Hello valued readers and colleagues! I hope this message finds you doing well, both personally and professionally. I am writing today to let you know that our Selling Energy daily blog will be discontinued starting April 1st. And no, this is not an April Fool's joke ..read more

Here are our sales-enhancing tips from this week's Selling Energy Blogs ..read more

As an educator, I have talked about email etiquette many times, particularly regarding follow-up and using the three-sentence solicitation as the center of your messaging. Subject lines are important. The language you use is important. But what about the sign-off ..read more

Working in sales can be rewarding, if you understand what a career in sales is all about. To help remove some of the mystery and illustrate the real potential offered by a career in sales, here are 8 common misconceptions about the sales profession ..read more

Before you interact with a prospect or customer, ask yourself, “What is my goal right now?” As sales professionals, our end goal is usually to make a sale; however, there are many steps that come before you “seal the deal,” and in order to stay on track, it’s important to consider what you intend to accomplish with each step. This kind of forethought applies to virtually every form of communication, whether you’re leaving a voicemail, writing an email, drafting a one-page proposal, compiling a report, or giving an online presentation. What is your goal? What do you want your prospect or custo ..read more

Given the financial pressures that many homeowners are experiencing these days, you might be tempted to think that selling efficiency solutions to single homeowners or homeowners’ associations is a fool’s errand. That simply isn’t true. Some people are interested in efficiency improvements to their home for comfort’s sake. HVAC contractors will tell you that customers don’t care about their utility bills as much “staying cool in the summer and warm in the winter.” However, in my experience I’ve discovered there are more complex drivers than that. In today’s economy more people are working fro ..read more

In keeping with last week’s one-page proposal discussion, I’m a firm believer that there are several different one-page proposal formats. Today let’s explore four different proposal types ..read more

There’s no single formula that turns a salesperson into a successful sales professional. What is common among the best sales professionals, however, is their ability to combine proven sales strategies with their own strengths to produce an individual selling style that is effective in their market.  ..read more

Here are our sales-enhancing tips from this week's Selling Energy Blogs ..read more

Most of the advice I provide in Selling in 6 is related to business practices; however, many of those insights are useful in a personal context as well ..read more