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Selling Energy: Inspiring Ideas That Get More Projects Approved!
Given the abundance of commercially available energy-saving technologies, talented technologists to apply them, and even generous rebates to help finance them, why in the world aren't more efficiency projects approved?
Based on twenty years of experience influencing efficiency decision-making in more than three billion square feet of properties, this author concludes that many more projects would be approved if energy professionals were actually trained to "sell" rather than simply "promote" efficiency.
Energy efficiency products, services and programs all require effective selling. Professional sales skills make you more successful at advancing any energy efficiency initiative, regardless of your role in the process. Moreover, you need to think of yourself as a sales professional even if your job title does not include the word "sales."
This book contains more than 80 short essays, each of which examines a unique aspect of efficiency-focused professional selling. Many originally appeared on Jewell Insights, the Efficiency Sales Professional Institute's daily email and smartphone blog that offers drip-irrigation reinforcement of concepts borrowed from the award-winning, weeklong Efficiency Sales Professional™ Certificate Boot Camp.
As of this writing, more than one thousand energy professionals have benefited from this training. Hundreds of testimonials confirm the link between efficiency-focused professional selling and increased sales success: higher closing ratios, shorter sales cycles, deeper retrofits, and more. So what does efficiency-focused professional selling look like?
* The confidence to reframe the benefits of efficiency so that they can be measured with the yardsticks that prospects are already using to measure their success.
* A 15-second elevator pitch that is precisely tuned to a particular prospect's values
* A one-page narrative proposal delineating efficiency targets, the rationale for change, financial projections, status, and action steps for moving forward.
* A one-page financial summary that offers a clear and compelling treatment of both "popular" and "proper" metrics.
* An ability and willingness to sell utility-cost-financial, non-utility-cost financial, and non-financial benefits
* An ability to recognize and replace myths with the math and motivation that get projects approved
Whether you are a manufacturer, specifying engineer, contractor, utility program manager or account executive, third-party program implementer, eco-entrepreneur or any other energy-related professional or job-seeker, you are sure to benefit from the insights provided in this book.
#8 on The Wall Street Journal best-selling hardback business book list for September 13, 2014!
Winner of the 2014 Axiom Business Book Awards (Sales), 2014 International Book Awards (Business - Sales) and 2014 Reader Views Annual Literary Awards (Business/Sales/Economics)
Finalist and honorable mentions in the 2014 Foreword's Book Of The Year Award (Adult Nonfiction- Career), 2014 National Indie Excellence Awards (Business - Motivational), 2014 New York Book Festival (Business), 2014 Indie Book Awards (Career) and USA Book News (Career)
Based on twenty years of experience influencing efficiency decision-making in more than three billion square feet of properties, this author concludes that many more projects would be approved if energy professionals were actually trained to "sell" rather than simply "promote" efficiency.
Energy efficiency products, services and programs all require effective selling. Professional sales skills make you more successful at advancing any energy efficiency initiative, regardless of your role in the process. Moreover, you need to think of yourself as a sales professional even if your job title does not include the word "sales."
This book contains more than 80 short essays, each of which examines a unique aspect of efficiency-focused professional selling. Many originally appeared on Jewell Insights, the Efficiency Sales Professional Institute's daily email and smartphone blog that offers drip-irrigation reinforcement of concepts borrowed from the award-winning, weeklong Efficiency Sales Professional™ Certificate Boot Camp.
As of this writing, more than one thousand energy professionals have benefited from this training. Hundreds of testimonials confirm the link between efficiency-focused professional selling and increased sales success: higher closing ratios, shorter sales cycles, deeper retrofits, and more. So what does efficiency-focused professional selling look like?
* The confidence to reframe the benefits of efficiency so that they can be measured with the yardsticks that prospects are already using to measure their success.
* A 15-second elevator pitch that is precisely tuned to a particular prospect's values
* A one-page narrative proposal delineating efficiency targets, the rationale for change, financial projections, status, and action steps for moving forward.
* A one-page financial summary that offers a clear and compelling treatment of both "popular" and "proper" metrics.
* An ability and willingness to sell utility-cost-financial, non-utility-cost financial, and non-financial benefits
* An ability to recognize and replace myths with the math and motivation that get projects approved
Whether you are a manufacturer, specifying engineer, contractor, utility program manager or account executive, third-party program implementer, eco-entrepreneur or any other energy-related professional or job-seeker, you are sure to benefit from the insights provided in this book.
#8 on The Wall Street Journal best-selling hardback business book list for September 13, 2014!
Winner of the 2014 Axiom Business Book Awards (Sales), 2014 International Book Awards (Business - Sales) and 2014 Reader Views Annual Literary Awards (Business/Sales/Economics)
Finalist and honorable mentions in the 2014 Foreword's Book Of The Year Award (Adult Nonfiction- Career), 2014 National Indie Excellence Awards (Business - Motivational), 2014 New York Book Festival (Business), 2014 Indie Book Awards (Career) and USA Book News (Career)
214 pages, Hardcover
First published September 1, 2014
About the author
Mark Jewell
1 book7 followersMark Jewell is a subject matter expert, coach, speaker and best-selling author focused on overcoming barriers to implementing projects. As co-founder and President of Selling Energy, he teaches other professionals and organizations how to turbocharge their sales success. He is also a member of the National Speakers Association®, delivering keynotes both nationally and internationally.
Through his in-person and online trainings, daily blog, app for iOS/Android, YouTube, and Twitter accounts he provides ideas and inspiration for turbocharging your sales success.
Jewell has been presented the prestigious Gold Stevie Award for “Sales Training or Education Leader of the Year” and Silver Stevie Award for "Sales Training or Education Leader of the Year" in 2015 and 2017, respectively. His first book, “Selling Energy: Inspiring Ideas That Get More Projects Approved!” was a Wall Street bestseller and earned accolades from the Axiom Business Book Awards and the Reader Views Annual Literary Awards.
His experience includes over 30 years in commercial real estate, 20 years in energy efficiency, and 40 years as an entrepreneur. Over the last two decades, he has influenced efficiency decisions in more than three billion square feet of North American real estate. Earlier in his career, Mark helped the US EPA deploy both the ENERGY STAR® Buildings Program for Commercial Real Estate and the Portfolio Manager® benchmarking tool.
Prior to founding Selling Energy, Mark served as founder and President of RealWinWin, Inc., an energy consulting firm that specializes in identifying energy-saving improvements, providing financial analyses to justify said improvements, and supporting utilities and customers in the creation and implementation of efficiency programs. Prior to his career in energy efficiency, Mark served as Senior V.P. for a major commercial real estate investment firm on the West Coast. Mark received his B.S. in Economics from The Wharton School of Finance and Commerce at the University of Pennsylvania.
Through his in-person and online trainings, daily blog, app for iOS/Android, YouTube, and Twitter accounts he provides ideas and inspiration for turbocharging your sales success.
Jewell has been presented the prestigious Gold Stevie Award for “Sales Training or Education Leader of the Year” and Silver Stevie Award for "Sales Training or Education Leader of the Year" in 2015 and 2017, respectively. His first book, “Selling Energy: Inspiring Ideas That Get More Projects Approved!” was a Wall Street bestseller and earned accolades from the Axiom Business Book Awards and the Reader Views Annual Literary Awards.
His experience includes over 30 years in commercial real estate, 20 years in energy efficiency, and 40 years as an entrepreneur. Over the last two decades, he has influenced efficiency decisions in more than three billion square feet of North American real estate. Earlier in his career, Mark helped the US EPA deploy both the ENERGY STAR® Buildings Program for Commercial Real Estate and the Portfolio Manager® benchmarking tool.
Prior to founding Selling Energy, Mark served as founder and President of RealWinWin, Inc., an energy consulting firm that specializes in identifying energy-saving improvements, providing financial analyses to justify said improvements, and supporting utilities and customers in the creation and implementation of efficiency programs. Prior to his career in energy efficiency, Mark served as Senior V.P. for a major commercial real estate investment firm on the West Coast. Mark received his B.S. in Economics from The Wharton School of Finance and Commerce at the University of Pennsylvania.
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Displaying 1 - 4 of 4 reviews
February 12, 2019
Informative Read
Ideas were realative and forward thinking. Not the same old genetic material that has been recycled for years. Great book.
Ideas were realative and forward thinking. Not the same old genetic material that has been recycled for years. Great book.
April 29, 2019
Excellent read for selling capital projects among energy efficiency industry.
This entire review has been hidden because of spoilers.
April 23, 2023
Great tips. Quick read. Like a Sales for Energy Efficiency Daily Devotional!
Read
May 17, 2016Good reminder
The book was a good reminder of fundamental principles. The bite-sized nature of the chapters seems like it fit the material well.
The book was a good reminder of fundamental principles. The bite-sized nature of the chapters seems like it fit the material well.
Displaying 1 - 4 of 4 reviews