“Learning to S.E.E.: Sell Efficiency Effectively™” One-Day Professional Selling Workshop
May 29, 2015
Puget Sound Energy Auditorium
$495 per person
Topics Addresses in the One-Day Workshop The L2SEE curriculum delivers highlights of the more detailed Efficiency Sales Professional™ Certificate Program. The level of detail and time spent on each topic give attendees an “awareness” level of understanding, which effectively sets the stage for “skill-building” as they begin applying what they learn in this one-day program and become interested in additional training. The one-day L2SEE format typically features the following topics:
Understanding and selling all of the benefits of enhanced efficiency (utility cost, non-utility-cost financial, and non-financial)
Appreciating the differences in decision-making drivers among owners/landlords/tenants
Identifying and appealing to sector-specific and role-specific benefits
Generating leads and networking
Account development
Anticipating and addressing myths and objections
Communication strategies and tactics, including the value of a well-crafted “elevator pitch”
Understanding your prospects and building rapport
Selling to the C-suite
Developing a one-page proposal
Calculating a project’s true return, including life-cycle cost where applicable
Distilling the costs/benefits into a concise one-page financial summary emphasizing the right metrics
Finding and highlighting the “free money” to help reduce or eliminate first cost
Leveraging ENERGY STAR Portfolio Manager benchmarking to open doors and document progress
Speaker Mark Jewell, CEO of EEFG and a Co-Founder of the Efficiency Sales Professional Institute
Bio Mark Jewell is a nationally recognized subject matter expert, coach, speaker and Wall Street Journal best-selling author focused on applying energy solutions to create value. He supports other professionals and organizations in overcoming the barriers to implementing projects. Earlier this year, Mark received the 2015 Gold Stevie® Award for Sales Training or Education Leader of the Year.His experience includes over 30 years in commercial real estate and 20 years in energy efficiency. Over the last two decades, he has influenced energy decisions in more than three billion square feet of North American real estate. He is the founder and CEO of EEFG and a co-founder of the Efficiency Sales Professional Institute. Earlier in his career, Mark helped the US EPA deploy both the ENERGY STAR® Buildings Program for Commercial Real Estate and the Portfolio Manager® benchmarking tool. Mark is a graduate of The Wharton School at the University of Pennsylvania, where he specialized in Economics and Finance.
Registration Please register below or by call Brook Walker in the Electric League office: 425-646-4727.
