Mark Jewell's Blog: Selling Energy, page 202

Beneath the Surface Benefits

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For most businesses, you might think that the primary driver for energy efficiency projects is saving money on the utility bill. However, if you view all proposed projects through the energy-cost-savings lens alone, you’re probably overlooking some of the most compelling motivations to proceed. 

Body Language, Part 2

Today, we’ll continue with some more body language clues:

Body Language, Part 1

True sales professionals pay close attention to body language. Why is it valuable to understand body language? First, you get a relatively accurate gauge of your prospect’s thoughts and feelings based on these visual clues. This can help you decide what to talk about (and what to avoid talking about). Second, you become cognizant of what messages you’re sending with your own body language. You can use this knowledge to help build rapport with your prospect.

The Essential Handbook for Prospecting and New Business Development

As a sales professional, you’re encouraged to pursue as many possibilities as you can.  However, if you take this to extremes you can end up feeling lost, ineffective and overwhelmed.  Your day-to-day might seem as if you’re going after multiple targets, yet you aren’t getting as many “hits” as you had hoped.  What if you could change your focus from being scattershot to getting things done in a single shot, nothing more? 

Weekly Recap, September 30, 2018

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

4 Tips to Better Manage Emails

Email is a great tool for business communication; however, it has the potential to be extremely detrimental to productivity when used inefficiently. Most people spend a good chunk of the workday reading and responding to emails. If you were to reduce the number of hours you spend emailing each week by just 25%, you'd probably end up with several extra hours of spare time.

So how do you “filter out the fluff” from your emails and recapture those precious hours? Read this article in Entrepreneur. It will be a very worthwhile use of your time provided you put these suggestions into practice! 

Taking Over an Existing Account

You'll frequently have situations where accounts are transitioned to you because a company is rearranging the chairs.  All of a sudden, you've got a project halfway toward completion and you have to finish it! 

8 Tips to Successful Sales Meetings and Presentations

Students often ask me about how to conduct sales meetings and presentations.  We spend half a day on this subject during our Efficiency Sales Professional Boot Camps, which is much more comprehensive and in-depth.  However, here are some basics I’ll share with you:

Coax and Joke

To turn a skeptical prospect into a buyer, it often takes more than just a compelling proposal and persuasive financials. A sales professional needs to know how to push a prospect – without being “pushy.” So how do you give that much-needed nudge without sending your prospect over the cliff? Try a little humor.

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.