Mark Jewell's Blog: Selling Energy, page 72

What Should an Elevator Pitch Be?

Sometimes an elevator pitch needs to be taken back to square one.  When my students work on them during our trainings, they often end up with something entirely different than what they started with. 

Overcoming the "I'm Too Busy" Objection

It can be hard to predict your prospect’s current situation, even if you’ve done thorough research on the company, decision-makers, and so forth. In some cases, you’ll approach a prospective organization that seems to be a great fit for your product or service, and they’ll simply tell you that they’re “too busy with other improvements right now.” 

How Do You Create a Sense of Urgency?

What do you do when your prospect fails to see the value of your product or service? Reframe it in a way that captures attention. There are many ways to do this, and some situations require a very creative approach to selling. 

Step-by-Step Solutions to (Nearly) All of Your Management Problems

I make it a habit to reach out and interview managers of efficient sales teams as I work to fine-tune the content I plan to deliver to my audiences. These leaders have a wealth of success (and horror) stories to share from their time as managers in the energy industry, and students learn a lot about how successful sales professionals are also reliant on effective management. While the leaders I interview each have unique stories and perspectives, they all have one thing in common: they work hard and smart to help their teams succeed.

Weekly Recap, April 17, 2022

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

The To-Do List Strategy That Works

It's been said that most people spend more time planning a two-week summer vacation than planning their lives. Think about it.

Tips for Setting Goals‚ Part 2

It's been said that most people spend more time planning a two-week summer vacation than planning their lives. Think about it.

Tips for Setting Goals‚ Part 1

"If you aim at nothing, you will hit it every time." –Zig Ziglar

It may seem difficult – and frankly unrealistic – to take time away from family and friends to sit down and write a list of goals. The payoff, however, greatly outweighs the burden. If you block out a bit of time to set goals, you will not only be more successful, but you’ll also save yourself a lot of time in the long run. 

Three-Sentence Email

Assuming you have a strong understanding of who your key customers are and which customer profiles you’re most interested in pursuing, what’s the most efficient way to capture the attention of new prospects? 

6 Ways to Keep Yourself in Step with Your Prospects

If you follow up too infrequently, you’re going to lose your prospects.  Here are some tips on how to keep yourself in step with those prospects, based on my own experience.  Of course, this isn’t the only way to do this – just my preference.  However, this approach may give you some ideas about how to keep your head in the game.