Description:

This training will be covered over the course of 2 days. Both days will consist of 3 hours of learning time.  

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.

November 7

• 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.”

November 14

• 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 each of the following six field-proven approaches.

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

Speaker