A Tale of Two Value Propositions

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Last week, I talked about value from both the benefit and the cost sides. Let’s dive into the benefit side a bit more deeply…and not the way many of us energy nerds often do.

Here’s a ...

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Build Value (from both sides of the equation) to Drive Sales

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value benefit cost

If you can’t build and sell value, you have to compete on ...

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Is your salesperson pricing right?

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“The sales guy screwed up, and we really ate it on that job.”

Maybe. Maybe not. In my view of successful, scaleable HVAC, solar, and home performance companies, the sales person is responsible for putting together an accurate price ...

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How Efficient is Your Home Efficiency Business?

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Muda in home performance - Waste reduces value and hurts profits

We talk a lot about “efficiency” and “reducing waste” ...

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Panning for Gold: “Leads” During the Slow Times

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panning for goldAlthough there was snow here and there, and even some bitter cold, it really hasn’t been ...

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The Home Performance Forum: Rebirth of the best online residential EE/RE/BS discussion!

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If you blinked or coughed, you might have missed a very important announcement at the National Home Performance Conference last week: The launch of the new Home Performance ...

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The Two Very Best Things About HPC’s National Home Performance Conference Last Week

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The Home Performance Coalition’s National Conference last week in Nashville was the biggest ever. Maybe the best ever, too.

The best thing? The people. I love you people. Your ...

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Sales “Secret”: Ask Good Questions (and Listen to the Answers!)

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Iceberg consultative salesContractors,

How do you know what your customers really want?

There are a lot of very smart ...

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Are you giving your customers options?

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I’m surprised by the number of contractors who only offer one recommendation. (Or no recommendations, just a report on conditions found!)

I think that’s a mistake. If you’ve done a good job listening to the customer, you’ll have ...

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Home Performance Industry Survey Results

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5-orgs-logosLast fall, with generous support from E4TheFuture, a group of five industry groups, the Building Performance Institute ...

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