Learning to Sell Energy Efficiency: Sell Efficiency Effectively

  • Thursday, April 04, 2019
  • 8:30 AM - 5:00 PM
  • SDGE Energy Innovation Center, 4760 Clairemont Mesa Blvd, San Diego, CA 92117

Overview

Whether you are selling energy solutions or seeking project approvals internally, understanding what factors play a role in the decision-making process and knowing how to build rapport with key stakeholders vastly increase your odds of success. This workshop features highlights from the week long Selling Energy Boot Camp™, including...

  • Reframing the benefits of energy solutions so they can be measured with the yardsticks that your customers are already using to measure their own success
  • Developing concise and compelling communication tools that really engage decision-makers
  • Migrating the discussion from the “bits, bytes and blinking lights” of your offerings to prospect-specific messages that motivate project approvals

This workshop will give you the insights, focus, and skills you need to define your most promising targets, streamline your sales process, and maximize your closing ratio.

Objectives

  • Understand how to connect the dots between your energy solutions and the segment-specific outcomes your prospects truly care about.
  • Discover how to distill your message down to a 15-second elevator pitch that is both repeatable and memorable; a one-page narrative proposal that can be read in four minutes or less; and, a one-page investment summary that migrates the conversation from simple payback to the metrics that really matter.
  • Learn how to clone past successes by creating a Success Story Archive™ and sharing it with prospects that look a lot like your best customers.

Speaker

Mark Jewell is a Wall Street Journal best-selling author and Stevie(r) award-winning speaker focused on applying energy solutions to create value. He has influenced energy decisions in three billion square feet of real estate.  His firm, Selling Energy, is one of Selling Power magazine’s Top 20 Sales Training Firms. Mark received his B.S. in Economics from The Wharton School at the University of Pennsylvania.

Additional Details

Check-in: 8:00a.m., with continental breakfast and lunch


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This is a project of the San Diego Regional Climate Collaborative, which is partially funded by California utility customers and administered by San Diego Gas & Electric® (SDG&E) under the auspices of the California Public Utilities Commission. The Center for Sustainable Energy® is a member of the collaborative. Trademarks are property of their respective owners.