Mark Jewell's Blog: Selling Energy, page 88

You're Too Slow!

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There are certain situations where you fall short of a customer’s expectations, particularly when it comes to parts of the process that are beyond your control.  What’s one of the most common complaints?  Timing. 

Pitch Perfect: 5 Elements to a Perfect Elevator Pitch

The elevator pitch is a concise statement that grabs attention and communicates value, ideally leading to a next step. Now, perhaps more than ever before, concise communication is key.

The Higher NOI

Today, we’re going to discuss the metric that you should focus on when presenting an expense-reducing capital project to a landlord. 

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-related 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!

The Ultimate Guide for Mastering the Art and Science of Getting Past No

Overcoming objections is a large part of what we teach at Selling Energy, so a book on the subject by the likes of bestselling author Jeb Blount (Fanatical Prospecting) is a must-have to supplement our classes.

Weekly Recap, November 7, 2021

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

11 Signs You're on the Road to Success

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There’s a quote I return to often: “If you do the right thing all of the time, sooner or later you’ll do it at the right time.”  I found an expanded version of that notion in an article at Business Insider, which listed the top 11 signs you’re on the road to success. 

Turn Unhappy Customers Happy

Don't Fear the Feedback

In my experience, corporations don't like to quantify or hand over their internal data.  First of all, they might not have been doing a thorough job.  Second, it’s unlikely they’re going to want to share the data with you until you’ve developed great rapport.

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?