Mark Jewell's Blog: Selling Energy, page 33

Reviewing Your Proposal

Developing an outstanding proposal takes time. It can be a laborious and frustrating process; however, if the end result is concise, easy to digest, and persuasive, the hours of hard work will pay off in a big way. A proposal has the power to make or break a sale, and it is therefore vital that you invest some time and energy into making a template that really hits the ball out of the park. 

Conveying the Urgency of Acting Now

Conveying the cost of delay is a well-worn sales technique. You can use rebate program expiration dates and other time-sensitive cost-saving measures to your advantage. You have to be careful about selling on fear of price increases because that can come off as high-pressure selling. Of course, if there are legitimate time constraints related to price, it’s OK to emphasize the value of acting quickly.

The Unreimbursed Operating Expense

Here’s some insight into how an efficiency maneuver might benefit the landlord.  

Working from The Outside In

When you think about how your business is run, what are the determining factors of your success?  Is it your financial reports?  Employee evaluations?  What about your marketing hits and internal data?  What do they tell you?  Most importantly, what do you do with this information? 

Weekly Recap, May 14, 2023

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

Improve with Improv

You may have heard me refer to graduates of our Selling Energy Boot Camp as “Sales Ninjas.” Like ninjas, energy sales professionals are fearless, quick on their feet, and highly tuned into their prospect’s every move. They can adapt to any situation in which they find themselves and come out triumphant. Regardless of whether or not these skills come naturally to you, they can (and should) be developed and honed.

How to Make a Memorable Elevator Pitch

If there is an accident, an environmental incident, or similar regulatory compliance issue, these companies have a pressing need and may still have a problem that needs a solution.

How to Make Sure You’re Closing More Sales with Existing Customers

If someone had approached you as a kid and asked you what you wanted to be when you grew up, would you have said “sales”?

Pole-Vaulting Over the Moat

Recently someone asked me, “How do you pole-vault over the moat to get in touch with new prospects?”  It’s a good question.  Whether you’re pursuing new leads or trying to get in touch with a decision maker, there are barriers to getting through that haven’t existed before.  As a consequence, your prospecting tactics have to change.

After Project Completion: Why You Should Follow up Immediately

It’s very important to begin nurturing your relationship with a customer immediately after the project you sold is installed.  It is a good customer service practice.  It also keeps you fresh in your customer’s mind. There are at least three reasons that you should always circle back with recently sold customers: