Selling Energy

ustomers from the eco-entrepreneur to the Fortune 500 Company. 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. Each of our offerings delivers insights and skills that make attendees more successful the very next day. We ensure training initiatives are successful by not only delivering the course content and materials, but also providing follow-on reinforcement, coaching, and community support. The market is filled with trainers who claim to provide proven strategies for “consultative selling” and many other buzz terms. Our curriculum artfully combines instruction on professional selling, energy solutions sales, financial analysis, and segment-specific business acumen. Selling Energy’s mission is to create efficiency sales professionals who:

• Find the highest-value targets and capture their attention
• Map the decision-making chain and skillfully assess motivations
• Concisely communicate value and artfully blend emotion and logic to neutralize objections
• Replace myths with math and escape the clutches of simple payback period
• Capture their prospects’ interest by framing projects in terms their customers care about
• Understand and sell all of the cost benefits of enhanced efficiency
• Perform in ways that achieve results and merit emulation