Selling Energy

"Happiness is not made by what we own. It is what we share." — Rabbi Jonathan Sacks The following chapters are featured from Jewell's best-selling book, "Selling Energy," available for purchase here: bit.ly/2ghoUuc "Preface" "What Should You Focus On?" "The Perils Of Jumping To Conclusions" "What Do They Really Want?" "Less Is More" "The Unforeseen Benefit"

"Good customer service costs less than bad customer service." - Sally Gronow The following chapters are featured from Jewell's best-selling book, "Selling Energy," available for purchase here: bit.ly/2ghoUuc "If It's Not About Saving Money, What Is It About?" "Tips For Pitching" "Energy Efficiency and Building Value" "Selling With Stories and Referrals" "Ask For The Referral" "Make The Cards Count" "The Right Metrics"

"You must dedicate your life to mastering your skill. That’s the secret of success.” - Jiro Ono The following chapters are featured from Jewell's best-selling book, "Selling Energy," available for purchase here: bit.ly/2ghoUuc "Hypothesis-Based Selling" "Are You Focusing On The Right Benefits?" "Connecting The Dots For A 'Hot' Prospect" "Cross-Selling and Upselling" "What's The Urgency?"

"Dreams don’t work unless you do." - John C. Maxwell The following chapters are featured from Jewell's best-selling book, "Selling Energy," available for purchase here: bit.ly/2ghoUuc "You Must Be A Sales Professional" "How Often Does 'Saving Money' Drive Decisions?" "Do People Really Decide Or Simply Compare?" "Are You Even Focusing On The Right Savings?" "Sales Professional As Symphony Conductor"

“Somewhere, somebody is looking for someone exactly like you.” - Germany Kent The following chapters are featured from Jewell's best-selling book, "Selling Energy," available for purchase here: bit.ly/2ghoUuc "Making It Real" "The Winning Presentation" "Is My Printer Leaking Ink?" "Unlock It" "Referral Follow-Up" "When Does The Sale End?"

"What differentiates sellers today is their ability to bring fresh ideas." - Jill Konrath The following chapters are featured from Jewell's best-selling book, "Selling Energy," available for purchase here: bit.ly/2ghoUuc "The Three R's Of Informed Selling" "The Question Trilogy" "Reframing Cost Savings" "Setting Limits and Framing Comparisons" "F.E.A.R.: Funny Emotion Around Risk'"

“If you want to be lucky, do your homework." - Jim Rogers The following chapters are featured from Jewell's best-selling book, "Selling Energy," available for purchase here: bit.ly/2ghoUuc "Are You Asking The Right Questions?" "Become An Expert In Your Prospect's Industry" "How Can You Connect The Dots For A Small-Business Owner?" "Helping Small Businesses Visualize Savings" "Registry Of Buildings" "Looking Beyond The 'Green Agenda'"

“An objection is not a rejection; it is simply a request for more information." - Bo Bennett The following chapters are featured from Jewell's best-selling book, "Selling Energy," available for purchase here: bit.ly/2ghoUuc "In The Absence Of Math, Decisions Are Often Governed By Myths" "The Reluctant Buyer" "Reframing The Refrigerator" "But It's Vacant..." "Paint A New Picture"

“It is not your customer’s job to remember you. It is your obligation and responsibility to make sure they don’t have the chance to forget you.” – Patricia Fripp The following chapters are featured from Jewell's best-selling book, "Selling Energy," available for purchase here: bit.ly/2ghoUuc "Connecting The Dots Drives Sales" "Finding Great Leads For Your Products Or Services" "Prevailing At A Premium" "Why Do They Say 'Yes'?"

“Pretend that every single person you meet has a sign around his or her neck that says, ‘make me feel important.’ Not only will you succeed in sales, you will succeed in life.” – Mary Kay Ash The following chapters are featured from Jewell's best-selling book, "Selling Energy," available for purchase here: http://bit.ly/2ghoUuc "The Correct Response To The Wrong Request" "Three-Sentence Prospecting" "You're The Connection" "Going The Extra Mile" "Why Stop With A Single Press?"

“The path of light is quest for knowledge.” - Lailah Gifty Akita Mark shares his insights on day-to-day practices that will put you ahead, whether it's tailoring your message for a customer or having a sense of humor. The following chapters are featured from Jewell's best-selling book, "Selling Energy," available for purchase here: http://bit.ly/2ghoUuc "Embracing The Intangible" "Selling Beyond The Obvious" "Tips For Talking To A Prospect" "Coax and Joke" "Watch Yourself" "The Simple Power...

"Strive not to be a success, but rather to be of value." - Albert Einstein Mark offers advice on how to help a prospect who's on the fence make a decision, whether it's through finding the right benefits or using the right financials. The following chapters are featured from Jewell's best-selling book, "Selling Energy," available for purchase here: http://bit.ly/2ghoUuc "What Are You Waiting For?" "Why The Free Audit Doesn't Work" "Are You Focusing On The Right Benefits?" "Expanded...

"The best way to prosper yourself is to prosper others." - Walter Jewell Mark shares his insights on the best way to make alliances and collaborate in a way that's not only beneficial to a prospect, but everyone involved. The following chapters are featured from Jewell's best-selling book, "Selling Energy," available for purchase here: http://bit.ly/2ghoUuc "Work For Others and Let Others Work For You" "No Player Too Small" "A Networking Story" "Get Yourself A Seat At The Table" "Don't Fear...

“If you would win a man to your cause, first convince him that you are his sincere friend.” - Abraham Lincoln Mark gives advice on the best way to communicate with your prospects through speaking their language or using some creative thinking. The following chapters are featured from Jewell's best-selling book, "Selling Energy," available for purchase here: http://bit.ly/2ghoUuc "Selling Values, Not Features and Benefits" "Motivation, Not Education" "The Trouble With Talking Tech" "'Real...

"It’s not only the questions you ask, but the questions you fail to ask, that shape your destiny." - Anthony Robbins Mark lays out the basics for what sales professionals need in order to get their projects approved, starting with what doesn't work then the solutions that have proven successful over his 30+ years in the efficiency business. The following chapters are featured from Jewell's best-selling book, "Selling Energy," available for purchase here: http://bit.ly/2ghoUuc "Do Brochures...