Mark Jewell's Blog: Selling Energy, page 18

Weekly Recap, October 15, 2023

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

Lead like a Coach

What’s the difference between a leader and a manager? A leader guides and steers the company, and a manager makes the necessary decisions to carry out the leader’s vision. While it may seem natural that a leader would be involved in day-to-day decision-making, the most successful leaders are the ones who give their managers and employees the power to make their own decisions.

Becoming a Better Listener, Part 3

Here are some additional tips for active listening.  Realize that restating what the speaker has said indicates you've heard them.  But what if they say something negative?  Do you want to repeat that verbatim?  I don't think so.  You want to put a positive spin on what they’re saying, so while you let them know that you heard it, you should also let them know it might not be a completely negative thing.

Becoming a Better Listener, Part 2

Today, we’ll continue with active listening tips when you’re interacting with a prospect.

Becoming a Better Listener, Part 1

There is a variety of online content about active listening from experts like Christopher Pappas, Julian Treasure, and many more.  Each of them offers advice on better listening techniques, which can be especially relevant to those of us who live in the city.  We’re used to being assaulted by a cacophony of noise in traffic, our office environments, our neighborhoods, etc.  

5 Tips to Crafting an Effective Marketing Survey

Getting feedback from customers can be a little bit more complicated than just deciding what you want to know. It’s critical to engage your customers with thoughtful questions, whether their responses are positive or negative.  

Discover Your Highest Value Through the Science of Fascination

When you’re selling, your prospects are not just buying your offering – they’re buying you. If they don’t have complete faith in your ability to execute the project successfully, they’re not going to buy (even if your offering is very compelling). You can give yourself a leg up on the competition by knowing what sets you as a sales professional apart from everyone else. What are your strengths? What makes you unique?

Weekly Recap, October 8, 2023

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

5 Tips for Smarter Decisions

When it comes to decision making, everyone has their own process.  However, the most successful people in their fields have certain traits in common that lead to better decisions. 

Reframe the Benefits

How do you reframe efficiency so that the savings or benefits of a given project help your prospect satisfy some other goal or desire? If your prospect is family-oriented, it’s likely that they value leisure time and want to maximize the hours that they have away from work – hours that can be spent enjoying time with their family. You may be able to reframe the benefits of your efficiency project so they resonate with this value by comparing the amount of money your project would save with the cost of fun family activities (e.g., vacations, tickets to see movies or shows, etc.).