Mark Jewell's Blog: Selling Energy, page 96

What’s Your Affirmation?

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Now is as good a time as any to ask yourself, “What are my goals?” Things have changed over the past several months, and perhaps your goals have changed and shifted as well.

A Total Productivity System to Achieve More by Doing Less

You may have heard the joke, “I wish there were 25 hours in the day, I would get more done around here.”  Punchline aside, having time isn’t necessarily the problem.  As a culture, we’re stretched thin and overworked and playing multiple roles.  In the meantime, it seems that expectations are only rising, with more roles and activities filling our days and more expected of us as individuals.

Weekly Recap, August 22, 2021

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

Strategies for Managing Stress

As sales professionals, we deal with stress or uncertainty on a regular basis.  During this time when COVID is dominating the headlines (again) and public concern is on the rise, it’s important to have some coping mechanisms to help you stay motivated, positive, and productive.

How to Be More In-Demand as a Consultant

I was recently asked about being a consultant, particularly concerning the challenges of remote selling. There is plenty to be said on the subject. For one thing, there is already a wealth of literature out there about how to build a consulting business, and the good news is that the principles are the same. Regardless of whether you pick up a stack of books or do your research online, you’ll find that no matter the economic circumstances, you can excel in your field.

Who Really Sells a Multifamily Energy Project?

A casual observer would assume that “vendors” and “contractors” sell energy efficiency projects to multifamily building owners.  In reality, the energy managers and other internal champions connected to those buildings wind up doing most of the “selling.”  They’re the ones who lobby to gain consensus among their peers in property management, facilities and engineering; persuade senior management to prioritize the initiative; and, ultimately convince capital budgeting to approve the needed funds.  And if the tenants’ cooperation is needed to make the proposed initiative a success, those tenants need to be sold on the idea as well.

How to Measure Online Sales Training

More companies are turning to virtual or e-learning programs in the wake of the coronavirus pandemic. Taking your sales team away from their core job—selling—is sure to reduce productivity and affect your company’s bottom line, so e-learning is a way to provide training without affecting daily operations. However, you need to assess the true costs of e-learning before you can calculate online sales training ROI.

Identify Your Prospect’s Purchasing Motive

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There are countless reasons someone might be interested in energy efficiency products or services. If you can find out exactly why your prospect is considering an energy project, you’ll be better positioned to prevail. I’d like to share a story that one of our Selling Energy Boot Camp graduates (we’ll call her Amy) shared with me. It exemplifies the value of knowing your prospect’s motives and adapting your sales approach accordingly.

Success Habits

Napoleon Hill is known as one of the quintessential self-help authors of the 20th century, so the fact that new teachings of his were surfacing in 2018 is remarkable. His latest book, Success Habits, is based on radio broadcasts he made sixty years ago; however, his teachings are just as relevant today. 

Weekly Recap, August 15, 2021

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