Mark Jewell's Blog: Selling Energy, page 184

Weekly Recap, March 31, 2019

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

23 Icebreakers

I’ve written about networking more than once because it can be intimidating, especially if you’re an introvert (hence the book, Networking For Introverts). Often the key is being relaxed and personable; however, it’s not always clear what to say or where to start.

You've Attended Sales Training: Now What?

Businesses spend more than $70 billion each year on sales training. That averages out to $1,459 per salesperson annually, which is 20 percent more than companies spend training any other kind of employee. However, studies also show that sales reps forget more than 80 percent of what they learn in training within 90 days. Does that mean training is a waste of time and money? Absolutely not! After you have left the training, there are a number of strategies you can use to keep those new skills top of mind. 

Non-Financial Benefits

I have often used the “three buckets of energy benefits” analogy to explain what a prospect can get out of an efficiency upgrade.  Today, I’d like to concentrate on pitching one of those buckets in particular: non-financial benefits.

Helping People Find You at a Networking Event

Yesterday, we talked about the keys to successful networking. Today, we’re going to discuss a strategy that will help other people find you at a networking event.

Keys to Successful Networking

One of the keys to successful networking is knowing exactly who you want to target ahead of time. You have to visualize your dream prospect. Are you looking for vendors to partner with? Are you looking for building owners? Property managers? If you’re going to a building owner’s networking event, think about what subset of building owners you want to meet. For example, are you looking for owners of large buildings or small buildings? Are you targeting owners who have properties nationally or just locally? These are the types of questions you should answer before you step into the room, because the answers will help focus your time at the networking event.

The Ultimate Guide for Mastering the Art and Science of Getting Past No

Overcoming objections is a large part of what we teach at Selling Energy, so a book on the subject by the likes of bestselling author Jeb Blount (Fanatical Prospecting) is a must-have to supplement our classes.

Weekly Recap, March 24, 2019

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

Early to Rise

One of the most consistent things I’ve encountered while researching success is how successful people structure their day.  According to this piece by Josh Gwin at Ladders, his early-to-rise habits have proven instrumental in getting things done.  In his own words, “I accomplish more of my goals before 7:30 than I used to achieve all day.”

How to Learn from Your Losses

"You learn more from your losses, than from your gains.” – Paul Tudor Jones