What’s Your End Goal?

By Mark Jewell | December 06, 2019
Before you interact with a prospect or customer, ask yourself, “What is my goal right now?” As sales professionals, our ... Read More >

5 Ways to Build a Better Relationship with the Customer

By Mark Jewell | December 05, 2019
As a salesperson, you know that closing the deal is only the first step in customer relations. The care and attention ... Read More >

How to Find Your Internal Champion

By Mark Jewell | December 04, 2019
When you’re approaching a new organization with an energy project, you want to make sure you’re putting your project in ... Read More >

Framing SIR for Homeowners

By Mark Jewell | November 27, 2019
If you’ve attended my sales training or are a frequent reader of this blog, you know I'm a big fan of using ... Read More >

Selling Energy Efficiency to Homeowners

By Mark Jewell | November 26, 2019
Your own home can be one of your best investments.  It can provide a better financial return than the stock market, the ... Read More >

Cap-Ex Reserves

By Mark Jewell | November 19, 2019
Last week, we talked about the types of Profit & Loss benefits you might choose to discuss with your prospects. Today, ... Read More >

Attract More Customers Through Cross-Promotion

By Mark Jewell | November 01, 2019
There are not enough hours in the day to find every potential customer the old-fashioned way. Taking the time to locate ... Read More >

What Unexpected Benefits Could Your Product or Service Deliver?

By Mark Jewell | October 31, 2019
In many of our keynotes and workshops we highlight “non-utility-cost financial benefits” and “non-financial benefits.”  ... Read More >

Don’t Talk Past the Sale

By Mark Jewell | October 30, 2019
I talk a lot about being concise and focusing attention on the real value proposition, particularly in the context of ... 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 >