Story-Selling
Having a list of referrals to provide is ideal.
Communication
Overcoming the “It’s an Old Building” Excuse
As much as you'd think the older building excuse might be a problem, it's simply an excuse.
Overcoming the “I’m Too Busy” Objection
In some cases, you’ll approach an organization that seems to be a great fit for your product or service, and they’ll simply tell...
Overcoming the “I’m Moving” Objection
There are usually two different situations where you'll hear the "I'm moving" objection.
Become A Growth Hacker
Making product development a part of your marketing strategy can hook interested buyers before you’re official
Weekly Recap, May 26, 2019
In case you missed them, here are the highlights from last week's Selling Energy blogs.
The Decoy Effect
I often encourage students to present their offerings as “Best, Better, Good” rather than the “Good, Better, Best” when...
Selling Energy to the Hospitality Industry
It's a win-win for hotels to pursue energy efficiency measures.
11 Tips for Asking Effective Sales Questions
Here are some tips concerning which questions you should ask as well as a couple that you absolutely shouldn’t ask in a sales...