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Selling to Small Business Owners


1 Hour

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About Selling to Small Business Owners

Successfully selling to small business owners requires a solid understanding of their decision-making process. This course offers field-proven tips to get decision-makers excited about your energy solutions. Attract and retain their attention using segment-specific reframing of the benefits you’re proposing and concise, compelling communication.

After completing this course,
you will be able to:

  • Understand the unique decision-making dynamics of small and medium-sized business owners and managers
  • Describe the 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
  • Illustrate compelling links between your proposed energy solutions and non-utility-cost financial and non-financial benefits


What people saying

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.

Using the techniques I learned in Mark's program I've turned our service technicians into sales assistants. They report on additional areas on site that could benefit and then we check it out and inform the customer of the potential for comfort / cost benefits. Helps to have already run through the possible why nots and be able to provide them with better reasons to forge ahead. Thanks, Mark!

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William Grace

Owner at WG Consulting Industrial Services

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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.