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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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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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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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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“Value is created by the compression of time.” The quote above comes from Peter Drucker, an acclaimed management ...
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Part 3 of the “How to Handle Objections” series addresses a very common objection in a non-residential landlord/tenant ...
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Part 2 of the “How to Handle Objections” series covers the classic issue of the reluctant prospect who insists that ...
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There are a handful of common objections that we efficiency sales professionals tend to hear time and time again. Over ...
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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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Last week I wrote several blogs about objections (see "Overcoming Objections Part One, Two & Three”) that we ...
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