“What does my prospect stand to gain from my efficiency product or service?” This is a question that many salespeople ...
Read More >
When you’re selling an efficiency solution in the built environment, you might consider emphasizing the potential for ...
Read More >
You’ve no doubt heard the old saying, “Knowledge is power.” “Knowledge” may be “power”; however, in many cases, ...
Read More >
As sales professionals, we use written communication on a daily basis. Whether we’re writing a proposal for a ...
Read More >
The word “sales” often has a stigma attached to it. For many people, it conjures up images of the stereotypical ...
Read More >
Whenever I do a national keynote speech or customized coaching session for a sales team, I always ask to speak with a ...
Read More >
One of the most important attributes of a true sales professional is the ability to tell the prospect’s story rather ...
Read More >
To become a sales professional, you must first realize that: Energy efficiency products, services and programs all ...
Read More >
Yesterday, we talked about why you should talk less and listen more in the sales setting. Today, I’d like to share a ...
Read More >
Most buyers are put off by the “pushy salesman” – and rightfully so. The “pushy salesman” tries to close the sale in ...
Read More >
