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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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 ...

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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 pricing.

Oh my.

Contractors, can you make ...

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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 probably wouldn’t sell a single ...

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Sell the Solution…

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Sell The Solution

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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 work scope which includes replacing ...

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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 summary.

The good.  The auditor had ...

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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 of the features of the ...
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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 to talk about. The following ...

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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 ...

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