What Are the Best Ways to Handle Project Delays?

By Mark Jewell | April 17, 2019
Every now and then you’re going to encounter a prospect who delays a project.  My experience has shown me that you ... Read More >

Schedule Follow-Up Visit In-Person

By Mark Jewell | April 16, 2019
At the conclusion of your first meeting with a prospect, do you schedule a follow-up visit before you leave… or do you ... Read More >

Be a Good Listener

By Mark Jewell | April 05, 2019
“Most people think ‘selling’ is the same as ‘talking’. But the most effective salespeople know that listening is the ... Read More >

Reluctant Buyer

By Mark Jewell | March 20, 2019
Many buyers have a tendency to talk themselves out of the sale. Your job as an energy sales professional is to make ... Read More >

Assemble an Objections Archive

By Mark Jewell | March 08, 2019
Keeping an Objections Archive™ is just as important as keeping a Story Archive™.  These are indispensable items to have ... Read More >

Assemble a Story Archive

By Mark Jewell | March 07, 2019
It is my studied observation, having been in the business for over 25 years, that the most effective sales ... Read More >

10 Elevator Pitch Tips

By Mark Jewell | March 06, 2019
An elevator pitch is how will you capture someone's attention in 15 seconds or less.  It needs to be sensitive to what ... Read More >

Getting Past the Gatekeeper

By Mark Jewell | March 05, 2019
A lot of people misunderstand the role of the gatekeeper, in most cases an assistant or receptionist.  They assume that ... Read More >

Selling Energy to Colleges and Universities

By Mark Jewell | February 19, 2019
Every now and then I’m asked about the best way to approach energy in colleges and universities.  They might seem ... Read More >

Property Manager Drivers

By Mark Jewell | January 23, 2019
A property manager’s main role is being a tenant concierge.  Their job is multi-faceted; however, it basically involves ... Read More >