Selling in 6™ C&I Gold Edition
- Learn how to sell energy projects more effectively with 6-minute lessons online, on-demand.
- Cost-effective, time-efficient and easy to deploy. The trade press calls Selling in 6™ a “sales manager’s dream.”
- More than 25 years of energy-focused sales experience have been distilled into hundreds of visually engaging 6-minute lessons.
About Selling in 6™ C&I Gold Edition
After completing this course,
you will be able to:
- Understand and communicate the utility-cost-financial, non-utility-cost financial, and non-financial benefits of a proposed energy solution
- Identify the market segments and roles that represent your most promising targets
- Modify benefits of a proposed energy solution so that they can be measured with market segment-specific yardsticks your customers use to measure their own success
- Explain projected energy savings to customers in the context of their day-to-day operations to make the benefits more compelling
- Concisely communicate your value proposition to capture and retain your decision-maker's attention
- Demonstrate how financial metrics other than simple payback period can more effectively prove the merits of an expense-reducing investment
- Anticipate and overcome more than 65 myths and objections that can stall or stymie project approval
- Assemble and use a “Success Story Archive” and an “Objections Archive” to empower you and the rest of your sales team to get more proposals approved
- Skillfully prevail when faced with "three bids syndrome"
What people saying
“The entire content is a roadmap to success! The best part is knowing that it does NOT end today and that we have all of these resources to access. This will continue to reinforce all the great tips, actions, and changes through drip irrigation.”
“The training helped illustrate the corporate decision making mindset and how to adapt the financial toolbox to specifically justify energy projects.”