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Getting Homeowners Excited About Energy Efficiency


1 Hour

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About Getting Homeowners Excited About Energy Efficiency

Most residential energy professionals are “accidental salespeople.” Many have received little or no formal sales training and see themselves as building technologists rather than salespeople. Learn how to assess your prospect’s values and emotional triggers, reframe benefits to make them more compelling, communicate the wisdom of installing multiple measures, and share success stories to give your prospect the confidence to pursue upgrades.

After completing this course,
you will be able to:

  • Communicate the many advantages of energy upgrades to get homeowners excited about your proposed solutions
  • Propose multiple-measure upgrades as a path to enjoying greater savings, comfort, and convenience


What people saying

Understanding the motivations for homeowners is essential to understanding what motivates so many other types of customers. The more we sales professionals understand the basic psychology of those with whom we are around in our non-work time, the more in-tune we are with how to recognize signals our customers are sending about what they value.

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Jonathan Nickerson

Lead Program Manager, Strategic Energy Management Partnership Initiative at National Grid

“Really helpful!  I liked the approach that was recommended for each type of lease and how you can shape these discussions to identify and overcome objections that will be coming at you. ”

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Edward MacRae

AE - Business Development Manager at Guardian Energy Management Solutions

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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.