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Learn the Secrets of Selling in a Recession: Put the Wind Back in Your Sales! – Residential Edition


7 Hours

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About Learn the Secrets of Selling in a Recession: Put the Wind Back in Your Sales! – Residential Edition

When it comes to reacting to what is happening in the economy, you have two choices. Give up or step up. Outside sales professionals need to prospect for and close business deals remotely. Inside sales professionals need to engage and motivate distracted prospects and customers. Customer service and other support staff need to “embrace their inner sales professional” so they can help drive revenue. As keen observers of the previous four recessions will attest, many top performers not only prevailed but also gained market share despite the turbulence. This course will support you on this new journey and help you “put the wind back in your sales” so that you can continue to create value for your residential customers, which include homeowners, income-property owners and managers, and tenants.

After completing this course,
you will be able to:

  • Develop a smart seller’s strategy to not only survive and prosper, but actually win market share during a recession
  • Employ innovative new ways to reach potential customers despite the constraints of social distancing
  • Pivot your selling approach from outside sales to inside sales using Zoom and other platforms given that remote selling approaches continue to gain market acceptance
  • Compose 15-second elevator pitches, three-sentence solicitations, and one-page proposals that capture and retain your prospect’s attention
  • Explore various innovative approaches to perform certain audits remotely
  • Explain projected financial savings to homeowners (and apartment building owners/managers) to make the benefits more visually obvious and compelling
  • Generate maximum value with your marketing budget
  • Perform check-ins to not only highlight your empathy, but also explore the potential for cross-selling and up-serving, collect referrals, and do hypothetical selling for future quarters
  • Highlight the greater health, convenience, and financial benefits of energy upgrades for prospects who have started working from home and are now more aware of the shortcomings of their home’s mechanical systems


What people saying

“The training - topics covered, resources, and quite frankly ongoing support and enthusiasm - is a breath of fresh air in the industry.  Especially for professionals who may not have a great sales manager, or are forced to sit through laborious and dreadful sales meetings.  Mark is a great leader - inspiring to take meaningful actions by the sales professional, propelling their career to new heights through the correct way to make sales! ”

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Jason Mulholland

Solar & Energy Efficiency Consultant at Tick Tock Energy

“Mark fills a very unique niche in sales training. He has a rich repository of wisdom and skills development tools, and I love the way his delivery make it easy to customize and fit into an overall training framework.”

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John Connerton

Sales Training Manager\Coach at Trane Technologies

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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.