Sponsored by San Diego Gas & Electric
Monday, July 24th – Thursday, July 27, 2017
8:30 AM – 5:00 PM
A 5th training day of the Boot Camp will be provided to participants in an online/on-demand format.
SDG&E Energy Innovation Center
4760 Clairemont Mesa Blvd
San Diego, CA 92117
San Diego Gas & Electric Company (SDG&E) is sponsoring discounted admission for a limited number of Trade Professionals. Register today at the reduced rate! If you do not meet the criteria for the subsidized seats, a limited number of seats are available for other professionals. See below for details.
The Efficiency Sales Professional™ (ESP) Certificate Program is 40 hours of training on sales, efficiency, financial analysis, and personal productivity that will help you become an efficiency sales ninja and turbocharge your success. Efficiency sales ninjas…
- Find the highest-value targets and capture their attention
- Map the decision-making chain and skillfully assess motivations
- Concisely communicate value and artfully blend emotion and logic to neutralize objections
- Replace myths with math and escape the clutches of simple payback period
- Perform in ways that achieve results and merit emulation
This Boot Camp will be presented by Mark Jewell, a Wall Street Journal best-selling author and nationally recognized subject matter expert, coach, and speaker focused on applying energy efficiency to create value. He supports other professionals and organizations in overcoming the barriers to implementing projects. His experience includes over 30 years in commercial real estate and 20 years in energy efficiency.
Preview: What It Takes To Be A Sales Professional and How You Can Become One
Who should attend?
Efficiency products dealers and distributors, architects, engineers, mechanical and electrical contractors, energy-efficiency specialists, HVAC and lighting designers, building owners and managers, utility representatives, commissioning authorities, and anyone else whose success depends on the successful advocacy of efficiency projects.
Program Format and Privileges:
- 4 consecutive in-person training days: Monday, July 24th to Thursday, July 27, 2017.
- Additional “5th” training day provided online/on-demand via SellingEnergy.com
- One year of post-training support via the Selling Energy Mastermind Group monthly coaching calls (a $348 value)
- One year of online/on-demand access to the Financial Analysis of Energy Efficiency Projects training (Fundamental, Intermediate, and Advanced) (a $350 value)
- ESP Playbook pre-loaded with exercises, tools, templates, and more
- A copy of the Wall Street Journal best seller Selling Energy: Inspiring Ideas that Get More Projects Approved!
- Ongoing access to the Selling Energy App™ (available for iPhone, iPad, and Android)
- Complimentary headshot taken by a professional photographer
- Personalized input on completed assignments (during class and as part of the Mastermind Group Workshops)
- Authorized use of the Efficiency Sales Professional logo for proposals, marketing materials, resumes, and business cards
- Continuing Education Units: TBD
Thanks to SDG&E’s support, qualified professionals can attend at a fraction of the full program price.
For SDG&E Trade Professionals, customers or other professionals who serve SDG&E customers:
$3,500$495 for a limited number of seats, available only to eligible registrants. Eligibility will be confirmed.
Note: 20 of the 40 subsidized seats are reserved for registered SDG&E Trade Professionals. An additional 20 subsidized seats are available on a first-come, first-served basis to SDG&E Trade Professionals, SDG&E customers, and professionals who provide efficiency services to SDG&E customers. Registration is limited to 10 individuals per company, without prior approval.
For other professionals (Non-subsidized):
$3,500$2,650 The “Super Early-Bird” discount is available through May 1, 2017. $3,500$2,975 The “Early Bird” discount is available May 2nd through July 1st, which is three weeks before the Boot Camp.
- $3,500 Full price option is in effect from July 2nd, while seats last.
Group discounts are available for professionals attending at the non-subsidized rate. Contact us at firstname.lastname@example.org or 415-814-3744 for more information.
Cancellations will be accepted for a full refund up to four weeks prior to the start of the boot camp. Cancellations made after July 1st will forfeit the registration fee, however we will work with you to coordinate a make-up session.
Section 1: Setting Yourself Up for Success
Module 1: Introduction to the ESP Program
Module 2: Anticipating and addressing myths and objections
Module 3: Getting in the mindset for success
Module 4: Optimizing your workspace and habits
Section 2: Identifying the Right Leads
Module 5: Finding the right decision‐makers in each segment
Module 6: Developing and refining your value proposition
Module 7: Generating leads
Module 8: Leveraging social media
Section 3: Catching the Attention of Your Ideal Prospects
Module 9: Understanding your prospects and building rapport
Module 10: Communication strategies
Module 11: Communication tactics
Module 12: Business etiquette
Section 4: Generating Compelling Value Propositions
Module 13: Business acumen/literacy
Module 14: Understanding and selling all of the benefits
Module 15: Sector-specific examples of benefits beyond utility cost savings
Module 16: Developing winning proposal
Section 5: Calculating Returns
Module 17: Selecting the most appropriate and compelling financial metrics
Module 18: Using life-cycle cost analysis
Module 19: Applying energy efficiency to landlord/tenant settings
Module 20: Project financing and finding the “free money”
Section 6: Seeing it Through
Module 21: Presenting a one-page financial summary as well as the cost of delay
Module 22: Delivering winning proposals and closing the sale
Module 23: Account development
Module 24: Bringing it all together
The Efficiency Sales Professional Certificate Program is not your typical sales course.
The market is filled with sales programs that provide proven strategies for increasing leads, creating compelling value propositions, building client relationships, and closing sales. However, these programs are created for large and varied audiences selling everything from Italian leather shoes to jetliners. When it comes to applying sales principles to your own industry, it starts to get tricky. That’s why Selling Energy created the ESP Certificate Program, which artfully combines instruction on professional selling, financial analysis, segment-specific business acumen, and the energy efficiency industry.
It has been said that successful people are willing to do what unsuccessful people are unwilling to do, and that half-efforts do not produce half-results, they produce no results.
This program requires your full commitment and engagement, which includes doing the pre- and post-class readings, being fully present and participatory during the sessions, and attentively completing the exercises that support this curriculum. Graduates finish the ESP Certificate Program with new and valuable insights, skills, techniques, and tools that will turbocharge their success in advancing efficiency initiatives.
Note: By registering for this course, you grant permission to Selling Energy to use event photos and testimonials from this workshop for promotional and reporting purposes.