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Finding and Quantifying Non-Utility-Cost Financial Benefits


1 Hour

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About Finding and Quantifying Non-Utility-Cost Financial Benefits

Are you struggling to capture your prospect’s attention, increase closing ratios, and shorten sales cycles? Learn how to combine segment-specific research, business acumen, Success Story Archives™, and other tools to create compelling value propositions that really resonate with decision-makers.

This course will teach you how to find and share “sound bites” that prove your ability to create benefits that are far more desirable than utility-cost financial savings alone. This course also illustrates how to empower both traditional and non-traditional sales roles (think customer service and field techs) to share those sound bites with both customers and prospects. Applying this simple two-step process will make your proposals more compelling and help you win more approvals.

After completing this course,
you will be able to:

  • Utilize financial analysis templates to model cash inflows and outflows over time and calculate the most important financial metrics
  • Illustrate compelling links between your proposed energy solutions and non-utility-cost financial and non-financial benefits using market segment-specific yardsticks


What people saying

“It changed my focus to now present widgets to digits to my customers.  In one particular project, for a commercial real estate chiller replacement, how the energy savings were equated to being able to rent nearly double the square feet without finding tenants.  I believe this helped me get to the purchase order with the out-of-state Owner.”

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Joseph Turner

Senior Sales Engineer at Climate Control Systems Inc

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.