Mark Jewell's Blog: Selling Energy, page 54

The Importance of Having an Agenda

Whether you’re holding a meeting internally or with a prospect’s organization, it’s important that you create an agenda and send it to the invitees ahead of time.

Building Blocks

I’ve written many blogs about how to deliver a great elevator pitch. Your elevator pitch is the icebreaker that allows you to have a productive conversation with virtually anyone you meet. After you’ve delivered your elevator pitch and started a conversation, do yourself a favor by taking a moment to visualize the outcome of where you want the conversation to end up.

How to Double Your Revenue

When you haven’t reached the level of success you’re aiming for, you’d be wise to turn your attention to obtaining answers to some basic questions: What else can be done to attain your goals?  How can you increase your output and revenues?  More importantly, who should be on your team, helping you to accomplish this? 

Weekly Recap, October 16, 2022

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

Tips for Building a Productive Culture

It’s the goal of every business owner or manager to create a company that is as productive as possible. While it’s always great to keep up with the latest productivity trends and incorporate them into your business’s productivity strategy, the best companies create a culture of productivity from the start. 

Technical Appendix of Your Proposal

Yesterday, I wrote about why you should avoid discussing the technical aspects of your efficiency projects and instead consider how your prospect might be emotionally drawn to your project. While the technical specs of your project should not be the focus of any sales conversation, there is a time and a place for those details: in the technical appendix of your proposal.

Upgrade Your User Interface

Continuing with the idea that technical specs don’t make the sale, one of the best ways to grab your prospect’s attention is to upgrade the user interface of your efficiency solution so that it’s intuitive to use and features only elements that are likely to be understood and appreciated. If the interface is too technical, your prospects will have a tough time understanding what they are looking at, which will ultimately deter them from investing in your solution.

The Emotional Appeal

If you’ve taken any of my efficiency sales workshops, you’ve probably heard me say, “Most decisions are made emotionally and then justified financially.” Unless your prospect is an efficiency professional and knows everything about the technology you’re selling, he or she is probably not going to be interested in kilowatts, kilowatt-hours, and therms. What’s going to sway your prospect is the emotional appeal of your product or service, not the technical specs.

Uncover Your Buyer's Motive

Knowing the buying motives of your prospects is both vital to successful selling and harder than it may seem. So how do you really uncover their motives? You may have a list of dozens of questions that you ask your prospects in an attempt to learn more about what they really want. Questions are great, and they have the potential to resolve at least some of the mystery. That said the best targets for your questions are your previous customers.

Learning to Succeed

As a reader of this blog, you fall into the category of “learner” – someone who values education and the expansion of knowledge. In a competitive industry that is constantly shifting and evolving, “learners” are vital to the continuing success of their organizations.