Selling in 6

Course 1

What Energy Upgrade Prospects Really Care About

October 24, 2024 from 11:00 AM to 12:00 PM PDT

Who: Appropriate for sellers and/or internal champions seeking to get efficiency or electrification projects approved.

Description: This 1st part of our 14-part Selling in 6™ Gold Edition curriculum introduces the advantages of embracing sales professionalism regardless of your title or role, and the importance of focusing on “why” rather than technical details.

Objective(s):  Focus on the "why" rather than the "what, how, how much, or when" as you motivate your prospect to become interested in a proposed energy solution.

Course 2

Reframing Your Energy Solution to Match Your Prospect's Values

October 24, 2024 from 11:00 AM to 12:00 PM PDT

Who: Appropriate for sellers and/or internal champions seeking to get efficiency or electrification projects approved.

Description: This 2nd part of our 14-part Selling in 6™ Gold Edition curriculum covers understanding and communicating benefits beyond the obvious, reframing your value propositions to resonate with each prospect’s values.

Objective(s):  Focus on the "why" rather than the "what, how, how much, or when" as you motivate your prospect to become interested in a proposed energy solution.

Course 3

Leveraging Business Acumen to Sell Energy Upgrades

October 31, 2024 from 11:00 AM to 12:00 PM PDT

Who: Appropriate for sellers and/or internal champions seeking to get efficiency or electrification projects approved.

Description: This 3rd part of our 14-part Selling in 6™ Gold Edition curriculum reveals how to equate projected energy savings to the profit a business typically generates.

Objective(s):  

1) Create more compelling visual representations of projected energy savings by comparing them to how hard your prospect had to work last year to generate a similar bottom-line benefit.

2) Migrate the conversation from imperfect metrics like “simple payback” to more reliable measures of a proposed project’s financial merits, such as net present value and savings-to-investment ratio.

Course 4

Using the Right Financial Metrics When Selling Energy Upgrades

October 31, 2024 from 11:00 AM to 12:00 PM PDT

Who: Appropriate for sellers and/or internal champions seeking to get efficiency or electrification projects approved.

Description: This 4th part of our 14-part Selling in 6™ Gold Edition curriculum highlights the difference between "popular" vs. "proper" financial metrics when justifying expense-reducing energy upgrades. 

Objective(s):  

1) Create more compelling visual representations of projected energy savings by comparing them to how hard your prospect had to work last year to generate a similar bottom-line benefit.

2) Migrate the conversation from imperfect metrics like “simple payback” to more reliable measures of a proposed project’s financial merits, such as net present value and savings-to-investment ratio.

Course 5

Highlighting True Value to Capture Attention, Defend Pricing, and Avoid 3-Bids Syndrome

November 7, 2024 from 11:00 AM to 12:00 PM PST

Who: Appropriate for sellers and/or internal champions seeking to get efficiency or electrification projects approved.

Description: This 5th part of our 14-part Selling in 6™ Gold Edition curriculum is focused on success tips for capturing your prospect's attention, proving your solution's true value, and defending your pricing.

Objective(s):  

1) Use very concise communication to capture your prospect's attention.

2) Collect examples of past customer successes to share with new prospects.

3) Assemble a list of commonly heard objections and how to address them effectively.

4) Overcome "3-bids syndrome."

5) Link energy solutions to outcomes your prospects truly value.

6) Organize your sales and marketing efforts to expand on previous successful energy solutions.

Course 6

Using 1-Page Proposals, 1-Page Financials and More to Sell Energy Solutions

November 7, 2024 from 11:00 AM to 12:00 PM PST

Who: Appropriate for sellers and/or internal champions seeking to get efficiency or electrification projects approved.

Description: This 6th part of our 14-part Selling in 6™ Gold Edition curriculum is focused on the value of concise and compelling communication when selling your energy solutions.

Objective(s):  

1) Use very concise communication to capture your prospect's attention.

2) Collect examples of past customer successes to share with new prospects.

3) Assemble a list of commonly heard objections and how to address them effectively.

4) Overcome "3-bids syndrome."

5) Link energy solutions to outcomes your prospects truly value.

6) Organize your sales and marketing efforts to expand on previous successful energy solutions.

Course 7

Understanding the Shortcomings of Simple Payback and Other "Popular" Financial Metrics

November 14, 2024 from 11:00 AM to 12:00 PM PST

Who: Appropriate for sellers and/or internal champions seeking to get efficiency or electrification projects approved.

Description: This 7th part of our 14-part Selling in 6™ Gold Edition curriculum focuses on three inherently flawed financial metrics that are often used to evaluate the merits of a proposed expense-reducing capital project.

Objective(s):  

1) Understand the difference between "popular" and "proper" financial metrics.

2) Confidently migrate the conversation from misleading metrics like simple payback that can stymie worthwhile energy projects.

3) Know when to use life-cycle cost to prove the benefits of a higher-first-cost, premium-efficiency option.

Course 8

Using "Proper" Financial Metrics to Evaluate Energy Upgrades

November 14, 2024 from 11:00 AM to 12:00 PM PST

Who: Appropriate for sellers and/or internal champions seeking to get efficiency or electrification projects approved.

Description: This 8th part of our 14-part Selling in 6™ Gold Edition curriculum focuses on three of the best financial metrics to use when evaluating the merits of a proposed expense-reducing capital project.

Objective(s):  

1) Understand the difference between "popular" and "proper" financial metrics.

2) Confidently migrate the conversation from misleading metrics like simple payback that can stymie worthwhile energy projects.

3) Know when to use life-cycle cost to prove the benefits of a higher-first-cost, premium-efficiency option.

Course 9

Overcoming Myths and Objections When Selling Energy Solutions: Part 1 of 4

November 21, 2024 from 11:00 AM to 12:00 PM PST

Who: Appropriate for sellers and/or internal champions seeking to get efficiency or electrification projects approved.

Description: This 9th part of our 14-part Selling in 6™ Gold Edition curriculum is the first of four dedicated to overcoming myths and objections to proposed energy solutions.

Objective(s):  

1) Overcome dozens of objections that if left unanswered could unnecessarily prevent the approval of worthwhile energy initiatives.

Course 10

Overcoming Myths and Objections When Selling Energy Solutions: Part 2 of 4

November 21, 2024 from 11:00 AM to 12:00 PM PST

Who: Appropriate for sellers and/or internal champions seeking to get efficiency or electrification projects approved.

Description: This 10th part of our 14-part Selling in 6™ Gold Edition curriculum is the second of four dedicated to overcoming myths and objections to proposed energy solutions.

Objective(s):  

1) Overcome dozens of objections that if left unanswered could unnecessarily prevent the approval of worthwhile energy initiatives.

Course 11

Overcoming Myths and Objections When Selling Energy Solutions: Part 3 of 4

October 9, 2024 from 11:00 AM to 12:00 PM PDT

Who: Appropriate for sellers and/or internal champions seeking to get efficiency or electrification projects approved.

Description: This 11th part of our 14-part Selling in 6™ Gold Edition curriculum is the third of four dedicated to overcoming myths and objections to proposed energy solutions.

Objective(s):  

1) Overcome objections that reflect your prospect's erroneous assumption that energy upgrades are already happening at an acceptable pace.

Course 12

Overcoming Myths and Objections When Selling Energy Solutions: Part 4 of 4

October 9, 2024 from 11:00 AM to 12:00 PM PDT

Who: Appropriate for sellers and/or internal champions seeking to get efficiency or electrification projects approved.

Description: This 12th part of our 14-part Selling in 6™ Gold Edition curriculum is the fourth of four dedicated to overcoming myths and objections to proposed energy solutions.

Objective(s):  

1) Overcome objections that reflect your prospect's erroneous assumption that energy upgrades are already happening at an acceptable pace.

Course 13

Finding Your Competitive Advantage and the Best Targets to Approach

October 23, 2024 from 11:00 AM to 12:00 PM PDT

Who: Appropriate for sellers and/or internal champions seeking to get efficiency or electrification projects approved.

Description: This 13th part of our 14-part Selling in 6™ Gold Edition curriculum is the fourth of four dedicated to overcoming myths and objections to proposed energy solutions.

Objective(s):  

1) Define your personal brand and arsenal of competitive advantages to differentiate you from other energy solutions provider in the market.

2) Use active listening to make interactions with your prospects and customers more productive.

3) Adopt proven best practices for cold calls, warm calls, voicemails, emails, and networking as you identify promising candidates for your energy solutions.

4) Use a 24-step checklist to ensure that your meetings with decision-makers are more productive as you lobby for energy project approvals.

Course 14

Leveraging Networking and the Art of Conversation to Generate Interest in Your Energy Solutions 

October 23, 2024 from 11:00 AM to 12:00 PM PDT

Who: Appropriate for sellers and/or internal champions seeking to get efficiency or electrification projects approved.

Description: This 14th part of our 14-part Selling in 6™ Gold Edition curriculum is the fourth of four dedicated to overcoming myths and objections to proposed energy solutions.

Objective(s):  

1) Define your personal brand and arsenal of competitive advantages to differentiate you from other energy solutions provider in the market.

2) Use active listening to make interactions with your prospects and customers more productive.

3) Adopt proven best practices for cold calls, warm calls, voicemails, emails, and networking as you identify promising candidates for your energy solutions.

4) Use a 24-step checklist to ensure that your meetings with decision-makers are more productive as you lobby for energy project approvals.