Handling Objections: A One-Scene Role-Play

Posted by:

Share Button

In a contractor sales training a couple weeks ago, the section that got the participants the most engaged was on “Handling Objections”. I want to dissect that more, but for today, I’m going to limit this to offering ...

Continue Reading →
4

Ignoring Irrational Buying Behavior Means Fewer Energy Efficiency Purchases

Posted by:

Share Button

Predictably Irrational CoverCheck out Predictably Irrational by Dan Ariely.  Or just read his blog for ...

Continue Reading →
0

Role-playing. Love it or hate it, you should be doing it.

Posted by:

Share Button

Practicing makes you better“You look like a dork.” OK, maybe she has a point. I’m ...

Continue Reading →
0

4 (More) Traps to Avoid in Selling Home Performance

Posted by:

Share Button

You want the sale. We all want the sale! Maybe you’re very hungry to post some numbers or push to hit the plan. That’s OK. But don’t let that get in the way of ...

Continue Reading →
0

Good information and financing don’t lead directly to buying energy-efficiency

Posted by:

Share Button

bad decisionsI heard it again last night from a couple of manufacturers who have a ...

Continue Reading →
0
Page 8 of 8 «...45678