Mark Jewell's Blog: Selling Energy, page 178

Overcoming the “It’s an Old Building” Excuse

Every now and then you’ll hear the objection that it’s too hard to make older buildings energy efficient.  I think that's one of the silliest objections I've heard for a couple of reasons, and after more than 25 years in the business and hearing just about everything, I’m happy to offer some of my favorite ways to address this objection. 

Overcoming the “I’m Too Busy” Objection

It can be hard to predict your prospect’s current situation, even if you’ve done thorough research on the company, decision-makers, and so forth. In some cases, you’ll approach a prospective organization that seems to be a great fit for your product or service, and they’ll simply tell you that they’re “too busy with other improvements right now.” 

Overcoming the “I’m Moving” Objection

Over the course of the next few days, I’ll be sharing a few objections and some strategies for dispelling them.

Become A Growth Hacker

Most people believe that marketing is simply getting your offerings in front of an audience and the interest will be self-generating.  With the amount of competition and a variety of platforms at an entrepreneur’s disposal, this simply isn’t enough anymore.  It takes time and effort to find your target audience, and even then, there isn’t a guarantee. 

Weekly Recap, May 26, 2019

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

The Decoy Effect

In Selling Energy trainings, I often encourage students to present their offerings as “Best, Better, Good” rather than the “Good, Better, Best” when approaching their customers.  However, what if I told you there was an advertising technique that is disrupting both of those options, prompting people to spend more and miss out on the best deal?

Selling Energy to the Hospitality Industry

As someone who does hundreds of speaking engagements a year all over North America and Europe, I spend a lot of time on the road. Every time I pass a Motel 6, I am reminded of the tag line they adopted in the mid-Eighties – “We’ll leave the light on for you.” In fact, for the chain’s 50th anniversary, they began using the motto, “50 Years, the Light’s Still On.” For decades now, the hotel industry has been obsessed with perfecting hardware and software that keep the lights (and HVAC) turned off in unoccupied rooms. Nonetheless, those Motel 6 mottos remain indelibly etched in my mind.

11 Tips for Asking Effective Sales Questions

To get the proper takeaways from a meeting, you need to prepare yourself before going in.  Here are some tips concerning which questions you should ask as well as a couple that you absolutely shouldn’t: 

Why Should They Care?

Why should your prospects care about energy efficiency?  What messages would pique their interest enough to have the conversation? 

5 Questions to Prevent Sales Rejection

Rejection is something that every sales professional faces throughout their career. There are some things you can do to prevent it.  The first step is due diligence. When you have a conversation with your prospect there are certain ways to figure out if they’re on the fence.  Ask them how many energy projects have been approved in the recent past.  Ask them about their process.  Ask them which of their projects they’ve found to be most gratifying.