Mark Jewell's Blog: Selling Energy, page 7

Too Much Information? There's No Such Thing

Can you imagine visiting your doctor to address a health concern, only to find that the physician is too shy or unsure of himself to ask you any personal questions related to your physical condition? Do you think this doctor would have much success getting to the root of your problem? Likely not.

How to Overcome Objections‚ Part Three

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Part 3 of our “Overcoming Objections” series addresses a very common objection in a non-residential landlord/tenant setting.

How to Overcome Objections‚ Part Two

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Part 2 of the “How to Overcome Objections” series covers the classic issue of the reluctant prospect who insists that his/her company doesn’t have the human resources to oversee the process of implementing a new energy project.

How to Overcome Objections‚ Part One

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There are a handful of common objections that we energy sales professionals tend to hear time and time again. Over the course of the next few days, I’ll be sharing a few of these objections and some strategies for dispelling them.

Freakonomics

As a Wharton Finance graduate and a life-long entrepreneur and businessperson, I can confidently say that having a strong foundation in the principles of economics has had a significant impact on my professional success. While economics and finance have served me well, the pragmatic lessons that I've learned regarding how people make financial decisions have been even more useful. If we as sales professionals can think more like pragmatic economists than academic ones, we’ll have a better understanding of how purchasing decisions are actually made, and in turn, see an improvement in our overall sales performance.

Weekly Recap, January 28, 2024

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

Better Ways to Network

Networking is a necessary component of building your business and it’s the quickest way to forge relationships within the industry. Why is it important to network?

You're Too Slow!

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There are certain situations where you fall short of a customer’s expectations, particularly when it comes to parts of the process that are beyond your control. What’s one of the most common complaints? Timing.

Pitch Perfect: 5 Elements to a Perfect Elevator Pitch

The elevator pitch is a concise statement that grabs attention and communicates value, ideally leading to a next step. Now, perhaps more than ever before, concise communication is key.

The Higher NOI

Today, we’re going to discuss the metric that you should focus on when presenting an expense-reducing capital project to a landlord.