Mark Jewell's Blog: Selling Energy, page 85

Use Your Emotional Intelligence

Emotions play a huge role in making a sale, which is something I make sure to impart to all of my students.  It’s especially important to use your emotional intelligence (EI) when pursuing new leads or approaching loyal customers during this pandemic.  Their priorities and concerns have changed over the past several months, so it’s important for you to be sensitive to their situation and make it clear you’re there to serve their needs.

Weekly Recap, December 12, 2021

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

How to Manage Pressure

Every sales professional experiences pressure; however, it doesn't necessarily have to be an obstacle or dead end.  Being aware of pressure is a great first step.  Realizing that there are several ways to relieve it is next.

Push Your Agenda Without Being Pushy

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When you send a proposal, your best bet is to make it multimodal.  If you send an email, accompany it with a voicemail to check in.  Say, "Hello, _____.   I just sent you the proposal as promised.  Please confirm that you've received it.  If I don’t hear from you sooner, I'll call you again in a couple of days so we can chat through it."

Do Your Research

We have discussed some strategies for getting to know your prospects before you talk with them. Assuming you take these tips to heart and perform due diligence before the first call, how do you use the newfound knowledge of your prospect and his or her industry, company, and team to increase the likelihood of getting your project approved?

Sell Like a Doctor

Closing a sale can be viewed as something with a Machiavellian spin to it.  There’s the stereotype of a salesman whose mindset is very fixed: “I'm going to close you.  I’m going to get you to make a decision out of sheer will.”  That is not a great way to approach sales. 

How to Tell if a Prospect is Fishing for Quotes

I’ve had several students approach me about how to tell whether a prospect is legitimately interested in their offerings or just fishing for price quotes.  There are a few ways to figure this out, with an emphasis on asking the right questions and carefully weighing the answers. 

How to Change the Way You Sell to Match How People Buy

Part of our Selling in a Recession online curriculum addresses how the nature of sales is changing at a rapid rate.  One of the most notable changes is the elimination of in-person face time between a sales professional and a prospect.  With the ever-increasing dominance of the internet and online sales titans like Amazon, the nature of making a purchase has become a matter of pointing, clicking and placing an order.

Weekly Recap, December 5, 2021

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

6 Tips for Better Sleep

Studies continue to show that what we eat and drink as well as our physical habits (exercise, screen time, etc.) can have a significant impact on the quality of our sleep.