Mark Jewell's Blog: Selling Energy, page 6

Strategies for Integrity and Fair Play that Improve the Bottom Line

As sales professionals, we’re always striving to increase the profitability of our businesses. Amidst the hustle and bustle of business, it’s easy to become so focused on “closing deals” that there’s little time left to invest in our own reputations. The reputation of a company can make or break its long-term success and profitability. If you think of reputation as a form of capital, it becomes apparent that it is – like anything else affecting a company’s success – an investment necessity.

Weekly Recap, February 11, 2024

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

Make Time Your Friend, Not Your Enemy

I think it’s safe to say that most of us are in a constant battle against time. Work is demanding, projects have deadlines, and we strive for a good work-life balance so that we aren’t neglecting our families and friends (or ourselves). While we can’t add additional hours to the 24-hour day, what we can do is reframe the way we think about time. A small mental shift can help us work with time instead of against it.

4 Tips for Building Rapport

How do you build rapport with your prospect? This is a question that I address at each of our Boot Camps, and it’s one that warrants a lengthy discussion. For the sake of brevity, though, here are a few key concepts that, when put into practice, will help you build rapport with your prospect:

The Cap-Ex Loophole

Earlier we discussed the landlord/tenant dynamic and the metric to focus on when presenting an expense-reducing capital project to a landlord. Today, I’d like to delve into a bit of bonus landlord/tenant content that I cover in our Selling in 6™ mobile-learning program. 

6 Bad Habits of Communication

Effective communication is essential in building rapport and closing sales. Here are some of the most common bad communication habits that I’ve come across. If you identify with any of these, make it a point to work on changing your behavior:

How to Talk to Anyone

The most successful sales professionals are the ones who are not afraid to step outside of their comfort zone. They have the confidence to talk to anyone (regardless of whether or not they actually feel comfortable doing it). If you find yourself feeling reluctant to talk to people because it makes you feel uncomfortable, you should make it a point to start talking to strangers.

Making Something from Nothing (For the Better)

I’ve often repeated some great advice my father shared with me, “The best way to prosper yourself is to prosper others.” This advice goes hand in hand with a quote from Jessica Jackley’s Clay Water Brick: Finding Inspiration from Entrepreneurs Who Do the Most with the Least: “The greatest entrepreneurs succeed not because of what they possess but because of what they are determined to do.”

Weekly Recap, February 4, 2024

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

The Five-Minute Email

Most sales professionals find themselves fighting a never-ending tide of email. It can eat up your time and take a large bite out of your productivity, so managing the time spent on it can be overwhelming. How can you keep it from taking over your day-to-day workload?