Assemble an Objections Archive

By Mark Jewell | August 05, 2021
Keeping an Objections Archive™ is just as important as keeping a Story Archive™.  These are indispensable items to have ... Read More >

Selling Post-COVID

By Mark Jewell | June 22, 2021
The economic effects of COVID are widespread and ongoing, so it might seem intimidating to move forward in an uncertain ... Read More >

Hypothetical Selling

By Mark Jewell | January 08, 2021
Now is a good time to revisit lost proposals. Why? Because the circumstances might be different in 2021 and your ... Read More >

Overcoming a Common Sales Objection During the Pandemic

By Mark Jewell | December 17, 2020
One of the things we've undertaken this year is teaching how to sell through a recession and how to deal with ... Read More >

You’re Too Slow!

By Mark Jewell | June 05, 2020
There are certain situations where you fall short of a customer’s expectations, particularly when it comes to parts of ... Read More >

Redirect Objections

By Mark Jewell | March 12, 2020
When you’re selling an energy product or service, it’s pretty much a given that your prospect will raise some concern ... Read More >

How to Overcome the Lower Price Objection

By Mark Jewell | March 11, 2020
There are certain people who will not do business with you unless you lower your price.  They’ll feel as if they’re ... Read More >

The Small Retrofit

By Mark Jewell | June 21, 2019
Have you ever been in a situation where a prospect doesn’t want to approve an energy efficiency project because they ... Read More >

Overcoming the “It’s an Old Building” Excuse

By Mark Jewell | May 30, 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 >

Overcoming the “I’m Too Busy” Objection

By Mark Jewell | May 29, 2019
It can be hard to predict your prospect’s current situation, even if you’ve done thorough research on the company, ... Read More >