Mark Jewell's Blog: Selling Energy, page 99

Weekly Recap, July 25, 2021

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

7 Keys Strategies to Maximize Your Problem-Solving Abilities

If you’re a sales professional, you’re going to encounter some problems that you’ve never encountered before.

The Building is the Business

What’s one of the first questions you need to ask yourself before attempting to sell an expense-reducing capital project? “Is the prospect an owner-occupant, a landlord, or a tenant?”  Why?  Because each of those parties has entirely different values and decision-making drivers. 

The Power of Savings-To-Investment Ratio

When teaching I almost always reserve a section of the presentation for financial metrics.  One of the most overlooked metrics is my favorite one to use: savings-to-investment ratio or SIR.  It’s also one of the most effective to use if you frame it the right way. 

Getting Inside Your Prospect’s Head

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Suppose you get an unexpected call from a prospect who says he’s interested in replacing his building’s HVAC system with your energy-efficient technology. Many salespeople would say, “Great! Let’s set up an appointment and we can go over the details.” A sales professional, on the other hand, would say, “Would be happy to oblige. Just out of curiosity, what made you call us today about replacing your HVAC system?”

Beneath the Surface Benefits

For most businesses, you might think that the primary driver for energy efficiency projects is saving money on the utility bill. However, if you view all proposed projects through the energy-cost-savings lens alone, you’re probably overlooking some of the most compelling motivations to proceed.

Get Your Message Heard During Organizational Changes

Change isn’t easy for everyone, and anyone who is in a leadership position knows this firsthand. Sometimes the change is mandatory. Other times it’s part of growing a business and heading in a different direction. Either way, when the time comes there are ways to make that transition smoother.

Weekly Recap, July 18, 2021

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

Finding It Hard to Concentrate?

Fact: a short attention span can be a sign of stress and fatigue. It’s important to have certain safeguards in place and stay aware of how you’re feeling. The weekend isn’t the only time you’re obligated to check in with yourself!

2 Strategies That Will Impact the Outcome of Your Sales Conversations

When you’re talking to a prospect or client, the way in which you ask and deliver questions can have a significant (albeit subconscious) effect on the response you receive. Here are two strategies that, when used appropriately, will help elicit the response you desire: