Mark Jewell's Blog: Selling Energy, page 194

Perfectly Imperfect One-Page Proposal

My goal as an instructor is to make sure you're successful.  When you write a one-page proposal it might not be perfect; however, it isn’t the end of the world. You're not obligated to stick to the format I recommend.  In fact, my format's a little different than the one Patrick Reilly shares in the book, The One Page Proposal.  Still, it's pretty close. 

Thinking Outside the Box

 

There are times in this industry when you find yourself having to think outside the box when it comes to getting the attention of a decision maker.  You have the prospect in your sights and you know they could use an upgrade, but how can you get the right person to listen to you?

The Power of Savings-To-Investment Ratio

When teaching I almost always reserve a section of the presentation for financial metrics.  One of the most overlooked metrics is my favorite one to use: savings-to-investment ratio or SIR.  It’s also one of the most effective to use if you frame it the right way. 

How to Make Your Prospect Realize They Need Your Product or Service

When it comes to sales, a lot of our time is spent learning about a prospect’s needs.  Sometimes, one needs to “connect a few dots” to help the prospect realize just how urgently they need your proposed solution. 

Invisible Influence

As sales professionals, we often see trends on what is deemed “popular” or “unpopular.”  Sometimes we know the reasons; other times we’re not so sure.  Could it be the trend itself or how we perceive it?  What about how others perceive it?  

Weekly Recap, December 16, 2018

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

Simple Strategy That Will Help You Prioritize Your Time

As the end of the year draws closer, many people find themselves re-evaluating their lives and setting new goals.  Well, ideally.  You’ve heard me mention the famous Chet Holmes quote, “Most people spend more time planning a vacation than they do planning a life.”  But when it comes to goals, which ones should be put first? 

Selling Energy to Educational Institutions

If you’re trying to sell energy to educational institutions, one of the most compelling cases for change comes not in the form of utility cost savings, but rather in the form of what I like to call “butts in seats.”     

The 3 Most Important Financial Statements

When it comes to having intelligent financial conversations with your prospects and clients, there are three important financial statements that you should know like the back of your hand. These statements give you the vital signs of the company to which you’re selling.            

Learn to Pitch from a True Pitcher

Legendary baseball pitcher Sandy Koufax was quoted as saying, “I became a good pitcher when I stopped trying to make them miss the ball and started trying to make them hit it.”