Mark Jewell's Blog: Selling Energy, page 205

How Soon Should I Follow-Up?

In this time-sliced society, people are interested in action.  People start muttering under their breath if their web browser doesn't load in three seconds.  They’ll move to Firefox or Chrome if Safari doesn't work.  Similarly, if someone contacts a company and it takes 14 days for them to reply, they’ll be miffed.  Chances are they’ll move on to someone else who is more responsive.

Everything Is a Bet

A study of executive decision-making behavior several years back found that the average CEO made 139 decisions in the average week, and that more than half of those decisions were made in nine minutes or less. Regardless of whether the stakes are high or low, these higher-ups need to process large amounts of information, weigh their choices and use their gut instincts literally in minutes. 

Weekly Recap, September 2, 2018

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

Chances Are You’re Going to Be Successful

Overcoming Objections, Part 3

Part 3 of the “Overcoming Objections” series addresses a very common objection in a non-residential landlord/tenant setting:

Overcoming Objections, Part 2

Part 2 of the “Overcoming Objections” series covers the classic issue of the reluctant prospect who insists that his/her company doesn’t have the human resources to oversee the process of implementing a new energy project.

Overcoming Objections, Part 1

There are a handful of common objections that we energy sales professionals tend to hear time and time again. Over the course of the next few days, I’ll be sharing a few of these objections and some strategies for dispelling them.

6 Tips for Giving the Perfect Sales Presentation

Too many people in the sales world spend four months trying to get an appointment, four hours driving to and from the appointment and forty minutes in the appointment.  The problem is they often spend only four minutes preparing for that meeting and then wonder why nothing happens.

How to Double Your Revenue

When you haven’t reached the level of success you’re aiming for, you’d be wise to turn your attention to obtaining answers to some basic questions: What else can be done to attain your goals?  How can you increase your output and revenues?  More importantly, who should be on your team, helping you to accomplish this? 

Weekly Recap, August 26, 2018

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