Mark Jewell's Blog: Selling Energy, page 66

The Power of 12

How do you gain access to the influencers and decision-makers when approaching a new organization with an efficiency project? I like to say, “Use the power of 12.” Why 12? Because 12 is the biggest number I can think of that's a single syllable. It could be the power of 37 for all I know, but bottom line, it’s not the power of one.

97 Small Life Changes That Take Five Minutes or Less

Our routines become us, so they say.  The little things in life amount to a lot.  When it comes to our habits, this is all the more noticeable – even overwhelming – but the same could be said about making small changes.  They accumulate and alter things in just the same way. 

Weekly Recap, June 19, 2022

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

6 Ways to Improve Your Daily Routine

How often do you accomplish everything you set out to do in a given day? If you’re a busy professional with a long to-do list, probably rarely. While there are hundreds of ways to boost productivity, no single solution works for everyone. Doing a bit of self-analysis can help you determine exactly what you need in order to be most productive.

7 Tips to Active Listening

Selling efficiency is a two-way street: You can’t just bombard your prospect with a sales pitch or a speech about all the benefits of your product or service without listening… and listening well. A smart sales professional prepares responses to all possible objections and listens carefully to his or her prospect. Here are seven things to keep in mind in order to listen actively:

Investor Relations Research

Those of you who have been reading this blog for a while or have taken any of my sales-focused classes have probably heard me talk about industry research and the importance of becoming an expert in your prospects’ businesses. Reading trade publications, attending conferences, and researching company history are great ways to prep for a first meeting and to deliver the highest value proposition to a new prospect.

Savings to Include in Your Financial Summary

Yesterday, we discussed the costs that should be included in your financial summary. Today, we’ll dive into the savings portion of the equation:

Costs to Include in Your Financial Summary

As I’m sure most of you know if you read my blog regularly, compelling (and accurate) financial analysis is a key component in selling energy solutions effectively. So, what exactly is financial analysis? Most people would probably agree that it’s the accurate cost/benefit analysis of a proposed investment. Before you can have accuracy in this analysis, you have to ask yourself, “Where do the costs and the benefits come from?” Today, we’ll discuss the costs that should be included in the financial summary of any energy project.

Nine Lies About Work

There will always be supposedly “tried and true” advice that turns out to be a myth.  When it comes to work, authors Marcus Buckingham and Ashley Goodall’s book, Nine Lies About Work: A Freethinking Leader’s Guide to the Real World, tackles a list of nine falsehoods regarding leadership on the job. 

Weekly Recap, June 12, 2022

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