The Older Building Excuse
By
Mark Jewell | January 03, 2019
Every now and then you’ll hear the objection that it’s too hard to make older buildings energy efficient. I think ...
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Do Free Lighting Audits Make Sense?
By
Mark Jewell | September 11, 2018
I am not a big fan of the free lighting audit. My feeling is if free lighting audits worked we wouldn't be in this ...
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Facing Objections (and Staring Them Down)
By
Mark Jewell | September 10, 2018
Overcoming objections is a large part of what we teach at Selling Energy, so a book on the subject by the likes of ...
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How to Dispel the Old Building Myth
By
Mark Jewell | November 10, 2017
Have you ever tried selling an efficiency product or service to a prospect with an older building, only to hear your ...
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Replace Myth with Math and Motivation
By
Mark Jewell | November 09, 2017
“Value is created by the compression of time.” The quote above comes from Peter Drucker, an acclaimed management ...
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How to Handle Myths and Objections, Part 3
By
Mark Jewell | October 27, 2017
Part 3 of the “How to Handle Objections” series addresses a very common objection in a non-residential landlord/tenant ...
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How to Handle Myths and Objections, Part 2
By
Mark Jewell | October 26, 2017
Part 2 of the “How to Handle Objections” series covers the classic issue of the reluctant prospect who insists that ...
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How to Handle Myths and Objections, Part 1
By
Mark Jewell | October 25, 2017
There are a handful of common objections that we efficiency sales professionals tend to hear time and time again. Over ...
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It's Too Small
By
Mark Jewell | July 15, 2016
Have you ever been in a situation where a prospect doesn’t want to approve an efficiency project because they think ...
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How to Overcome 25 Toughest Sales Objections
By
Mark Jewell | May 09, 2016
Last week I wrote several blogs about objections (see "Overcoming Objections Part One, Two & Three”) that we ...
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