Online anytime - Learning to S.E.E.: Sell Efficiency Effectively (Commercial & Industrial)

Training Provider: Selling Energy

Online anytime

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Most decisions are emotional decisions, and making energy-efficiency purchases and changes are no exception. Whether you're selling efficiency solutions or seeking project approvals, 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 online Learning to S.E.E.: Sell Efficiency Effectively program will provide you with the insights, focus, and skills you need to grow your market share, revenues, and profitability. This program is geared towards commercial and industrial markets and is approximately 5 hours in length.  

Who Should Attend?

Efficiency products dealers and distributors, mechanical and electrical contractors, energy-efficiency specialists, architects, engineers, HVAC and lighting designers, building owners and managers, utility representatives, commissioning authorities, and anyone else whose success depends on the successful advocacy of efficiency projects.


At the end of this program, participants will know how to:

  • Understand and sell all the benefits of enhanced efficiency (utility cost, non- utility-cost financial, and non-financial)
  • Appreciate the differences in decision-making drivers among building owners/landlords/tenants
  • Identify and appeal to sector-specific and role-specific benefits
  • Generate leads and networking
  • Leverage relationship development
  • Anticipate and address myths and objections
  • Develop communication strategies and tactics, including the value of a well-crafted “elevator pitch”
  • Understand your prospects and building rapport
  • Sell to the C-suite
  • Develop a one-page proposal
  • Find and highlight the “free money” to help reduce or eliminate first cost
  • Calculate a project’s true return, including life-cycle cost where applicable
  • Distill the costs/benefits into a concise one-page financial summary emphasizing the right metrics
  1. Is what you"re doing now working?
  2. Understanding and communicating the value of what you"re selling
  3. Replacing relationship-builders with challengers
  4. Key skills of a challenger
  5. Connecting the dots at various levels
  6. The importance of getting to know your prospects
  7. Migrating the discussions from "popular" to "proper" metrics
  8. Winning strategies for building rapport
  9. Dispelling Myths and Objections
  10. Landlord / Tenant Settings
CertificatesEmailed 3 to 4 business days after course completion.
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Selling Energy trains people to advance their careers and become better sales professionals through our award-winning in-person and online programs. We focus on teaching people how to drive energy solutions by connecting the dots for decision-makers. Our training is designed to get attendees to take action, to identify and advance more projects, to increase participation in incentive programs, to post greater energy savings, and to make their (or their customers’) operations more competitive, profitable, and valuable. Our curriculum artfully combines instruction on professional selling, energy solutions sales, financial analysis, and segment-specific business acumen. Who can benefit? Efficiency products manufacturers, dealers and distributors; mechanical and electrical contractors; energy-efficiency specialists; architects, engineers, lighting designers; building owners and managers; utility representatives; commissioning authorities; and anyone else whose success depends on the effective advocacy of efficiency projects. Rachel Christenson and Mark Jewell launched Selling Energy with the goal of transforming the way companies in the energy efficiency and renewables industries go to market with their products and services. About the Instructor: Mark Jewell is a nationally recognized subject matter expert, coach, speaker, and bestselling author. He is focused on helping others to overcome the barriers to implementing efficiency enhancing projects. Through his monthly coaching calls and daily Selling Energy blog, Mark Jewell provides ongoing support for students putting these principles into practice.

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Questions? 954-400-0595
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