Selling All 3 Buckets of Benefits™
$75
1 Hour
About Selling All 3 Buckets of Benefits™
While most energy professionals focus on utility-cost financial savings, the truth is that non-utility-cost financial savings and non-financial savings are almost always more valuable to your customers. You need to know where your customer will see savings in places other than the "Utilities" line item on their profit and loss statement and which non-financial benefits may be even more important to them. The second and third buckets of benefits can be much more compelling than the first. And once you understand those additional buckets at a segment-specific and customer-specific level, you can make a much stronger case for project approval.
After completing this course,
you will be able to:
- Identify and quantify all three categories of benefits to strengthen your proposals.
- Use market segmentation to align benefits with each prospect’s unique values, jargon, and yardsticks.
- Translate savings into “widget equivalents” for more relatable and persuasive sales conversations.
- Apply business acumen to connect benefits to both profit and loss statements and balance sheets.
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.