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 ...

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Your Weekly Sales Meeting Can Help You Sell!

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Home Performance Sales Meeting Infographic 3Dusting off and reworking a post from a couple of years ago because it’s still ...

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Does your pricing work?

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what pricingLast week I worked with four different contractors and people in two different programs and discussed ...

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Efficiency Programs Shouldn’t Ignore the Demand Side of the Equation

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Just because you can deliver something, doesn’t mean anyone wants to buy it. It’s called supply and demand. You could teach me to sing, but I ...

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A Tale of Two Value Propositions

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Here’s a hypothetical project, and two archetypal contractor stand-ins.

Really Smart Energy Contractor, Bill, is working for a customer who pays $3,000 (exactly, $3,000) in annual utility bills. He has put together a ...

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Observations from an Energy Audit Mystery Shopper

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Last week I had the chance to mystery shop what was supposed to be an “energy audit”. Alas, it mirrored a lot of what I’ve seen too many times. Here’s quick ...

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Home Performance Sales Approaches

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How would you characterize your home performance sales approach?

  • Do you focus only on the reason the homeowner called, or do you use that as the starting point for a deeper examination?
  • Do you list all ...
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Dump the Jargon and Focus on the Value

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You’ve heard me talk about avoiding jargon and using “words that Mike’s mom would understand“. And engaging people based on what they value rather than what you like ...

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Is Your Weekly Sales Meeting Helping You Perform?

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Home Performance Sales Meeting Infographic 3One thing I’ve noticed is that many of you aren’t having a weekly sales meeting. ...

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