Skip to content
Sales & Marketing

Take It Out of the Realm

Put the sale into the realm of something else people are going to care about.

Take It Out of the Realm

One of the smartest things you can do to sell efficiency is to never mention energy at all.  Put the sale into the realm of something else people are going to care about. 

take-it-out-of-the-realm-1

For example, a controls contractor participated in our environmental optimization-training a year ago.  Afterwards he was quoted in Buildings magazine saying, "If you take a look at tenant surveys, there's a tremendous amount of productivity tied up in thermal comfort, air quality, and personal sense of control." 

In short, the whole article in Buildings was not about saving energy at all.  It was about increasing productivity and comfort while decreasing complaints.  Bring that same attitude to the table while meeting clients.  Talking about anything else may put them to sleep!  

Another tip is to not talk about the utility bill or the equipment you’re selling.  You should talk about what they care about.  For example, if you’re talking to a landlord, you need to realize that one of their top priorities is to stop their phones from ringing with “too hot” / “too cold” complaints. 

In a nutshell: don't talk about energy, don't talk about your equipment, and don't talk about utility bills.  You may think those are the top three things to talk about.  They aren’t. Talk about something your prospect cares about instead.

Learn about trackable mobile-learning video lessons that leave no room for excuses.

Mark Jewell

Mark Jewell

Mark Jewell is the President and co-founder of Selling Energy. He is a subject matter expert, coach, speaker and best-selling author focused on overcoming barriers to implementing projects. Mark teaches other professionals and organizations how to turbocharge their sales success.

SUBSCRIBE-CONCEPT-876110004_727x484

Subscribe to our Blog

Get daily “drip-irrigation” reinforcement. Each day you’ll get bits of wisdom, news, highlights of upcoming courses, and quotes to keep you inspired and motivated.

Latest Articles

Sing Your Refrain

Sing Your Refrain

Your messaging should be woven into your language like the refrain of a song, whether it’s in a voicemail, an email, or a presentation.

Selling Effectively to Homeowners' Associations and Residential Landlords

Selling Effectively to Homeowners' Associations and Residential Landlords

Selling in residential situations takes a specific kind of forethought and expertise. Here’s a primer.

4 One-page Proposal Formats

4 One-page Proposal Formats

I’m often asked how to write a successful one-page proposal. These are some templates that have worked for me over the past thirty years.