Mark Jewell's Blog: Selling Energy, page 28

Use Emphasis to Your Advantage

When you’re giving a presentation, use emphasis to your advantage. There are lots of different ways you can use emphasis. You can be quiet. You can slow down. You can stop. You can use a blank screen. Anything that shakes up the normal flow of your presentation will get the audience’s attention and make them listen carefully to what you’re saying.

What Should I be Doing with My Hands During a Presentation?

When you’re giving a presentation, the audience may be consciously listening to your words, but they’re also subconsciously tuned into your body language, facial expressions, and visual focus. The way in which you present yourself physically can have a significant effect on your ability to engage and persuade them. At this point you’re probably wondering, “When I give a presentation, what should I be doing with my hands?”

The Value of Making Non-Industry Connections

When you’re at a networking event and you meet someone who works in an entirely different industry, what do you do? I’m sure many of us would be inclined to say, “nice to meet you” and move on to someone more “relevant.” If you find yourself in this situation, don’t walk away. Here’s a story that demonstrates the value of making non-industry connections:

Work Your Angle

When you approach a prospect with a proposal, you need to make a clear decision about what angle you plan to take. Are you placing your emphasis on energy savings? Are you placing it on being a good corporate citizen? Are you placing it on sustainability? Are you placing it on the fact that the prospect has had problems that you can solve – repetitive maintenance problems or breakdowns or interruptions in critical services? What are you placing your emphasis on?

Leveraging LinkedIn

While teaching I’m often asked for networking tips.  Although attending events and having one-on-one interactions are paramount to finding prospects, I can’t emphasize how important LinkedIn can be.  It is not only a way to research prospects, but also a direct line of communication with them.

Weekly Recap, July 2, 2023

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

Replacing Nerves with Generosity

Being nervous about public speaking is nothing new.  Like reframing a sale for a prospect, it may be necessary to reframe what you’re doing in order to dispel your nervousness. 

A 5-minute Routine That'll Replace Your Afternoon Coffee

Our energy level and cognitive ability vary throughout the course of any given workday depending on a number of factors (e.g., how much sleep we got, when and what we ate, how much we exercised, how much caffeine we consumed, etc.). Most people turn to a cup of coffee for a boost, but for those of you who would rather not rely on caffeine for a second (or first) wind, consider trying a quick, high-intensity workout instead. 

Be Prepared

The preparation you do before stepping into the meeting room can make or break a sale. You never know how many tricks you’re going to have to pull out of your sleeve to convince a prospect that your project is worth pursuing. So, be more prepared than you think you need to be to ensure that you’re equipped with tools to tackle any situation. 

Don’t Leave Money on the Table

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Now more than ever we are having to shift our focus and become creative about seeking out new prospects.  Recently I was asked, “How can I tap into a new market?”  Considering how much times have changed, new markets are one of many ways you might be able to sustain yourself in the face of an economic downturn.