Time Cost of Multitasking

By Mark Jewell | September 10, 2016
  Many people think that they can get more things done in a day by multitasking. It makes perfect sense – if you’re ... Read More >

Deal-Breaking Questions

By Mark Jewell | September 09, 2016
Many salespeople are afraid to ask potentially deal-breaking questions upfront. They think that these questions should ... Read More >

Reviewing Your Proposal

By Mark Jewell | September 08, 2016
Developing an outstanding proposal takes time. It can be a laborious and frustrating process; however, if the end ... 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 >

Reframing the Savings in a Residential Setting

By Mark Jewell | September 02, 2016
Selling efficiency in a residential setting has its own set of challenges. In many cases, the energy savings are not ... Read More >

Be the Challenger

By Mark Jewell | September 01, 2016
In the weeklong Efficiency Sales Professional Certificate™ Boot Camp, we talk a lot about “challenger selling.” If ... 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 >

How to Get Your Foot in the Door

By Mark Jewell | August 30, 2016
  As I’m sure many of you know, in addition to efficiency-focused professional sales training, I also teach ... Read More >

Be Prepared and Think Ahead

By Mark Jewell | July 28, 2016
When business is booming and you don’t have much free time on your hands, it can be difficult to motivate yourself to ... Read More >