Mark Jewell's Blog: Selling Energy, page 51

Sing Your Refrain

Before you interact with a prospect or customer, ask yourself, “What is my goal right now?” As sales professionals, our end goal is usually to make a sale; however, there are many steps that come before you “seal the deal,” and in order to stay on track, it’s important to consider what you intend to accomplish with each step.

Selling Effectively to Homeowners' Associations and Residential Landlords

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Given the financial pressures that many homeowners are experiencing these days, you might be tempted to think that selling efficiency solutions to single homeowners or homeowners’ associations is a fool’s errand. That simply isn’t true.

4 One-Page Proposal Formats

In keep with last week’s one-page proposal discussion, I’m a firm believer that there are several different one-page proposal formats. Today let’s explore four different proposal types.

How the Quiet and Shy Can Outsell Anyone

There’s a popular assumption that selling is an extrovert’s job. This doesn’t necessarily mean that the quiet and more introspective of us can’t excel in the same field. If anything, an introvert’s sense of organization and willingness to practice can be just as effective as persistence and improvising.

Weekly Recap, November 13, 2022

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

30-Minute Morning Routine

Think about your morning routine. What do you do first? What do you think about? How do you feel?

How to Present a Winning One-Page Proposal

Concise communication is a key ingredient in any winning sales process.  For this reason, you need to make a thoughtfully drafted one-page proposal a no-exceptions best practice.   That one-pager needs to focus on the “why” more than the “what,” “how,” “how much,” or “when.”  It’s the document that gets your prospect motivated to move forward.

5 Tips to Leave the Perfect Sales Voicemail

The phone call is a valuable and powerful tool, ­especially in sales; however, it should be used with empathy and diligence. People don’t like being interrupted by the phone. It is the equivalent of someone showing up unexpected at your front door. Modern-day etiquette is to email first and set up a time to talk.

How to Leverage Soft Selling

The last thing prospects want to experience during a sale is pressure or desperation, especially considering the pandemic and our current economic situation. Sometimes it takes sensitivity and a gentle touch to foster the process. Being empathetic and keeping an open ear are good keys to success these days.

Tactics of Following up Without Being Annoying

I often get asked about my favorite ways to follow-up with customers. Considering how many touches it takes to make a sale, it’s both a delicate and rigorous process.  Statistics suggest it takes eight touches to get an initial meeting and an additional ten to close the deal.  So, 18 touches in all.  Now let me ask you, would you assume that means making 18 phone calls in a row, asking the same thing over and over?