Selling in 6 Live!

Session 1

Designing Your Success, and Motivating Your Prospect

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 course introduces the advantages of embracing sales professionalism regardless of your title or role. Topics include focusing on “why” rather than technical details, understanding and communicating benefits beyond the obvious, reframing your value propositions to resonate with each prospect’s values, and more.

Objective(s):  

1) 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.

2) Reframe value propositions with each prospect's values based on their market segment, role, and professional values.

Session 2

The Real Value of Energy Upgrades and Supporting Financial Analysis

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 course focuses on combining segment-specific research, business acumen, and other ingredients to create compelling value propositions that really resonate with decision-makers. 

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.

Session 3

Creating Value, Success Tools, Closing the Sale, and Beyond

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 course 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.

Session 4

Advanced Financial Analysis of Energy Projects

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 course focuses on six financial metrics 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.

Session 5

Overcoming Myths and Objections – Part 1

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 course is the first of two parts dedicated to overcoming 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.

Session 6

Overcoming Myths and Objections – Part 2

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 course is the first of two parts dedicated to overcoming 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.

Session 7

Finding the Right Decision Makers and Improving Networking and Communication Skills

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 course provides dozens of success tips for finding the right decision-makers and more effectively sharing your energy solution's true merits.

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.