of his were surfacing in 2018 is remarkable. His latest book, Success Habits, is based on radio broadcasts he made sixty years ago, but his teachings are just as relevant today. 

Weekly Recap, August 11, 2019

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

Check Your Sales Team

Grab Your Glass of Water

One of the questions that you probably ask yourself when you're trying to understand what it will take to get an organization to say "yes" is, “How do I know I’m talking to the real decision-maker?” There are lots of ways to ask that question; however, I think many of them are fraught with peril. You don't ask a blatant question like, “So, who is the decision-maker around here?” because you would likely insult the person with whom you’re speaking by suggesting that other people have to be involved in the decision. Maybe this person actually is the lone wolf that makes the decisions and has all the power in the world.