Mark Jewell's Blog: Selling Energy, page 42

Loss Framing

I’ve often said that people make emotional decisions and justify them financially.  People also value avoiding a loss more than capturing a gain.  Unfortunately, we don’t live in a nation of savers, so why bring up savings in the first place?  How can you pitch savings in a way that’s more compelling?

Take the Long View

It’s a lot easier to make additional sales to existing clients than it is to get new customers. I'm often amazed when I talk to entrepreneurs – they can tell you all about their lead generation and customer capture processes; however, as soon as I ask them about account development, they freeze. Account development is one of the most overlooked (and vital) aspects of running a successful business, and your revenues will skyrocket if you develop and follow a strategic plan to improve what is called the “lifetime value of the customer.”

Do Yourself a Favor

How often do you read blogs and online publications related to sales and marketing (aside from this one, of course)? In my experience, most people do not feed their minds with sales material on a regular basis. And it’s a shame, because it’s not as if you have to spend a lot of money to do so. Thanks to the immense reach of the Internet, you can find a wealth of free resources for staying motivated and on top of your game.

Are Brochures Effective?

How often do brochures make prospects fall in love with efficiency? What would you say if I told you that more often than not, brochures get in the way of an effective conversation with your prospect? Why? Because in most cases the marketing department is totally out of sync with the sales department in terms of what should be included in those brochures in the first place. 

Selling to Big Companies

When you’re trying to sell to a big company, it can be difficult to capture the attention of the decision-maker(s) – that is, if you can even get your foot in the door to meet with them in the first place. If you do get a meeting with the right people, you have to make sure your value proposition is clear and strong and that you demonstrate your ability to be a problem-solver. The last thing a C-level exec wants is a project that is going to make his/her life more complicated, so it’s vital that you come to the table with a game plan that establishes your competence and thorough preparation.

Weekly Recap, February 12, 2023

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

Check Your Sales Team

When you’re working as a team, it’s important to be prepared and consistent.  It’s also important to be truthful and confident regarding your product or service.  Don’t promise a miracle just to get your foot in the door!

Busyness Benefits on Your Brain

It seems that everywhere we go (particularly in the business world), people complain about stress and how “there’s too much to do, and too little time.” Most of us are very busy and have a lot of duties, both at work and in our personal lives. But is being busy good or bad for our cognitive health? 

How to Make Your Buyer Confident

A buyer who is not confident in your product or service is not going to buy from you. How do you make your buyer confident? 

Take It Out of the Realm

One of the smartest things you can do to sell efficiency is to never mention energy at all.  Put the sale into the realm of something else people are going to care about.