When you approach a prospect with a new project, you have a very limited amount of time to convince them that your ...
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Those of you who have been reading this blog for a while or have taken any of my sales-focused classes have probably ...
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A casual observer would assume that “vendors” and “contractors” sell energy efficiency projects to multifamily building ...
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There are countless reasons someone might be interested in energy efficiency. If you can find out exactly why your ...
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I’ve had several students approach me about how to tell whether a prospect is legitimately interested in their ...
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Every now and then you’ll encounter a prospect who has scar tissue concerning service providers who have let them ...
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Sales professionals are adept at reframing value propositions to make them more accessible to their prospects. Doing ...
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Why should your prospects care about energy efficiency? What messages would pique their interest enough to have the ...
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In the words of that famous race car driver, Mario Andretti, “If everything is under control, you’re going too slow.”
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What is happening in your brain and body during a high-stakes negotiation? If you knew, how could that tip things in ...
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