Mark Jewell's Blog: Selling Energy, page 70

What's Your Niche?

I believe that no niche is too small if you own it.  You’re better off initially narrowing your focus to a couple of market segments that you deeply understand for a couple of reasons.

How to Keep a Meeting Agenda on Track

There will be times when you find yourself in a meeting that’s getting off track.  Here are just two examples:

5 Things Your Business Degree Didn't Teach You About Sales

Though a business degree will certainly help you get your foot in the door for a sales career, there’s not much that can prepare you for your first cold call. We’ve compiled a list of lesser-known sales tips that every veteran has learned somewhere along their post-business-school journey.

A Total Beginner's Guide to Getting Good with Money

The Financial Diet is one of the most straightforward and easily digestible books I’ve seen for people setting out to understand their finances for the very first time.  

Weekly Recap, May 8, 2022

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

How to Get More Referrals and Introductions

In the energy solutions sales business, a successful referral can mean the difference between a lousy month and a great one. You can’t always rely on marketing and promotions to drive new business, so it’s vital that you set up a process for leveraging referrals to grow your business.

How to Close the Sale

You can start a conversation that leads toward a sale; however, it’s often more challenging to complete the transaction.  Whenever you find yourself struggling with this you need to remember that if you don't harness emotion, you'll not likely create enough motivation.  If you don't create motivation, you're not likely to see forward motion. In short, you need to get people excited about taking action.

6 Tips to Prepare for Your Next Sales Presentation

Too many people in the sales world spend four months trying to get an appointment, four hours driving to and from the appointment, and forty minutes in the appointment.  The problem is they often spend only four minutes preparing for that meeting and then wonder why nothing happens.

The Value of an Occupied Seat

If you’re trying to sell energy solutions to educational institutions, you need to expand the discussion to include non-utility-cost financial and non-financial benefits in addition to the more obvious utility savings.

The Basics of Taking Great Notes

The more planning you put into your note-taking, the better your client evaluations and recommendations will be.  It’s vital that you take great notes.  Of course, no one system works for everyone.  Feel free to experiment.  And once you find a system that works for you, stick with it and you’ll be in great shape.