The Magic Words

By Mark Jewell | November 28, 2020
When we think about negotiating, it’s easy to default to thinking that it involves a lot of forethought and ... Read More >

What’s Your Affirmation?

By Mark Jewell | November 26, 2020
Thanksgiving is as good a time as any to ask yourself, “What are my goals?” Things have drastically changed over the ... Read More >

Effective Conversations with the C-Suite

By Mark Jewell | November 04, 2020
When you’re discussing financial benefits with the C-suite, not every conversation should be the same.  A CEO is often ... Read More >

Sometimes a Change of Perspective is All It Takes

By Mark Jewell | October 29, 2020
When it comes to perspective, you might be able to change a prospect’s outlook by reminding them of what’s important, ... Read More >

Putting Your Best Face Forward

By Mark Jewell | October 17, 2020
One of the newest additions to our curriculum is handling video meetings. Whether you’re using Zoom, Microsoft Teams, ... Read More >

The Should Olympics

By Mark Jewell | October 16, 2020
You may be convinced an energy-related solution you are proposing could drive important benefits for your ... Read More >

How to Hit the Acupressure Points for Your Prospects

By Mark Jewell | October 14, 2020
I've often said that every sale is made emotionally and then justified financially.  I'm not suggesting “emotional” as ... Read More >

Effectively Motivate a Prospect with Net Present Value

By Mark Jewell | September 23, 2020
One of the reasons I print out our financial worksheets and juxtapose them with each other is to demonstrate the ... Read More >

How to Overcome an Indecisive Prospect

By Mark Jewell | August 04, 2020
An indecisive prospect will often tell you, “I need to think about it.” What do you do in this situation? All too many ... Read More >

4 Tips to Get Your Customer to Respond

By Mark Jewell | May 28, 2020
Persistence is really important when you’re following up with a customer.  That said you don't want to be a pest.  Here ... Read More >