Overcoming the “We Don’t Have the Money” Objection

By Mark Jewell | February 05, 2019
Most prospects are spending money on an overly large utility bill when they could be making principal and interest ... Read More >

How to Respond When a Customer Asks You to Lower Your Price

By Mark Jewell | October 24, 2018
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 >

I’m Moving!

By Mark Jewell | September 13, 2018
There are times where you’ll hear the “I’m Moving” objection, usually in two different situations. Read More >

The Killjoy

By Mark Jewell | May 18, 2018
  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 >

My Building Is Too Old!

By Mark Jewell | February 28, 2018
Every now and then you’ll hear the objection that it’s too hard to make older buildings energy efficient.  I think ... Read More >

New Way to Handle the “I’m Too Busy” Objection

By Mark Jewell | January 16, 2018
It can be hard to predict your prospect’s current situation, even if you’ve done thorough research on the company, ... Read More >

Migrating the Discussion

By Mark Jewell | September 14, 2017
  When you’re selling an efficiency product or service, it’s pretty much a given that your prospect will raise some ... Read More >

Lowering Your Price

By Mark Jewell | August 24, 2017
  There are certain people who will not do business with you unless you lower your price.  They’ll feel like they’re ... Read More >

Setting Call Objectives

By Mark Jewell | March 28, 2017
Before you make a phone call – whether it’s a cold call, a call to a prospect, or even a call to a long-time client – ... Read More >

Overcoming an Indecisive Prospect

By Mark Jewell | January 04, 2017
  An indecisive prospect will often tell you, “I need to think about it.” What do you do in this situation? All too ... Read More >
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