Mark Jewell's Blog: Selling Energy, page 175

How to Fall Asleep in Less than 120 Seconds

“How did you sleep last night?”  It’s a question we ask each other often, and most of the time we answer negatively.  Regardless of age, ethnicity, or where you live, it’s common that we simply don’t get enough and often struggle with the reasons why. 

How to Get a Meeting with the C-Level Executives

Getting a meeting with a CEO, CFO or anyone at the C-level can be challenging.  I can tell you that you’re not going to get to them by using a fake ID badge or sneaking past the gatekeeper. However, you will by making a compelling case for a meeting.

Making Your Point Without the Data

In my experience, companies don't like to quantify much less hand over their internal data. First of all, they might not have been doing a thorough job. Second, it’s unlikely they’re going to want to share the data with you until you’ve developed great rapport.

How to Stack the Deck in Your Favor, Part Two

Today, we’ll continue with two more examples that address the following questions (again, through the lens of an HVAC sales professional selling “smart valves”), which would allow you to stack the deck in your favor and get the wheels spinning in your mind:

Why should a particular prospect or group of prospects be interested in what I have to say?

How might I reframe the value so it resonates specifically at their frequency?

Where might I reach my prospects once I determine that that's the message I want to deliver?

How to Stack the Deck in Your Favor, Part One

When you’re going to market with a new product or service, what niches and value propositions would allow you to stack the deck in your favor? In determining an answer to this question, there are three key questions you should first ask yourself: 

Why should a particular prospect or group of prospects be interested in what I have to say? 

How might I reframe the value so it resonates specifically at their frequency? 

Where might I reach my prospects once I determine that that's the message I want to deliver? 

When to Jump

In the business world, there is always an element of change at work in our lives.  As your career progresses it’s possible to find yourself with a completely different set of priorities or a new outlook on your situation.  It may be time to try something completely new.  As scary as that next step may be, you don’t have to rush yourself.  After reading the book When to Jump, you’ll understand why.

Weekly Recap, June 23, 2019

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

Tips for Making LinkedIn Useful

On Monday’s blog, I spoke about how you can leverage your LinkedIn account to generate leads, make important connections and improve your work situation.  It’s a robust and underrated tool that can put you ahead of your competition if you use it correctly.

The Small Retrofit

Have you ever been in a situation where a prospect doesn’t want to approve an energy efficiency project because they think it’s too small? Maybe the prospect says they want to wait until they do a major retrofit of the whole building before making any changes? This is a fairly common objection, and it’s one that you should be prepared to dispel at a moment’s notice. 

How to Minimize a Prospect from Ever Going Dark

Sales in any industry can be challenging, but there are ways you can make the process easier on yourself and the prospect.