Mark Jewell's Blog: Selling Energy, page 60

How to Establish Healthy Stress Habits

As sales professionals, we deal with stress on a regular basis. Sometimes the stress comes from setbacks or lost deals; other times it simply comes from having too much to do and too little time. Whatever the source of your stress may be, it’s important to have some coping mechanisms to help you stay motivated and productive.

Selling a High-Dollar Intangible

When you sell energy solutions, you’re selling a high-dollar intangible. Whether or not you can physically touch the chiller or the LED lights or the solar panel or whatever, you’re essentially selling an intangible because your customers aren’t really buying metal chillers, LED circuit boards, or silicon encased in large rectangular slabs. They’re buying the concept that their lives will be better in the wake of installing these technologies.  If that perspective is true – and believe me, it is – you have to ask yourself, “How are other intangibles sold?”

How to Cross-Sell and Up-Sell More Efficiently, Part Three

In many cases, the sales professional is the team member responsible for using cross-selling and up-selling. I firmly believe, however, that all customer-facing employees should be trained to cross-sell and up-sell.

How to Cross-Sell and Up-Sell More Efficiently, Part Two

Every prospect’s needs and desires are unique. In some cases, you may not want to cross-sell or up-sell at all. Other times, it may make sense to use just one method or the other. However, if a scenario presents itself in which you can employ both cross-selling and up-selling in tandem, by all means do it. Not only will you maximize revenue, but you’ll also show your prospect that you are capable of providing a more intelligent solution. You’ll set yourself apart from the average salesperson by offering a unique bundle of products or services that is customized to fit your prospect’s specific situation.

How to Cross-Sell and Up-Sell More Efficiently, Part One

Cross-selling and up-selling are two great ways to add value for your customers, and in some circumstances, form partnerships with non-competitive vendors and service providers, all while adding revenue to your top line and profit to your bottom.

The Secret Weapon That Can Solve Your Toughest Sales Challenges

As virtually any of my trainings will attest, making a sale in today’s environment is incredibly complex.  It’s more important than ever to be aware of who the players are, what is most important to them, and how to speak their language, often while juggling several other tasks at once.  

Weekly Recap, August 14, 2022

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

Habits of Successful Entrepreneurs

Sales professionals understand that successful selling is a holistic practice. Their choices and habits, both in their personal and professional lives, are aligned with their goals. To achieve success, one must plan for it. It’s one thing to hope for success or to assume that your values and work ethic will lead you to become successful, and it’s another thing to write out a plan for precisely how you will achieve your goals and aspirations and to stick to that plan throughout your life.  

Attract More Customers Through Cross-Promotion

There are not enough hours in the day to find every potential customer the old-fashioned way. Taking the time to locate and forge partnerships with non-competitive vendors or service providers is one of the best ways to maximize your time in finding new prospects. Here’s an example that illustrates the point perfectly: 

Sitting in on the Meeting

Have you ever been in a situation where a prospect tells you that they need to talk to the rest of their committee before making any decisions? Committees are notorious for shooting down projects, so you should be ready to address the situation upfront.