Mark Jewell's Blog: Selling Energy, page 69

Weekly Recap, May 22, 2022

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

No "One Size Fits All" to Productivity

In today’s productivity-focused blog, we emphasize that there is not one specific tool or way to be productive that works for everyone. Learning and implementing a system that works for you may take some time and practice but can lead to more productive work sessions.

The Cost of Maintenance

One of the many benefits of upgrading to more efficient equipment is reduced maintenance costs. In some cases, the cost savings from reduced parts and labor are significant enough to make a very compelling case for change. 

The Value of Appraisal

When you’re selling an energy-efficient solution in the built environment, you might consider emphasizing the potential for increased appraised value as an important benefit. Unfortunately, most energy solutions providers don’t take the time to reframe their proposed improvement in this context. Today, we’ll discuss some strategies for framing this potential benefit properly.

Are There Any Questions?

No presentation is complete without asking, "Are there any questions?" 

Super-Solarize It!

A few years ago, I came across an excellent example of up-selling.  A ninja shared her experience as a solar professional that was offering other energy efficiency incentives as a package deal.  She said, “People were really excited about solar, but when we got into energy efficiency it wasn’t as tangible, and after a while, it was like a wet blanket on a fire.  They weren’t even excited about the solar offerings anymore.” 

How to Rock the World with OKRs

Everyone makes mistakes, regardless of their experience or status.  I found it interesting to read an article in which Bill Gates admits to a gaffe he made during the early days of Microsoft.  Although his coding skills were excellent, he hadn’t mastered project management and one of his projects was delivered two weeks late!  

Weekly Recap, May 15, 2022

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

Don't Work Harder, Work Smarter

As effective as time-tested productivity methods can be, there’s always room for new and improved techniques – particularly with the constant advancement of technology. Smartphones and computers leave the door wide open to new possibilities, whether it’s a productivity app or new software for your desktop computer. 

The Small Retrofit

Have you ever been in a situation where a prospect doesn’t want to approve an energy efficiency project because they think it’s too small? Maybe the prospect says they want to wait until they do a major retrofit of the whole building before making any changes? This is a common objection, and it’s one that you should be prepared to dispel at a moment’s notice.