Mark Jewell's Blog: Selling Energy, page 64

Why Everything You Know About Success Is (Mostly) Wrong

In the business world achievement can be an abstract concept.  It’s often measured by a reputation, profit, and awards; however, none of those elements necessarily constitutes satisfaction.  In short, we might be looking for the right things in the wrong places, and vice versa. 

Weekly Recap, July 10, 2022

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

The Best Managers Should Avoid Using This Common Word

A company’s success is directly related to the quality of its management. Without great managers, a business with even the most talented employees will struggle to succeed. So what makes a great manager? There are countless theories; however, many of them are truly “theoretical” and are not backed by actual research.

What's Your Focus?

When you approach a prospect with a new project, you have a very limited amount of time to convince them that your product or service is a worthy investment of their time and money. For this reason, it’s vital that you decide ahead of time what you’re going to focus the conversation on. You can introduce your product or service in terms of its features, benefits, and/or value. Which of these should you focus on? Which of these is most likely to capture the attention of your prospect? Let’s use an energy management system as an example:

Charge Up Your "Passion Battery"

Think back to the last time you bought something after being convinced by someone else that it was a worthwhile purchase. Chances are the thing you bought was something you weren’t planning to buy. So why did you buy it? You likely bought it because the person selling it wasn’t really selling you anything. They were just insanely passionate about what they were doing or offering. The passion was contagious. You couldn’t help but buy it.

Be Like the Personal Trainer

Most people think sales is all about forming strong relationships with prospects. If you do that, they’re going to want to buy from you, right?  Not so fast.  While I wouldn’t disagree that relationship-building is closely related to successful selling, I believe that relationships are the result of, rather than the cause of, successful selling.

How to Sell Effectively to the Healthcare Industry

Today, we’re going to discuss how to reframe the benefits of efficiency when selling to prospects in the healthcare industry.

Secrets from the New Science of Expertise

It’s an old adage you’ve heard plenty of times: “You can’t teach an old dog new tricks.”  You might have heard it enough to accept it as truth; however, the human brain is much more flexible and forgiving than we realize.  Acquiring new skills and talents is associated with the young, but here’s what most people don’t know: we are able to adapt and change in incredible ways regardless of age.  It just takes more dedication and willpower.  

Weekly Recap, July 3, 2022

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

Touch It Once Principle

We all know that procrastination is bad for productivity. The reluctance to do things that are unpleasant seems to be hard-wired into our human nature, which is unfortunate since our jobs often require us to take care of tedious and mundane tasks.