Mark Jewell's Blog: Selling Energy, page 36

Create Value Using a Property's Cap Rate

When you’re selling an efficiency project in a commercial landlord/tenant setting, one of the most valuable (and frequently omitted) pieces of data that you should consider in your financial analysis is the property’s capitalization (or “cap”) rate. Why is cap rate so important? Let’s use a hypothetical scenario with a cap rate of 10% to demonstrate:

The Scrum Fieldbook

When it comes to highly sought advice, some of the most successful companies in the world have turned to the same source: Scrum.  I know, it’s a funny name, but when it comes to online efficiency these advisors are definitely top notch!  In a nutshell, for the past 20+ years the team at Scrum has established itself as a go-to resource for top-tier businesses that are seeking change or are in need of some first aid.

Weekly Recap, April 16, 2023

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

Mental Strength Is Essential

Perseverance, resilience and grit are qualities that will get you far in your career, but what about your emotional intelligence?  For all of the practice we put into our habits, goals and relationships, not a lot of time is spent on our thought processes.  Why would we ignore something with so much potential?

Challenge Your Prospect's Expectations

Too many salespeople tell every prospect the same thing, either because they’re lazy or because they’re not taking the time to evaluate that prospect’s situation and needs. As a result, those salespeople fail to deliver messages that truly resonate with their prospects. The result? An unnecessarily low closing ratio.

Safety Violations Could Lead to Great Prospects

There are certain shortcuts when it comes to generating leads, and recently I stumbled across another one.  Just because a prospect isn’t actively seeking your offerings doesn’t mean they don’t genuinely need them.  This is the case when it comes to safety in the workplace.  In fact, I recently spoke to a student who says she gets all of her leads by looking up OSHA safety violations.  Another sales manager told me that he would find leads by looking up “lighting-related accidents in industrial settings” by state.

The Accidental Efficiency Sales Professional

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?

7 Questions to Ask Yourself When Evaluating Your Past Customers

A quote I return to often is, "The quality of your life is directly related to the quality of the questions you ask." Another one is, "The quality of your outcome is directly related to the quality of the evaluations you're prepared to make."

Not for Yourself, But Others

In Australia, there is a company called SAMS, which stands for Shark Attack Mitigation Systems.  They create wetsuits that are designed to protect divers and surfers from a potential shark attack.  The designs are created with the assistance of scientists and shark experts, ensuring a user’s personal safety.

Weekly Recap, April 9, 2023

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