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Virtual Selling Mini Boot Camp- Online Instructor-Led Training Course

11/07/2023 @ 12:00 PM - 4:00 PM EST


Event Details

Awards 0.4 CEUs / 4 PDH (Click for more info)

AESP is accredited by the International Association for Continuing Education and Training (IACET). AESP complies with the ANSI/IACET Standard, which is recognized internationally as a standard of excellence in instructional practices. As a result of this accreditation, AESP is authorized to issue the IACET CEU. AESP instructors disclose in advance that they have no interest in any product, service, or material discussed during the course. This information is stated orally and in the training course handbook.

As more and more customers prefer remote interactions over in-person meetings, the need to learn virtual selling techniques is more urgent than ever. Selling Energy’s new Virtual Selling Training is optimized for busy energy professionals.

Target Audience:

Efficiency products dealers and distributors, architects, engineers, mechanical and electrical contractors, energy-efficiency specialists, HVAC and lighting designers, building owners and managers, utility representatives, commissioning authorities, and anyone else whose success depends on the successful advocacy of energy projects.

What we will cover:

  • Reframing energy projects to match each customer’s segment-specific goals/yardsticks.
  • Crafting and practicing compelling elevator pitches and three-sentence solicitations.
  • Drafting and presenting compelling one-page narrative proposals focused on “why.”
  • Presenting one-page financial analyses featuring the right metrics.
  • Overcoming objections to “win” ignored, stalled, rejected or new energy proposals.
  • Leveraging cross-selling, up-serving, referrals, etc. to generate “win-win” outcomes. 

After completing this course, you will be able to:

  • Demonstrate how using video helps advance sales and marketing efforts with both existing and new customers, and that includes synchronous selling (e.g., Teams and Zoom calls) and asynchronous selling (e.g., embedding videos in emails that can be easily forwarded among internal champions and their decision-making colleagues).
  • Develop powerful video content by leveraging six field-proven approaches.

*Attendees must earn an 70% or higher on the final course test in order to earn 0.5 CEUs.


    Mark Jewell

    Mark Jewell

    President, Selling Energy

    Mark Jewell is a subject matter expert, coach, speaker and best-selling author focused on overcoming barriers to implementing projects. As co-founder and President of Selling Energy, he teaches other professionals and organizations how to turbocharge their sales success.


    12:00 PM - 4:00 PM EST
    Event Category: