Selling Energy: Inspiring Ideas That Get More Projects Approved! - kindle ebook by Mark Jewell

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“The best way to prosper yourself is to prosper others.”
                                                                       - Walter Jewell

The first time I heard that advice, I was a very young man sitting at the dinner table with my family.  The topic that particular night was some variation of “What would you like to be when you grow up?”  After hearing my first few ideas, my father shared his simple ten-word suggestion for how to enjoy not only a successful career, but also personal fulfillment.

Today, the lobby of our San Francisco headquarters features an Inspiration Wall that prominently displays my father’s wise words and many others like it.  That wall is the touchstone of what my team and I do every day.  We teach fellow professionals how to enjoy greater success in their worlds by making others more successful.

“Learning to sell efficiency effectively” is a phrase we use quite often in our work.  Having witnessed efficiency decision-making in more than three billion square feet of real estate over the last twenty years, we’ve found that very few people actually know how to sell efficiency.  Most people simply promote it, as if it were a greater good like finding a cure for cancer or housing the homeless.  In some circles, the concept of “promoting” efficiency is so pervasive, you’d think “sell” was a “four-letter word”!

Many people are not very comfortable “selling” even in settings where the notion of selling is not taboo.  Why?  For one, the average salesperson receives less than three days of sales training in his or her entire career.  Moreover, most of that is really product knowledge training rather than teaching someone how to sell.

Second, many sales training programs feature techniques that are no longer effective given the increased sophistication and access to information that today’s buyers bring to the table.

Finally, most sales training programs are one-size-fits-all, as if one could sell efficiency the same way one might sell real estate, insurance, or photocopiers.  Without a doubt, the efficiency industry needs to stop promoting its wares and start selling them. In order for that to happen, many market actors will need training on how to sell efficiency effectively.

The Efficiency Sales Professional Institute is not about “drop and run” training where folks attend a fast-paced seminar to get motivated and educated, only to revert to their old attitudes and habits shortly thereafter. All of our offerings are designed with an eye toward “drip-irrigation” content reinforcement to ensure that lessons learned are consistently applied to drive more sales and move efficiency forward.

Jewell Insights™ is a perfect example of this philosophy.  Each and every day, we publish a short essay via our free ESP Ninja App and email blog.  Each essay either introduces or expands on a topic covered in our in-person and online offerings.  Our workshops offer plenty of innovative mindsets, strategies, and tactics for selling efficiency effectively. Jewell Insights™ provides daily reinforcement that helps those innovations “stick.”

In the words of Mike Rowe (of Dirty Jobs fame), “innovation without imitation is a total waste of time.”  Our combination of revelation and repetition transforms ordinary salespeople into lifelong efficiency sales professionals. On a related note, one of my favorite quotes is, “Successful people do what unsuccessful people are unwilling to do.” To be successful you need more than a good idea.  Turning a vision into a reality requires real work.

Many of our subscribers have already shared how applying something they had read in Jewell Insights allowed them to triumph in a sales situation, so it was an easy decision to compile some of our favorite essays into a book that would benefit an even larger audience.

You may elect to read this book from start to finish.  Or you might turn to an essay at random when you need a dose of inspiration.  Either way, we’re confident you’ll find plenty of insights that will help you prosper yourself by prospering others.