Setting Limits and Framing Comparisons

By Mark Jewell | April 26, 2019
Most buyers like to have choices, and they get personal satisfaction knowing that they made the right choice. That ... Read More >

7 Questions to Ask Yourself When Evaluating Your Past Customers

By Mark Jewell | April 25, 2019
A quote I return to often is, "The quality of your life is directly related to the quality of the questions you ask." ... Read More >

Turn Uphappy Customers Happy

By Mark Jewell | April 20, 2019
No sales professional wants his or her customers to be unhappy. It’s bad for business. However, I believe you should ... Read More >

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 >