Mark Jewell's Blog: Selling Energy, page 91

How to Bring Value to the Table

Meeting up with a prospect or customer is precious time. Here are some tips on how to make the most of it and put the value of your offerings first.

Be Your Own Inside Man

When you meet with a prospective customer one thing you can do is strike up conversations with the receptionist and their fellow colleagues for insights.

Don't Be Afraid to Ask

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You can't expect yourself to know everything, let alone handle it on your own. This week's book recommendation reminds you that it's okay to collaborate.

Weekly Recap, October 10, 2021

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

Email Mistakes to Avoid

Email etiquette is essential to your sales success! This weekend take a few minutes to remind yourself of what NOT to do during your daily communications.

Make it Easy

In our fast-paced world, it's important to keep things simple for our potential customers. In other words, make the process easy for them!

You Don't Have to Wine and Dine

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It's a common business practice to take your prospects out to dinner or do favors for them. Now that social distancing and other dynamics have put the kibosh on client entertaining, many salespeople accustomed to selling over a meal are feeling somewhat lost. But is wining and dining prospects really necessary? In my experience that has never been required.

Deal-Breaking Questions

Many salespeople are afraid to ask potentially deal-breaking questions upfront. They think that these questions should be avoided until they know the prospect is ready to buy (and that it won’t matter because they have already made up their mind). What happens when you ask an important question at the end of the proposal process? If the answer to the question is in fact a deal-breaker, you’ve absolutely wasted both your prospect’s time and your own. 

Top 10 Sales Skills to be a Successful Sales Professional

At Selling Energy our experience has shown that even mediocre salespeople can become top performers if they work on these 10 skills. 

Gaining an Edge

Having an edge is often assumed to be someone's natural confidence and talent, but it can also involve your perceived flaws or what sets you apart.