Mark Jewell's Blog: Selling Energy, page 179
May 20, 2019
What Is Your Content Strategy?
Communicating is a large part of selling and we’re often told to be “on message” and consistent when we’re speaking with prospects and customers. The same principles apply to marketing and our online presence, which is the basis for content strategy. This kind of marketing focuses on the “why” of the sale and on keeping the message simple and concise.
May 19, 2019
May 18, 2019
May 17, 2019
Project Barriers
There are countless reasons that a proposed energy project might not be approved. Rather than trying to predict which objections might surface during the approval process, ask your prospect to provide you with a sneak preview of what lies ahead: “What barriers have you faced in getting your projects approved in the past?”
May 16, 2019
Rectifying Your Mistakes
If you’ve made a mistake with a client it’s best to fall on your sword as quickly as possible and take responsibility. It’s important for an unhappy customer to feel both heard and validated. It’s also the first step toward finding common ground regarding potential remedies. Any focus on deflecting blame will take a toll on your credibility and reputation. When you know you’re at fault, simply say, “Yes, we made a mistake, and we apologize. Our performance in this case was clearly not in keeping with our high standards for servicing our customers.”
May 15, 2019
7 Ways to Incorporate Online Sales Training Into Your Busy Schedule
Time management is often a sales rep’s biggest challenge, and at first glance, it would seem that adding additional demands such as online sales training would just make things more difficult.
May 14, 2019
Inside Man
A few years ago, I heard some excellent advice from one of our Selling Energy training graduates. When he meets with a prospective customer one of the first things he does is strike up conversations at the front desk or with other employees, asking them basic questions.
May 13, 2019
Lead and Disrupt
Why do successful companies fail? Over the past fifteen years the lifespans of companies are shrinking, even if they’re household names and seemingly unstoppable. The failures and shuttering of companies like Sears and Polaroid are examples of shifts in the marketplace. To the unsophisticated observer, these changes seem unforeseeable.
May 12, 2019
Weekly Recap, May 12, 2019
Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs...
May 11, 2019
Selling Energy
- Mark Jewell's profile
- 7 followers
