No matter how much we love our jobs, there are times when work can seem tedious. Maybe we have to make a bunch of cold ...
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It’s no secret that many salespeople are drawn to the energy efficiency and renewable energy industries because they ...
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If you’ve attended one of my sales trainings or are a regular reader of my blogs, you’ve likely heard me talk about ...
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They say repetition is the mother of learning. You’ve probably heard me say more than once that one of the most ...
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One of the biggest roadblocks in getting efficiency projects approved is time. Busy people place a high value on their ...
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When you approach a prospect with a new project, you have a very limited amount of time to convince them that your ...
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Think back to the last time you bought something after being convinced by someone else that it was a worthwhile ...
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When it comes to sales, a lot of our time is spent learning about a prospect’s needs. Sometimes, one needs to “connect ...
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In many of our keynotes and workshops we highlight “non-utility-cost financial benefits” and “non-financial benefits.” ...
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At some point, all of us have dealt with (or will deal with) a character I call “The Killjoy.” This person may be ...
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