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 ... Read More >

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 ... Read More >

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 ... Read More >

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 ... Read More >

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 ... Read More >

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 ... Read More >

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 ... Read More >

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 ... Read More >

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 ... Read More >

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 ... Read More >