Listen for Repetition

By Mark Jewell | December 20, 2019
I’ve written in the past about the importance of listening carefully to everything your prospects say to you. One thing ... Read More >

11 Tips When Meeting a New Prospect

By Mark Jewell | October 25, 2019
When you’re in a new sales situation, making a good first impression is crucial. Even if you’re an expert in your ... Read More >

What’s Your Focus?

By Mark Jewell | October 04, 2019
When you approach a prospect with a new project, you have a very limited amount of time to convince them that your ... Read More >

Who Really Sells a Multifamily Energy Project?

By Mark Jewell | October 02, 2019
A casual observer would assume that “vendors” and “contractors” sell energy efficiency projects to multifamily building ... Read More >

Deliver What They Want

By Mark Jewell | October 01, 2019
There are countless reasons someone might be interested in energy efficiency. If you can find out exactly why your ... Read More >

A Sense of Urgency

By Mark Jewell | September 26, 2019
What do you say when a prospect insists they’re not interested in entertaining an efficiency upgrade until their ... Read More >

Be Like the Personal Trainer

By Mark Jewell | September 25, 2019
Most people think sales is all about forming strong relationships with prospects. If you do that, they’re going to want ... Read More >

Do Your Research

By Mark Jewell | August 15, 2019
Yesterday, we discussed some strategies for getting to know your prospects before you meet with them. Assuming you take ... Read More >

4 Categories to Explore Before Meeting with Your Prospect

By Mark Jewell | August 14, 2019
What methods do you use to get to know your prospects before you meet with them? I'm here to tell you that you really ... Read More >

Genuine Rapport

By Mark Jewell | August 13, 2019
I frequently write about rapport-building on this blog because without good rapport, your chances of closing a sale are ... Read More >