Mark Jewell's Blog: Selling Energy, page 82

Customize Your Value Proposition

Approaching your prospect with a strong value proposition is vital to your sales success. While many salespeople simply reuse the value proposition they’ve developed for each product or service (regardless of their prospect’s situation or role in the company), a sales professional customizes his or her value proposition based upon the person with whom he or she is speaking. Why is this an essential part of the sales process? Because each prospect measures his or her own success using a different yardstick. You need to come to the table with a value proposition that makes the most sense when viewed through each of their lenses.

Practice Your Pitch

From the minute you hop on a zoom meeting with a new prospect, you’re being evaluated on your demeanor. No matter how valuable your product or service is, if your prospect detects something amiss, your odds of closing the sale plummet. So how do you make sure you are making the best possible impression? Try out your smartphone’s camera and take a “selfie” video of your online presentation.

The Hard Thing About Hard Things

If you run a business or are involved in one, there will always be times when the going gets tough, especially now given the lingering headwinds of COVID-19 and the recession.  If you’re in charge, it can be a heavy weight on your shoulders, and sometimes navigating your problems seems impossible.  What should you prioritize?  How should you instruct and motivate your employees during social distancing, especially if your people are working from home?  What if you need to break the news to customers that supply chain constraints will significantly delay their project?

Weekly Recap, January 9, 2022

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

Happiness Inspires Success

Your brain at 'positive' is 31% more productive than your brain at 'negative,' 'neutral,' or 'stressed.'" - Shawn Achor

Strategies for Selling in a Recession

As challenging as prospecting and marketing might seem in these new COVID-19 climate, keep in mind that not all is lost. Aside from talking to current customers and networking on LinkedIn, you can make a cold call warm, even hot, by doing your homework and noting which markets are flourishing. You can also make it warm by leveraging contacts you already have at your disposal.

8 Tips to Maintain Customer Loyalty During Covid-19

Cultivating customer loyalty is a vital facet of being a sales professional.  If you exercise that loyalty, it will get you much further than just the usual, cursory check-ins while you prospect for new contacts. 

Success Stories

Telling a story about helping another customer is a great sales strategy. It not only demonstrates your willingness to be a Good Samaritan; it also proves that “this is not your first rodeo.” Besides, it feels great to be able to tell a prospect, “We do this all the time, and we can do it for you as well.”

How to Know Who You’re Talking To

When you’re cold calling and don’t know the right person to get in touch with… good luck. Calls like these can be awkward and inconvenient for the person picking up.

The Secret to Charging Ahead

In our culture, action seems to be the answer to everything. Why has it become taboo to put aside some time to be quiet and still? Cultural habits aside, this all too often overlooked practice can be an asset to your health and success.