Escaping the Price-Driven Sale and 3-Bids Syndrome When Selling Energy Solutions™
$75
1 Hour
About Escaping the Price-Driven Sale and 3-Bids Syndrome When Selling Energy Solutions™
Energy sales professionals migrate the discussion away from “features” and beyond “benefits,” putting all the focus on their prospect’s values. They also reframe benefits so they can be measured with their prospect’s yardsticks. This is especially key in situations where an energy efficiency or electrification measure will generate segment-specific non-utility-cost financial or non-financial benefits. Once you understand what your prospect truly values, you’re in a much better position to help that prospect make a better evaluation that transcends “lowest first cost."
After completing this course,
you will be able to:
- Apply the real “value equation” that factors in benefits, insights, and discovery, not just price.
- Use discovery to reveal unrecognized problems, unanticipated solutions, and unseen opportunities.
- Coach internal champions to win support from multiple decision-makers.
- Leverage financial tools like life-cycle cost analysis and savings-to-investment ratio to justify higher-first-cost solutions.
- Handle “three-bid” requirements with confidence and keep the conversation focused on value.
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.