Hypothetical Selling

By Mark Jewell | August 26, 2021
Now is a good time to revisit lost proposals. Why? Because the circumstances are different now and your prospect might ... Read More >

How to Measure Online Sales Training

By Mark Jewell | August 18, 2021
More companies are turning to virtual or e-learning programs in the wake of the coronavirus pandemic. Taking your sales ... Read More >

Identify Your Prospect’s Purchasing Motive

By Mark Jewell | August 17, 2021
There are countless reasons someone might be interested in energy efficiency products or services. If you can find out ... Read More >

How to Find Your Customer’s Why

By Mark Jewell | August 06, 2021
I’ve often talked about the “why” behind selling energy, because in the end that’s what drives the bus.   Read More >

Assemble an Objections Archive

By Mark Jewell | August 05, 2021
Keeping an Objections Archive™ is just as important as keeping a Story Archive™.  These are indispensable items to have ... Read More >

Assemble a Story Archive

By Mark Jewell | August 04, 2021
It is my studied observation, having been in the business for over 25 years, that the most effective sales ... Read More >

Keeping Grandma Warm

By Mark Jewell | July 30, 2021
Regardless of what we’re selling, we have to make a case for saying yes.  With energy efficiency it’s even trickier, ... Read More >

How to Turn a No Into a Yes

By Mark Jewell | June 24, 2021
What do you do when a prospect tells you that they are not interested in your product or service? Many salespeople ... Read More >

What Motivates a Property Manager?

By Mark Jewell | June 11, 2021
A property manager’s main role is as a tenant concierge.  Their job is multi-faceted but breaks down to the following:  Read More >

How to Ask for Testimonials

By Mark Jewell | June 10, 2021
Our prospect’s workdays remain fast-paced, so asking for a testimonial can come across as adding another item to their ... Read More >