Mark Jewell's Blog: Selling Energy, page 176

Investing in Change

“Comfort and the fear of change are the greatest enemies of success.”  -   Jeanette Coron  

When you’re meeting with a prospect and attempting to make a compelling case for change, you have to remember that people are often averse to change. You may think to yourself, “Oh my goodness, all I have to do is tell them that this new technology is available and they’ll just jump all over it.”  Not necessarily. What seems obvious to you may not be so obvious to your prospect.

5 Things Your Business Degree Didn’t Teach You About Sales

Though a business degree will certainly help you get your foot in the door for a sales career, there’s not much that can prepare you for your first cold call. We’ve compiled a list of lesser-known sales tips that every veteran has learned somewhere along their post-business-school journey.

Leveraging LinkedIn

While teaching I’m often asked for networking tips.  Although attending events and having one-on-one interactions are paramount to finding prospects, I can’t emphasize how important LinkedIn can be.  It is not only a way to research prospects, but also a direct line of communication with them.

Weekly Recap, June 16, 2019

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

The Power of Intuition

How to Close the Sale

You can start a conversation that leads toward a sale; however, it’s often more challenging to complete the transaction.  Whenever you find yourself struggling with this you need to remember that if you don't harness emotion, you'll not likely create enough motivation.  If you don't have motivation, you're not likely to see forward motion. In short, you need to get people excited about taking action.

6 Tips to Prepare for Your Next Sales Presentation

Too many people in the sales world spend four months trying to get an appointment, four hours driving to and from the appointment and forty minutes in the appointment.  The problem is they often spend only four minutes preparing for that meeting and then wonder why nothing happens.

Do You Make These Selling Mistakes When Discussing Energy Consumption?

Making mistakes is an inevitable part of selling. Learning from your mistakes and the mistakes of others is what separates the exceptional from the good, the bad, and the ugly. We’ve laid out five common selling mistakes reps make when discussing energy consumption so you can reap the reward and bypass the “oops” moment that often precedes it.

The Basics of Taking Great Notes

The more planning you put into your note-taking, the better your client evaluations and recommendations will be.  It’s vital that you take great notes.  Of course, no one system works for everyone.  Feel free to experiment.  And once you find a system that works for you, stick with it and you’ll be in great shape.

Social Media Marketing (Without the B.S.)

Social media is now an indispensable part of running a successful business. However, when it comes to your online presence, is that all you want it to be - a presence?