Given the abundance of commercially available energy-saving technologies, talented technologists to apply them, and even generous rebates to help finance them, why in the world aren’t more efficiency projects approved?
Based on twenty years of experience influencing efficiency decision-making in more than three billion square feet of properties, this author concludes that many more projects would be approved if energy professionals were actually trained to “sell” rather than simply “promote” efficiency.
Energy efficiency products, services and programs all require effective selling. Professional sales skills make you more successful at advancing any energy efficiency initiative, regardless of your role in the process. Moreover, you need to think of yourself as a sales professional even if your job title does not include the word “sales.”
This book contains more than 80 short essays, each of which examines a unique aspect of efficiency-focused professional selling. Many originally appeared on Jewell Insights, the Efficiency Sales Professional Institute’s daily email and smartphone blog that offers drip-irrigation reinforcement of concepts borrowed from the award-winning, weeklong Efficiency Sales Professional™ Certificate Boot Camp.
Targeted Age Group: 20 and older
Book Price: 1.00
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More than one thousand energy professionals had benefited from this training. Hundreds of testimonials confirm the link between efficiency-focused professional selling and increased sales success: higher closing ratios, shorter sales cycles, deeper retrofits, and more.
About the Author:
Mark Jewell is a nationally recognized subject matter expert, author, coach, and speaker focused on applying energy efficiency to create value. He supports other professionals and organizations in overcoming the barriers to implementing projects.
His experience includes over 30 years in commercial real estate and 20 years in energy efficiency. Over the last two decades, he has influenced efficiency decisions in more than three billion square feet of North American real estate. He is the founder and CEO of EEFG and a co-founder of the Efficiency Sales Professional Institute.
Earlier in his career, Mark helped the US EPA deploy both the ENERGY STAR® Buildings Program for Commercial Real Estate and the Portfolio Manager® benchmarking tool. Mark is a graduate of The Wharton School at the University of Pennsylvania, where he specialized in Economics and Finance.
Mark lives in San Francisco, CA with his wife Rachel and two young children Jane Lumen and Jack Mason Jewell.
You can sign up for Mark Jewell’s Jewell Insights Daily Drip of ideas and inspiration, as well as sign up for online training at www.sellingenergy.com