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 >

Using Digits-To-Widgets™ with Homeowners

By Mark Jewell | May 21, 2020
Imagine you're going to sell an energy efficiency upgrade to a homeowner, and you're going to save them some serious ... Read More >

Making What’s Important More Urgent

By Mark Jewell | May 14, 2020
You may be convinced an energy-related solution you are proposing could drive important benefits for your ... Read More >

Hitting Those Acupressure Points

By Mark Jewell | May 05, 2020
I've often said that every sale is made emotionally then justified financially.  I'm not suggesting emotions as in ... Read More >

Identify Your Prospect’s Purchasing Motive

By Mark Jewell | March 26, 2020
There are countless reasons someone might be interested in energy efficiency products or services. If you can find out ... Read More >

Cost of Delay

By Mark Jewell | January 21, 2020
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