Mark Jewell's Blog: Selling Energy, page 75

Reluctant Buyer

Many buyers have a tendency to talk themselves out of the sale. Your job as an energy sales professional is to make sure they don’t find a reason not to buy. Say you have a prospect that is interested in purchasing window films. Chances are they've never touched a window film in their life except maybe unconsciously putting their nose against the glass of a store window to look at the merchandise. They have no idea what a window film looks like, tastes like, smells like, or feels like. They have no idea what it costs. They have no idea that there is a tremendous variety of window film available. 

Presentation Timing

Most sales professionals are asked to give presentations from time to time. If someone says you’ve got 60 minutes to present, do not create 60 slides. What’s going to happen if you have 60 slides? You’ll be rushing through them; or worse yet, you’ll be strolling through them very leisurely, perhaps getting derailed by a couple of offbeat questions and maybe even a personal story… and then you look up at the clock… and you’re horrified to find that you only 20 minutes remaining! You still have 40 slides to get through, and it’s a disaster. Everybody in the audience gets increasingly uncomfortable, because not only are you not covering the remaining material with sufficient depth; you are also making them anxious that you're not going to finish your presentation in time. Believe me, an anxious audience is a lot less receptive to your ideas.

Lead and Disrupt

Why do successful companies fail?  Over the past fifteen years, the lifespans of companies are shrinking, even if they’re household names and seemingly unstoppable.  The failures and shuttering of companies like Sears and Polaroid are examples of shifts in the marketplace.  To the unsophisticated observer, these changes seem unforeseeable.  

Weekly Recap, March 20, 2022

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

Early to Rise

One of the most consistent things I’ve encountered while researching success is how successful people structure their day.  According to this piece by Josh Gwin at Ladders, his early-to-rise habits have proven instrumental in getting things done.  In his own words, “I accomplish more of my goals before 7:30 than I used to achieve all day.”

Characteristics of an Energy Sales Professional, Part 3

Energy Sales Professionals are:

Characteristics of an Energy Sales Professional, Part 2

Energy Sales Professionals are:

Characteristics of an Energy Sales Professional, Part 1

Energy Sales Professionals are:

Going the Extra Mile

There are times in this industry when you find yourself having to think outside the box when it comes to getting the attention of a decision maker. You have the prospect in your sights, and you know they could use an upgrade, but how can you get the right person to listen to you?

Everything You Need to Know about Social Media

Whether you like it or not, social media is here to stay.  It has become a permanent part of the online landscape.  If you’re trying to establish yourself as a sales professional, it is much more difficult to reach customers if they can’t find you on Twitter, Facebook, LinkedIn or other social media platforms.  This is also the case for Yelp, one of the most popular social marketing tools on the internet.  It’s where customers go to find out who you are, what you do and how others value your offerings.