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Description

Learning to S.E.E.: Sell Efficiency Effectively ™
April 24, 2017 – 8:00 AM – 4:00 PM

and

Connecting the Dots between Efficiency and Profitability Using Segment-Specific Insights and Metrics
April 25, 2017 – 8:00 AM – 12:00 PM

If you seek shorter sales cycles and higher closing ratios for your efficiency projects, join us for this 1.5 day workshop focused on selling efficiency that features concepts from the award-winning, weeklong Efficiency Sales Professional™ Certificate Boot Camp. When registering, new students are registering for both days, while Learning to S.E.E. (Sell Efficiency Effectively) Alumni may register for just the April 25th half-day session, Connecting the Dots between Efficiency and Profitability Using Segment-Specific Insights and Metrics.

Your registration comes complete with a one-year, single-user license to Selling Energy’s Segment Guides™ database (a $588 value). 

Day 1: Learning to S.E.E.: Sell Efficiency Effectively ™
April 24, 2017  – 8:00 AM to 4:00 PM

Most decisions are emotional decisions, and making efficiency-related purchases and changes are no exception. Whether you’re selling efficiency solutions or seeking project approvals, understanding what factors play a role in the decision-making process and knowing how to build rapport with key stakeholders vastly increase your odds of success. Learning to S.E.E. is a “pasta sampler” version of the more comprehensive Efficiency Sales Professional™ (ESP™) Program, and will provide you with the insights, focus, and skills you need to grow your market share, revenues, and profitability.

THIS TRAINING OFFERS A WEALTH OF INSIGHTS ON SELLING EFFICIENCY MORE EFFECTIVELY, SUCH AS…

  • Understanding and selling all of the benefits of enhanced efficiency (utility cost, non-utility-cost financial, and non-financial)
  • Appreciating the differences in decision-making drivers among building owners/landlords/tenants
  • Identifying and appealing to sector-specific and role-specific benefits
  • Generating leads and networking
  • Relationship development
  • Anticipating and addressing myths and objections
  • Communication strategies and tactics, including the value of a well-crafted “elevator pitch”
  • Understanding your prospects and building rapport
  • Selling to the C-suite
  • Developing a one-page proposal
  • Finding and highlighting the “free money” to help reduce or eliminate first cost
  • Calculating a project’s true return, including life-cycle cost where applicable
  • Distilling the costs/benefits into a concise one-page financial summary emphasizing the right metrics

Day 2: Connecting the Dots between Efficiency and Profitability Using Segment-Specific Insights and Metrics
April 25, 2017 – 8:00 AM – 12:00 PM (half-day)

  • Capture attention, engage decision-makers, open new conversations with prospects and revitalize old ones
  • Learn how to sell energy solutions using segment-specific insights and ratios
  • See exciting new research on segment-specific benefits of efficiency beyond utility savings
  • Receive a one-year, single-user Segment Guides™ license that you can start using right away to close more projects

A bounty of post-upgrade interviews and countless megabytes of industry-specific data are helping to connect the dots between energy-saving projects and highly desirable business outcomes that extend far beyond lower utility bills.  This fast-paced session will explore dozens of examples taken from 11 different market segments (with more on the way) and demonstrate how enhanced efficiency can drive core business benefits.

This session comes complete with a one-year, single-user license to Selling Energy’s Segment Guides™ database ($588 USD value) so you can begin incorporating these insights and field-tested approaches into your own sales process right away.

Why you need this workshop…

Every day, more vendors and contractors are embracing Selling Energy’s innovative approach to selling energy solutions in a segment-specific way.  However, simply deciding to focus marketing and sales efforts “segment-by-segment” does not necessarily get more projects approved.  You need to approach those prospects with segment-specific messaging. It is now obvious that taking the time to reframe the benefits of efficiency so that they can be measured using yardsticks that decision-makers are already using to measure their own success is vital to securing management attention, organizational support, and capital.  Selling Energy’s approach to successful segment-specific selling is two-fold:

  • Identifying and expressing segment-specific non-utility-cost financial benefits and non-financial benefits, which tend to be far more compelling than the more obvious utility-cost financial benefits.
  • Understanding each segment’s business dynamics (e.g., profit margin) so that the savings that an energy project would deliver right to the bottom line can be translated into the amount of revenue typically needed to create a similar bottom-line impact for that given segment. Translating that revenue requirement to segment-specific “widget equivalents” typically makes the comparison even more compelling.

As powerful as these insights and data are in closing deals, you probably don’t have the time to do the research yourself.  Moreover, you could probably use some help weaving these insights into proposals and presentations. That is why Selling Energy created and continues to expand its Segment Guides™ offering – a bounty of segment-specific evidence of non-energy benefits plus robust segment-specific economic data connecting dots between enhanced efficiency, improved profitability and business valuation.

Armed with this training and the Segment Guides license that comes with it, you’ll be well prepared to approach prospects in 11 different market segments (with more on the way) and present compelling reasons to approve energy projects.

Training Venue:

Courtyard by Marriott Halifax Downtown – Halifax Endeavour Room
5120 Salter Street
Halifax, Nova Scotia  B3J 0A1
Tel: 902-428-1900

Hotel:

Guestrooms are available on April 23 –  25, 2017 for “Smart Energy” group rate of $149 (+tax and fees). Cut-off date for room reservation is March 23, 2017. Reservations can be made here: Book your group rate for Smart Energy, or by calling 902-428-1900 or 1-800-321-2211. 

REGISTRATION FEES:

April 24 – 25 (1.5 days)

$939 USD for industry professionals who are not trade network members, and $469 USD, or 50% off, for Efficiency Trade Network Members, thanks to Efficiency Nova Scotia.

April 25 only (Prerequisite: Must have previously attended the Learning to S.E.E. training) 

$439 USD for industry professionals who are not trade network members, and $219 USD, or 50% off, for Efficiency Trade Network Members, thanks to Efficiency Nova Scotia.

PROGRAM FEE INCLUDES:

Individuals registering for the full workshop (April 24 & 25) will also receive:

  • The Learning to S.E.E. Playbook, which contains slides, tip sheets, templates, exercises, and other valuable reprints.
  • One year’s Segment Guides software licence that contains segment-specific information and coaching to help you put the training into action (a $588 USD Value)
  • 90-day’s access to the online/on-demand Financial Analysis of Energy Efficiency Projects – Intermediate Module
  • 90-day’s follow up support through the Selling Energy Mastermind Group monthly coaching calls
  • An autographed copy of the instructor’s Wall Street Journal bestseller Selling Energy: Inspiring Ideas that Get More Projects Approved!
  • Selling Energy App™ – Selling Energy’s smartphone app for iPhone/Android
  • A complimentary headshot taken on April 24th by a professional photographer for use on social media, newsletters, and other marketing opportunities.

Individuals that have already attended Learning to S.E.E: (Sell Efficiency Effectively) and are just joining us for the April 25th half-day session will also receive:

  • One year’s Segment Guides software licence that contains segment-specific information and coaching to help you put the training into action (a $588 USD Value)
  • Copies of printed slides along with other tools to help apply what you’ve learned.

CANCELLATION POLICY:

Cancellations will be accepted up to two weeks prior to the event.

Questions? Please contact us at info@sellingenergy.com or (415) 814-3744 for more information.

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.