The Secret to Selling Efficiency: Don't Talk Tech

The following is a story I tell frequently in the context of our energy-focused professional sales trainings. If you’ve never heard the story, enjoy. And if you have, feel free to pass it along to any staff or colleagues who might benefit from being reminded that “CFO” does not stand for “Chief Fluorescent Officer.”

When I was a very young man selling efficiency solutions for the first time, I got very lucky and managed to land an appointment with the CFO of a Fortune 500 company. I knew that if I convinced this CFO to let us do lighting retrofits for his national portfolio of properties, it would be a game changer for my company.