There are countless reasons that a proposed efficiency project might not be approved. Rather than trying to predict which objections might surface during the approval process, ask your prospect to provide you insight by asking a simple question like, “What barriers have you faced in getting your projects approved in the past?”
Assuming your prospect has been with the company long enough to have witnessed a project or two pass through the approval process, they will likely possess some inside information that will help you preemptively neutralize objections before they even surface. Perhaps they didn’t have enough staff to manage the last project. Perhaps they had a negative experience with an efficiency project. Perhaps they lacked reliable information on the specific efficiency measure being proposed. Perhaps they lacked funding for the engineering and/or the implementation. Whatever the reason may be, give yourself a leg up on the competition by discovering it ahead of time.
If your prospect doesn’t know what barriers prevented projects from being approved in the past, feel free to suggest some common ones to jumpstart the conversation. They may end up giving you insight into the strengths and weaknesses of the organization that they otherwise would not have thought to mention.
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