Mark Jewell's Blog: Selling Energy, page 183

Residential Energy, Part Two

Today, we’ll continue with some more strategies for reframing the value of efficiency for residential prospects.

Residential Energy, Part One

We talk a lot about sales strategies and tactics that are appropriate for commercial and industrial prospects. These generally larger projects predictably yield larger returns for the customer; however, residential energy upgrades can produce compelling benefits for the customer as well, particularly if you reframe the savings and benefits in the right way. Over the course of the next two days, we’ll discuss some strategies for reframing the value of enhanced efficiency when selling to homeowners.

Sales Growth

Being in charge during a sales situation is a tall order, and it’s a challenge sales professionals experience daily.  What’s more, sales situations are changing all the time.  There have been drastic changes over the past thirty years, and in the past decade those changes have been accelerating.  How can you keep up? 

Weekly Recap, April 7, 2019

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

Every Minute Counts

How do we use our spare time?  For most of us, our schedules are hectic and full, and when we do find time for ourselves our focus can be scattershot. 

Be a Good Listener

“Most people think ‘selling’ is the same as ‘talking’. But the most effective salespeople know that listening is the most important part of their job.”
- Roy Bartell

A Personal Connection with Your Audience

When you walk into a room to give a presentation, one of the best ways to break down the barrier between you and your audience is to form an immediate personal connection. We always talk about building rapport in the context of one-on-one interactions; however, the same principle applies in a group setting where it’s very important to establish good rapport with your whole audience—after all, you want each and every one of them on your side when they compare notes with each other later to make a decision.

Sales Tools for Building a Better Relationship with the Customer

As a salesperson, you know that closing the deal is only the first step in customer relations. The care and attention of your existing clientele is just as important as bringing in new business—perhaps even more important. There are many ways to build your customer relationships, and most of them require customizable sales tools to make your customers feel that you deserve their business.

How Many Touches Does It Take to Make a Sale?

The Extraordinary Power of Civility at Work and in Life

It’s easy to assume that the pressures of our jobs couldn’t get much worse, but imagine this -- what would it be like to oversee social gatherings at The White House? You’re dealing with larger-than-life personalities, visitors from other countries with various expectations and customs, and your boss is… well, the President of the United States. It doesn’t get more intimidating than that.