Mark Jewell's Blog: Selling Energy, page 57

The 46 Rules of Genius

Sometimes you can find great advice in the most unlikely places.  This week I’d like to highlight a book that doesn’t necessarily come from a business or energy efficiency standpoint, but from a design standpoint.  Nevertheless, it has some excellent ideas you can apply to your career and home life. 

Weekly Recap, September 18, 2022

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

Simple Strategy That Will Help You Prioritize Your Time

As the end of the year draws closer, many people find themselves re-evaluating their lives and setting new goals.  Well, ideally.  You’ve heard me mention the famous Chet Holmes quote, “Most people spend more time planning a vacation than they do planning a life.”  But when it comes to goals, which ones should be put first? 

Use the Right Yardsticks and Connect the Dots

To be a truly successful sales professional, you must reframe the benefits of your product or service so they can be measured with yardsticks your customer is already using to measure their success. I’m sure most of you have heard me say this before, and I repeat it often because I believe that this concept is absolutely vital to efficiency sales success.

How to Find Your Internal Champion

When you’re approaching a new organization with an energy project, you want to make sure you’re putting your project in front of the right people. We’ve talked about research, influencer maps, and other strategies for finding the decision-maker(s). Today, I’d like to share a question that is very effective in finding a valuable internal champion: 

Setting Limits and Framing Comparisons

Most buyers like to have choices, and they get personal satisfaction knowing that they made the right choice. That said, be careful not to overwhelm your prospects with too many options. The perceived risk of making the wrong decision may become a roadblock to making any decision at all. 

Demonstrate Your Expertise

Like any essential sales tool, referrals or introductions will emphasize your competence and expertise in your field. People are looking for experts. They're looking for someone who will simplify the decision-making process. Life is too short to delve into the level of detail that you have to know to make every single little decision.

The Essential Handbook for Prospecting and New Business Development

As a sales professional, you’re encouraged to pursue as many possibilities as you can.  However, if you take this to extremes you can end up feeling lost, ineffective and overwhelmed.  Your day-to-day might seem as if you’re going after multiple targets, yet you aren’t getting as many “hits” as you had hoped.  What if you could change your focus from being scattershot to getting things done in a single shot, nothing more? 

Weekly Recap, September 11, 2022

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

Your To-Do List Don'ts

It’s been said before and I’ll say it again: when it comes to making goals, make sure they’re realistic!  Even when it comes to tackling a household project it’s easy to become overwhelmed.  This is when the term “baby steps” can be helpful, which are an indispensable way to break down the age-old questions, “What do I do next and how do I do it?