Mark Jewell's Blog: Selling Energy, page 206

The Time It Takes

How do we use our spare time? For most of us, our schedules are hectic and full, and when we do find time for ourselves our focus can be scattershot.  

The Key to a Successful Sales Approach

It may sound simple, but one of the best strategies for determining the ideal sales approach for a given prospect is to get into their shoes. There is no universal sales strategy that works across the board, so you need to figure out exactly what each prospect cares most about and work that angle into your proposal. So how do you do this? Talk to people. Talk to store owners, building managers, hoteliers, even manufacturers. Ask them, “What would make your life easier?”

When a Customer Won’t Call You Back

Persistence is really important when you’re following up with a customer, but you don't want to be a pest.  Here are some tips for keeping in touch without pushing too far:

5 Things Your Business Degree Didn’t Teach You About Sales

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Though a business degree will certainly help you get your foot in the door for a sales career, there’s not much that can prepare you for your first cold call. We’ve compiled a list of lesser-known sales tips that every veteran has learned somewhere along their post-business-school journey.

Be a ROQSTAR

I was given an excellent suggestion from one of my students regarding a sales program of his own!  Since he and I have similar sensibilities it isn’t surprising that it goes hand in hand with our teachings at Selling Energy. 

How to Have a Nice Day

Everyone is familiar with the concept of having a “good day” or a “bad day.”  When it comes to a day in the life of a sales professional, making the most of your time is essential.  What’s more, when it comes to sales, it’s important to keep an open mind and a positive outlook.  How can you maintain that through countless projects and a heavy workload (or while struggling with the opposite)? 

Weekly Recap, August 19, 2018

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

The Third Door

Here’s a success metaphor: a nightclub. There’s the door where most of us wait and see if we can get in. There’s the second door where those who already have made it have VIP access.

Do You Make These Selling Mistakes When Discussing Energy Consumption?

Making mistakes is an inevitable part of selling. Learning from your mistakes and the mistakes of others is what separates the exceptional from the good, the bad, and the ugly. We’ve laid out five common selling mistakes reps make when discussing energy consumption so you can reap the reward and bypass the “oops” moment that often precedes it.

Finding the Prospect’s Why

I’ve often talked about the “why” behind selling energy, because in the end that’s what drives the bus.