Mark Jewell's Blog: Selling Energy, page 190

Three Pieces of Paper to Educate Your Prospects

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When you go to a sales meeting you should have three pieces of paper with you.  Before presenting any of them you should have asked about your prospect’s decision-making process.  What will it ultimately be based on?  Price?  Value?  Warranty?  Quality of service? 

Selling Energy to Homeowners

Your own home can be one of your best investments.  It can provide a better financial return than the stock market, the money market, a certificate of deposit or a bond.  So, what about investments that improve that already attractive investment’s energy efficiency? 

Career Hacks for Sales Managers

Being a sales manager may seem like herding cats at times, and unless you’re one of the fortunate few who have had an excellent sales management mentor or have accumulated a library of books on sales management, it may feel as if you’re making it up as you go along.  Although my book recommendations often focus on aspects of sales, I would like to suggest a resource specifically pertaining to the sales management role. 

Weekly Recap, January 27, 2019

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

Simple Step to Cross Off Your To-Dos

Does your to-do list have hundreds of items on it? Do you often find yourself putting off tasks for later? If so, you may want to consider reexamining the way in which you manage your to-do list. 

Reframing SIR

If you’ve attended my sales training or are a frequent reader of this blog, you know I'm a big fan of using savings-to-investment ratio (SIR) to showcase the benefits of expense-reducing capital investments (see last month’s “The Power of Savings-to-Investment Ratio”).  It’s a simple way to showcase how many dollars of present value you would receive for each dollar invested today.  

Power Point Basics

The way people typically design PowerPoint slides is a joke, mostly due to outdated guidelines.  PowerPoint practitioners used to say, "You shouldn't have more than five bullets on each slide, with no more than six words per bullet and one minute spent on each slide."

Property Manager Drivers

A property manager’s main role is being a tenant concierge.  Their job is multi-faceted; however, it basically involves the following: 

Super-Solarize It!

A few years ago, I came across an excellent example of up-selling.  A ninja shared her experience as a solar professional that was offering other energy efficiency incentives as a package deal.  She said, “People were really excited about solar, but when we got into energy efficiency it wasn’t as tangible, and after a while it was like a wet blanket on a fire.  They weren’t even excited about the solar offerings anymore.” 

How to Be Better At (Almost) Everything

For some of us honing a particular skill or owning a niche is the key to making it.  However, the path to success is rarely the same for everyone in sales.  Some of us are more adept when we focus on “specialties,” which involves honing skills in different areas and linking them together.