Mark Jewell's Blog: Selling Energy, page 8

How to Redefine Your Value Proposition

If you are hoping to redefine and supercharge your value proposition, you’ll want to consider bringing up non-utility-cost financial benefits. As just one example, how many people trying to sell energy efficiency solutions actually take the time to quantify and monetize the value of improved productivity? All too often I hear a “salesperson” (as opposed to “sales professional”) say, “I told them it would make their people happier and more productive, but they seemed unimpressed.” Did they offer any compelling facts and figures? No. Are there actually data they could have cited to make the prospect more motivated to capture benefits beyond the most obvious utility-cost financial savings? Yes!

Putting Your Stories to Work

I have often spoken about how storytelling is essential to presentation. As long as humans have been around there have been evolving forms of communication, but storytelling essentially remains the same. Whether around the campfire or around a table in a boardroom, storytelling is a surefire way to demonstrate ideas and prompt people to look at things from a different point of view.

Weekly Recap, January 21, 2024

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

How the Most Successful People Kick Off and Wind Down Their Workdays

How do you start and end your day? Maybe you’re finishing up that proposal that’s due on Monday because you were not as productive in the office? Perhaps it’s your turn to watch the kids but do not yet have meals planned for the day (let alone the week)? If you want to be truly productive during the day, you must set clear goals for the way you kick off and end each day.

Don't Fear The Feedback

Think about how you interact with your prospects. Are you going from the outside in, or are you going from the inside out? In my experience, most people go from the outside in. They just bombard people with information – technical cut sheets, charts and statistics, and so forth. “Here are all the data. What do you think?” And of course, people are going to say (most often to themselves), “Good grief! I don’t even know what to do with all of this information.”

The Virtues of an 'Emotionally Driven' Sale

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Think about how you interact with your prospects. Are you going from the outside in, or are you going from the inside out? In my experience, most people go from the outside in. They just bombard people with information – technical cut sheets, charts and statistics, and so forth. “Here are all the data. What do you think?” And of course, people are going to say (most often to themselves), “Good grief! I don’t even know what to do with all of this information.”

How to Sell to a Property Manager Effectively‚ Part Two

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What does it mean to get the job done? First, you have to get that property manager fired up with the idea that you’re helping them achieve their goals. You also have to use the yardsticks that a property manager uses to measure their own success – preventing complaints about thermal discomfort, addressing security concerns, increasing the occupancy of the building, etc.

How to Sell to a Property Manager Effectively‚ Part One

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When selling to a property manager you have to sell to more people than the property manager in front of you. You have to sell to everybody who might grant this property manager permission or consent to proceed with a project.

Asking the Right Questions

Although most in-person meetings are on hold, sales calls are very much alive and well. Making a connection is definitely top of the list, but making the right evaluations are just as important. If you aren’t asking the right questions and know how to utilize certain answers, you may find your conversations being cut short.

Weekly Recap, January 14, 2024

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