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Selling in 6™ Residential Edition

$588

8 Hours

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About Selling in 6™ Residential Edition

Selling in 6™ provides Selling in 6™ provides energy-solutions-specific professional sales training delivered in six-minute lessons that are accessible via smartphone, tablet, or any other internet-connected device. Lessons can be viewed or simply listened to. They are keyword-searchable, can be assembled into custom playlists, and can be reviewed as often as needed. This version of Selling in 6™ is customized for the residential market segment and addresses best practices for selling to homeowners, residential income-property owners and managers, and tenants. Each section of the curriculum features questions that check for understanding. This content blends the instructor’s nearly 30 years’ experience selling energy solutions with the accumulated input of more than 15,000 energy professionals who have taken Selling Energy’s training to date. This program includes live/virtual access to the instructor via monthly two-hour Mastermind Group Coaching Conference Calls and one-on-one coaching via scheduled 30-minute Zoom calls; tip sheets and templates; and other supporting resources.

After completing this course,
you will be able to:

  • Demonstrate how energy upgrades can provide attractive after-tax cash returns and support increased appraised value.
  • Concisely communicate your value proposition in terms most relevant to the homeowner, income-property owner or manager, or tenant
  • Compose 15-second elevator pitches and three-sentence solicitations that capture and retain each unique prospect’s attention
  • Create and utilize a Success Story Archive™ to motivate prospects to emulate the success that your other customers are already enjoying
  • Create and use an Objections Archive™ to anticipate and address concerns that can delay or prevent approvals
  • Apply the 12 proven principles of successful in-home selling for consistent results
  • Implement effective behaviors that make a prospect want to become a customer – pre-call planning, making the most of your in-home visit, generating the right proposal, and foreshadowing post-sale follow-up
  • Employ active listening techniques, Neuro-Linguistic Programming, micro-facial expressions, and body language to build genuine rapport and deliver more effective presentations
  • Generate more compelling designs for your website, brochures, social media presence, and email campaigns
  • Propose multiple-measure upgrades as a path to enjoying greater savings, comfort, and convenience
  • Combine your sales and marketing efforts so that they properly reinforce each other
  • Establish the best practice of asking for referrals every time, without exception

Testimonials

What people saying

“ALL of the finance material had a lot of valuable information that I am going to utilize. Thank you, Mark and Rachel. This was a phenomenal training course that I will highly recommend to anyone involved in selling energy efficiency. I will be using this training manual as my bible!”

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Derek Reichstein

Senior Director, Middle Market Sales at Ygrene Energy Fund

“First, you introduced me to energy efficiency in buildings, residential housing, commercial building, and construction in general. You educated me accordingly to show why energy efficiency is important as a cost-saving and profitable for me and my family as a private individual and for all categories of businesses. You taught, showed, and proved that efficient heating, cooling, lighting equipment, and systems when efficient improve the quality of life for people, the nation, and the environment. You show the technical and academic foundations of energy efficiency to convince people to buy efficient energy. You showed how people and businesses make the decision that drives all categories of business life. Selling Energy is dynamic, continually improving, current, and a step ahead into the future. I love quotes of wisdom, book and article references. It is great to see a winning team in action continually giving.”

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Abel Konan

Economist, Market News and Analysis Branch at Hawaii Department of Agriculture

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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.