Selling Energy: Inspiring Ideas That Get More Projects Approved! - Couverture rigide

Jewell, Mark T

Couverture rigide

ISBN 10 : 1941991009 ISBN 13 : 9781941991008

Editeur : Energy Efficiency Funding Group, 2014

Synopsis

** #8 on The Wall Street Journal best-selling business book list for September 13, 2014** 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(TM) Certificate Boot Camp. As of this writing, 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. So what does efficiency-focused professional selling look like? 1) The confidence to reframe the benefits of efficiency so that they can be measured with the yardsticks that prospects are already using to measure their success 2) A 15-second elevator pitch that is precisely tuned to a particular prospect's values 3) A one-page narrative proposal delineating efficiency targets, the rationale for change, financial projections, status, and action steps for moving forward 4) A one-page financial summary that offers a clear and compelling treatment of both "popular" and "proper" metrics 5) An ability and willingness to sell utility-cost-financial, non-utility-cost financial, and non-financial benefits 6) An ability to recognize and replace myths with the math and motivation that get projects approved. Whether you are a manufacturer, specifying engineer, contractor, utility program manager or account executive, third-party program implementer, eco-entrepreneur or any other energy-related professional or job-seeker, you are sure to benefit from the insights provided in this book.

A propos du livre

Amazon.fr

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.

As of this writing, more than one thousand energy professionals have 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. So what does efficiency-focused professional selling look like?

* The confidence to reframe the benefits of efficiency so that they can be measured with the yardsticks that prospects are already using to measure their success.
* A 15-second elevator pitch that is precisely tuned to a particular prospect's values
* A one-page narrative proposal delineating efficiency targets, the rationale for change, financial projections, status, and action steps for moving forward.
* A one-page financial summary that offers a clear and compelling treatment of both "popular" and "proper" metrics.
* An ability and willingness to sell utility-cost-financial, non-utility-cost financial, and non-financial benefits
* An ability to recognize and replace myths with the math and motivation that get projects approved

Whether you are a manufacturer, specifying engineer, contractor, utility program manager or account executive, third-party program implementer, eco-entrepreneur or any other energy-related professional or job-seeker, you are sure to benefit from the insights provided in this book.

What others are saying:

"Finally, somebody teaches us engineers how to sell energy efficiency. Even the best leaders in the industry will read this and wonder, 'Why aren't we already doing this?'"  Lars van der Haegen

"If you want to sharpen your presentation skills, communicate more effectively, present better financial metrics for your projects, and close more deals, you need to buy and read this book!  Mark's passion for his work and the way he cares about people are remarkable."  Randy Mead"

Jewell Insights has been a real 'jewel' for my manufacturer's rep company - unique and clever ideas on 'how to get a deal started, matured, and closed' in today's selling environment.  I haven't been able to find anything like it elsewhere.  We will be landing several new million-dollar accounts because of some of the tidbits learned."  William Carroll

"If you truly want to change the conversation, buy a copy of Selling Energy for each of your employees and top customers, and then spend the rest of the year co-authoring solutions for mutual success." Rob Pulsifer

"The material that Mark Jewell provides is by far the best that I have ever come across in my 22 years as an energy professional.  In a world of 'too much sizzle and not enough steak,' Mark Jewell is the prime cut."  Andre Christian 

Détails de l'édition

• Éditeur: Energy Efficiency Funding Group
• Date d'édition: 2014
• Langue: anglais
• ISBN 10: 1941991009
• ISBN 13: 9781941991008
• Reliure: Relié
• Nombre de pages: 212
• Coordonnées du fabricant: non disponible
• Personne responsable: non disponible