Overcoming the Killjoy

By Mark Jewell | June 22, 2022
At some point, all of us have dealt with (or will deal with) a character I call “The Killjoy.”  This person may be ... Read More >

Overcoming the "I'm Too Busy" Objection

By Mark Jewell | April 20, 2022
It can be hard to predict your prospect’s current situation, even if you’ve done thorough research on the company, ... Read More >

How to Overcome the Lower Price Objection

By Mark Jewell | November 24, 2021
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 >

How to Overcome Objections, Part Three

By Mark Jewell | November 23, 2021
 Objection: “My tenants pay for energy, so I would see no benefit.” Read More >

How to Overcome Objections, Part Two

By Mark Jewell | November 19, 2021
Part 2 of the “How to Overcome Objections” series covers the classic issue of the reluctant prospect who insists that ... Read More >

How to Overcome Objections, Part One

By Mark Jewell | November 18, 2021
There are a handful of common objections that we energy sales professionals tend to hear time and time again. Over the ... Read More >

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 >
Content not found