Mark Jewell's Blog: Selling Energy, page 58

Taking Over an Existing Account

You'll frequently have situations where accounts are transitioned to you because a company is rearranging the chairs.  All of a sudden, you've got a project halfway toward completion and you have to finish it! 

Reframing Renewable Energy

I was walking past an Apple Store while exploring a neighborhood with my family.  There wasn’t anything particularly unusual about seeing one; however, I did note a sign in the front window: “100% powered by renewable energy.” Time has passed and this trend has only increased, and of course the usual demographic is going to be impressed with that sort of thing.  However, we’re not in the business of selling exclusively to clients or market segments interested in renewable energy.  

Coax and Joke

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To turn a skeptical prospect into a buyer, it often takes more than just a compelling proposal and persuasive financials. A sales professional needs to know how to push a prospect – without being “pushy.” So how do you give that much-needed nudge without sending your prospect over the cliff? Try a little humor.

Silence Can Play to Your Advantage

In a previous blog I discussed two strategies (see “Intonation and Silence”) that when used effectively will impact the outcome of the conversation. The power of your question with a downward intonation is magnified greatly by silence afterwards. I tell my students that if they themselves feel uncomfortable with silence and feel an urge to break it, they should just take a sip of water, or even apply some lip balm… Your prospect knows that you’re not going to be the next one talking with a glass of water or lip balm pressed against your lips. It makes it even more obvious that the prospect will have to fill the silence in the wake of your powerful question.

The Storyteller's Secret

While teaching I’ve noted that one of the most engaging ways to capture attention is simple: tell a story.  It tells your prospect not only what you’re trying to do, but who you are.  When it comes to convincing others this is paramount, and a story is one of the most effective ways to get them to connect with your message and/or change their minds. 

Weekly Recap, September 4, 2022

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

Creating Memories That Will Last a Lifetime

What are some of the most impactful memories in your life?  A graduation?  First love?  A major success?  What is it about these moments that make them so special? 

The Income Producing Property

One of the prime targets for energy retrofits is income-producing property. You can give yourself a leg up on the competition if you demonstrate for your prospect the many ways in which your project will make their building more competitive, profitable, and valuable. Here are some of the many benefits you may choose to work into the discussion:

Uncover Compelling Non-Energy Benefits for Your Products and Services

In selling efficiency, there are three main “value categories” that you can bring to the table when proposing a project: utility-cost financial benefits; non-utility-cost financial benefits; and, non-financial benefits. The more benefits you can come up with in each of these categories, the more value your offering has (and hence, the more likely your prospect will approve the project).

Don't Talk Past the Sale

I talk a lot about being concise and focusing attention on the real value proposition, particularly in the context of written proposals. While it’s vital that your proposals are short, persuasive, and understandable, it’s equally important that you trim down your talking points when meeting with a prospect face-to-face.