Mark Jewell's Blog: Selling Energy, page 45

What Are the Best Ways to Handle Project Delays?

Every now and then you’re going to encounter a prospect who delays a project.  My experience has shown me that you should tie the advantages of the project to a hot button issue.

Selling Energy to Colleges and Universities

Every now and then I’m asked about the best way to approach energy in colleges and universities.  They might seem sprawling, intimidating and complex; however, I’ve discovered some ways to get their leadership’s attention and make things happen.

Assess Your Assets

“Push yourself, just work harder and harder, and get others to work harder too.  Eventually, you will become successful and feel happier. Right?

No, not at all true.”

Weekly Recap, January 15, 2023

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

The Simplest Goal-Setting

Like anyone else there are days where Michael Phelps doesn’t feel great or eager to get out of bed.   Seeing his hand-written notes reminds him why it’s imperative to keep going: “I have to see something for why I’m getting up in the morning and what I’m doing that day.”

How to Set Yourself Apart from the Competition

Let’s suppose you are targeting a large building that you know has plans to do an energy efficiency upgrade. Chances are a lot of other salespeople are vying for the same job. So, how do you set yourself apart from the competition? I can confidently say that most of your competitors are going to focus on the energy metrics (saved kW, kWh, therms, etc.) and the most obvious financial impacts – the cost of the project, the utility cost savings, and perhaps utility rebates or incentives.

What Financial Statements Are Most Important?

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When it comes to having intelligent financial conversations with your prospects and clients, there are three important financial statements that you should know like the back of your hand. These statements give you the vital signs of the company to which you’re selling.  

Understanding Life-Cycle Cost Analysis (LCCA)

As we discussed in yesterday’s blog, too many of your prospects are fascinated with Simple Payback Period, and it makes NO sense to focus on that metric in situations where you’re comparing mutually exclusive solutions (i.e., situations where your prospect has two or more solutions to pick from, but at the end of the day can pick only one). Keep in mind that when comparing two or more mutually exclusive choices, there are several dimensions you need to consider:

Simple Payback Is Thinking Too Simply

Simple Payback Period (SPP) is a metric that all too many prospects are tempted to use when deciding whether or not to fund an expense-reducing capital project. As many of you already know, I am not a big fan of SPP. In most cases, it’s far too simple a tool to evaluate proposed projects accurately. Here’s an example where relying on SPP along would clearly steer you wrong:

What Color Is Your Parachute?

Are you currently looking for a new job or planning to transition to a better role? This might seem intimidating since our economy is still recovering and many businesses are remaining socially distanced. LinkedIn may be a good place to start, but is that enough?