Finding and Quantifying Non-Utility-Cost Financial Benefits
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.”
“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.”