Mark Jewell's Blog: Selling Energy, page 204

6 Tips for Effective Presentations

For sales professionals, presentations and public speaking are more important than ever.  Whether you’re giving a sales presentation for a few people or having to address hundreds in an auditorium, here are some tips that can enhance your presentations

I’m Moving!

There are times where you’ll hear the “I’m Moving” objection, usually in two different situations.

How to Tackle Sales Team Turnover and Grow Your Business

Sales team turnover is one of the biggest problems facing today’s businesses, especially in high-growth markets. Qualified sales professionals are scarce, and they demand top dollar. At the same time, selling can be one of the toughest and most discouraging professions, and good salespeople will seek out jobs where they feel welcomed and nurtured, in addition to being well-compensated. With a little insight and imagination, you can buck the trend and hire and retain great salespeople who can help your business grow. 

Do Free Lighting Audits Make Sense?

I am not a big fan of the free lighting audit.  My feeling is if free lighting audits worked we wouldn't be in this mess. 

Facing Objections (and Staring Them Down)

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, September 9, 2018

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

10 Success Tips in Both Life and Business

Sales professionals understand that successful selling is a holistic practice. Their choices and habits, both in their personal and professional lives, are aligned with their goals. To achieve success, one must plan for it. It’s one thing to hope for success or to assume that your values and work ethic will lead you to become successful, and it’s another thing to write out a plan for precisely how you will achieve your goals and aspirations and to stick to that plan throughout your life. 

The Income Producing Property

One of the prime targets for energy retrofits is income-producing property. You can give yourself a leg up on the competition if you demonstrate for your prospect the many ways in which your project will make their building more competitive, profitable, and valuable. Here are some of the many benefits you may choose to work into the discussion:

Tried-and-True Sales Strategy to Motivate a Prospect

Motivating a prospect is a specific and tricky business.  Recently I shared an example on one of our monthly Mastermind Group Coaching Calls, which started off on the wrong foot but fortunately became a success story. 

7 Signs You Should Invest in Sales Training

Is your sales team performing at its best? Probably not, but corporate managers tend to overlook even lackluster sales performance as long as company profits continue to climb. However, smart sales executives don’t wait for sales figures to start to drop. They keep a close eye on their sales reps looking for telltale signs that performance is starting to founder. They are ready to step in and offer more sales training to get things back on track.