Selling Energy: Inspiring Ideas That Get More Projects Approved!

Your prospects are consumed with their industries, not yours. They don’t need to understand your technology or even your industry to buy from you. They need to feel comfortable that you understand their situation, what drives value in their world, and that your recommendations will get them closer to where they already know they want to go.
I often say that your sales success will be directly correlated with your ability to connect the dots between the benefits your offering can deliver and the yardsticks your prospects are already using to measure their success.
Your prospects are not waking up in the morning thinking, “Wow, I hope I can save some kilowatt-hours or therms today!” Or, “Boy, if I only had another couple hundred control points in my energy management system, my life would

on’t judge each day by the harvest you reap but
by the seeds that you plant.”
Robert Louis Stevenson