Be the Problem Solver

As an energy solution sales professional, you have an immense amount of knowledge about your offerings. You know what the benefits are, and you know how they can bring value to your customers. You know the costs, the savings, the project timeline, and so forth. It can be very tempting to jump right in and tell your prospects about the benefits of your project, how much money you could save them, and how little time it will take them to recoup the cost of the project through energy savings. Don’t succumb to that temptation. Before you present any information to them – regardless of how compelling it is – find out about their goals, objectives, needs, biases, and what I call “scar tissue.”