Mark Jewell's Blog: Selling Energy, page 177

Weekly Recap, June 9, 2019

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

Brush Up on Your Email Etiquette

4 Tips to Get Your Customer to Respond

Persistence is really important when you’re following up with a customer, but you don't want to be a pest.  Here are some tips for keeping in touch without pushing too far:

Preparing Your Internal Champion

People don't take action unless they're motivated and people don't get motivated unless they're emotional about something. Your job is to figure out how to get your internal champion engaged with your project, enough to burn some political capital and get the attention of a decision-maker. 

Three-Sentence Email

Assuming you have a strong understanding of who your key customers are and which customer profiles you’re most interested in pursuing, what’s the most efficient way to capture the attention of new prospects? 

The Top 10 Skills Salespeople Need to be Successful

Some people say that good salespeople are born, not made. Certainly, there are specific personality traits that top performers share. Steven W. Martin, a professor at USC’s Marshall School of Business, says his research shows that 70 percent of successful salespeople have personality traits that help them sell, and 30 percent have to learn the skills needed to sell effectively. He also estimates that for every 100 people who enter sales but lack natural selling ability, 40 percent will fail, 40 percent will perform at average levels, and 20 percent will become top salespeople.

How Transforming the Pursuit of Success Raises Our Achievement, Happiness, and Well-Being

In every situation, there needs to be balance, and our work lives are no exception.  The books I’ve reviewed here often center on our individual potential - particularly our attitude, productivity, grit and leadership in the workplace. 

Weekly Recap, June 2, 2019

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

The Simplest Goal-Setting

When it comes to success, sometimes the simplest goal-setting will keep you on track.  In an interview, Olympic swimmer Michael Phelps shared how he motivates himself: keeping his personal goals in a place he can see them. 

Story-Selling

Telling a story about helping another customer is a great sales strategy. It not only demonstrates your willingness to be a Good Samaritan; it also proves that “this is not your first rodeo.” Besides, it feels great to be able to tell a prospect, “We do this all the time, and we can do it for you as well.”