Mark Jewell's Blog: Selling Energy, page 35

Change Your Messaging

Sales professionals are problem solvers.  If there are ways you can make you make a business more competitive, profitable and valuable, then be sure to put that messaging front and center.  Think about what each of your prospects and customers might be most concerned about in these challenging times. What have they lost (or fear losing)?  Revenue?  Productivity?  Morale?  All three? 

4 Criteria for a High-Quality Prospect

You should always strive for quality over quantity in your prospects. To avoid wasting precious time with prospects that have a low probability of turning into customers, spend some time on the front end to qualify your prospects and invest more of your time in a small group of high-quality ones. Here are some identifiers of a solid prospect:

Uncovering the Non-Energy Benefits

You may recall a blog I wrote about the importance of following up with your customers after project completion (see “After Project Completion: Why You Should Follow up Immediately”). Following up with your past customers allows you to not only confirm they received the benefits that you promised them originally, but also discover if they experienced any unexpected benefits.

Hitting the C-Suite's Point

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When you’re talking to the C-suite you need to be aware of who they are and the reasons they get up in the morning.  For example, think of a CEO.  Who hires them?  A board of directors.  Why are they hired?  Leadership, sure.  However, they are also hired to organize and manage a company while making it more valuable. 

Stories of Big Decisions and the Teams That Got Them Right

Those of you in leadership positions know that the decisions you make on a daily basis are critical to the success of your organization. These decisions guide the direction of the company, and they have the power to greatly improve its success… or to drive it into the ground. Many executives take the “gut” approach to decision-making – they listen to their instincts and make solo decisions based on intuition. This approach works for some people; however, it’s a gamble.

Weekly Recap, April 23, 2023

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

What Are You Drinking?

This just in: the more water you consume, the more happy you’ll be.  It is suggested that men drink 3.7 liters a day; women should drink 2.7.  Even if they don’t meet those suggestions, those who drink more water report being more happy, energetic and successful.

Emphasize Your Work Experience

One of the best ways to capture a prospect’s attention is to highlight your experience working in similar situations. While it’s not necessarily a good idea to “toot your own horn” (particularly when you’re first introducing yourself), emphasizing specific experience working on similar projects can instill a sense of trust and confidence in your ability to accomplish what you are proposing. 

How to Make a Proper Introduction

Often an introduction leads to a new friendship or business alliance… and sometimes the whole process can be awkward. Here are a few tips on how to make a proper introduction: 

Guidelines to Creating the Perfect Sales Presentation

When you’re preparing a sales presentation, remember that your listener doesn’t necessarily want to be educated.  They want to be sold.  They want to be told what to do.  They want to be entertained and motivated to take action.