Mark Jewell's Blog: Selling Energy, page 86

5 Common Selling Mistakes When Discussing Energy Consumption

Making mistakes is an inevitable part of selling. Learning from your mistakes and the mistakes of others is what separates the exceptional from the good, the bad, and the ugly. We’ve laid out five common selling mistakes reps make when discussing energy consumption so you can reap the reward and bypass the “oops” moment that often precedes it.

The Best Time to Ask for Referrals

We all know how valuable referrals are for generating new business. One of the best times to ask for a referral is right after the sale (or once the installation is completed). They bought your product or service, they’re happy with their decision, and you haven’t done anything wrong yet. 

3 Tips from the Storytelling Circle

When most people think of a PowerPoint presentation, the first word that likely comes to mind is “boring.” This is unfortunate, and it absolutely does not have to be the case. Instead of a dry, sleep-inducing affair overstuffed with entirely too many bullets, words and figures, that presentation could be the touchstone that enables the speaker to connect with his or her audience on an emotional level. 

What a Good Sales Manager Should Do

Sales managers should always be asking their people for stories so their Success Story Archive™ becomes a living document.  They should be quizzing their people to make sure that they have read all of them, because when they're out in the field, they’ll need to remember them.

Accelerating Results in the Age of Disruption

Changes and challenges are inevitable when you’re working in sales.  This is something many sales professionals are dealing with right now; however, properly addressed, the outcome is always the same – most businesses can survive if they roll with the punches and come up with creative ways to reach prospects.

Weekly Recap, November 28, 2021

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

How to Graciously Decline a Handshake

With the spread of Coronavirus (COVID-19), etiquette is rapidly changing in schools, churches, and – not surprisingly – our workplaces. 

Migrating the Discussion

When you’re selling an energy product or service, it’s pretty much a given that your prospect will raise some concern or objection during the negotiation. It’s your job as a sales professional to migrate the discussion away from that concern or objection and toward something that is more positive and productive. One of the tactics I teach in all of my energy-solutions-focused sales trainings is how to use certain words and phrases that move the prospect’s focus from whatever the roadblock might be to a new perspective that will help them see the value proposition under consideration in a more favorable light.

Gratitude Every Day

Regardless of how stressful our lives may be with the backdrop of COVID-19, social distancing, and the slowing global economy, we all have things to be thankful for. The darkest of times encourages all of us to reflect on the most positive aspects of our lives.

How to Overcome the Lower Price Objection

There are certain people who will not do business with you unless you lower your price.  They’ll feel as if they’re winning or scored a real deal.