Mark Jewell's Blog: Selling Energy, page 31

Manufacture Your Own Leads

An underused tactic for leads is manufacturing them on your own.  Doing this is simpler than you think and can be as effortless as sending a short note.

Setting Call Objectives

Before you make a phone call – whether it’s a cold call, a call to a prospect, or even a call to a long-time client – you should ask yourself, “What is my objective?” You need to have a strong objective before you pick up the phone. Otherwise, you’re simply wasting your time… and your prospect’s time. Here are some examples of weak and strong call objectives.

How to be a Good Conversationalist

Efficiency sales professionals know how to create personal connections with their prospects and customers. They know to establish good rapport and to use that rapport as a vehicle for delivering their message.

Weekly Recap, June 4, 2023

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

Techniques for Getting Distracted Prospects to Focus

Potential distractions during a phone call can be deadly. Concentration is key to getting accurate information and messages across, and many people struggle to stay focused through the bombardment of communications that seem to dominate our world these days.

No More "20 Questions"

Effective questioning is key when it comes to finding out what your prospect’s needs and values are. It equips you with the information you need to create a compelling and persuasive case for change. A lot of people think that consultative selling is the ultimate solution – that if you just ask a lot of questions, the prospect will think that you’re interested in them and you’ll get a lot of information that you can somehow cobble into a compelling proposal.

The Balanced Elevator Pitch

As I’m sure most of you know from reading this blog, truly great sales professionals maintain a quiver of well-rehearsed elevator pitches that can be used in a variety of situations. While it’s important to perfect the words you choose to use, it’s equally important to practice delivering your pitches. To deliver a great elevator pitch, you must find a balance between clarity, pacing, and energy.

How to Handle Rejection

Rejection is something that many of us have to deal with on a regular basis, especially as sales professionals. Here are some things to keep in mind: 

The Proper Metrics

One of the major topics I teach at our financial analysis workshops and at every Selling Energy Boot Camp is how to use proper financial metrics. The difference between the simple metrics that most efficiency salespeople use and the proper metrics that energy sales professionals use can often mean the difference between a “no” and a “yes.”  

A New (Improved) Kind of Manager

Management isn’t just a job; it can be a style.  The question is which style is the most effective in the workplace, not only for the individual, but across the board.