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Communicating a More Compelling "Cost of Waiting"


1 Hour

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About Communicating a More Compelling "Cost of Waiting"

There are many ways to communicate the cost of waiting to implement an energy-saving measure. “Think of how many dollars in savings you’re missing every day you don’t do it” may be the most popular. However, that angle is not very compelling. Most decisions are made emotionally and then justified financially. This course demonstrates six other ways you can reframe the “cost of waiting” to make a much stronger case for immediate project approval.

After completing this course,
you will be able to:

  • Reframe your energy solutions using each prospect’s segment-specific jargon and yardsticks
  • Employ six creative ways to express the “cost of waiting” more powerfully – any of which could help you capture a decision-maker’s attention and motivate faster project approval


What people saying

“Mark is one of the best communicators I have met in my career and is able to supercharge sales success very quickly with his thoughtful and strategic approach. ”

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Adrian Giovenco

CEO and Co-Founder at Inspire Transpiration Solutions

Mark's training is definitely an energy booster! More importantly it completely changes your mindset towards selling projects. By presenting things in a manner such that the customer begins to see the cost of NOT proceeding with their project you are on an instant path to winning!! Highly recommended.

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Andy Brule

President at Giant Wholesale Distributors Ltd.

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About the Instructor

Mark Jewell

Mark Jewell is a Wall Street Journal best-selling author and Stevie® award-winning speaker focused on applying energy solutions to create value. He has influenced energy decisions in three billion square feet of real estate. His company, Selling Energy, has appeared on Selling Power magazine’s list of Top 20 Sales Training Firms. Mark received his B.S. in Economics from The Wharton School at the University of Pennsylvania.