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 >

How to Handle the “I don’t have the time” Objection

By Mark Jewell | November 10, 2016
One of the big barriers of selling efficiency, particularly to busy professionals, is that they simply don’t have time ... Read More >

Overcoming Landlord Objections, Part 2

By Mark Jewell | September 07, 2016
Today, we’ll continue with a couple more ways to inoculate your presentation against objections like “My tenant’s ... Read More >

Overcoming Landlord Objections, Part 1

By Mark Jewell | September 06, 2016
When you approach a landlord with an efficiency project, one of the most common objections you may hear is, “My ... Read More >

We Don’t Have the Budget

By Mark Jewell | August 31, 2016
  “We don’t have the budget for it.” Sound familiar? I’m sure many of you have come across this objection when trying ... Read More >

Project Barriers

By Mark Jewell | August 03, 2016
  There are countless reasons that a proposed efficiency project might not be approved. Rather than trying to predict ... Read More >

The Small Retrofit

By Mark Jewell | October 21, 2015
Have you ever been in a situation where a prospect doesn’t want to approve an efficiency project because they think ... Read More >
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