Selling Energy Efficiency for Maximum Impact Series

Whether you are selling energy efficient equipment to a customer or seeking budget approval from your supervisor, understanding what factors play a role in the decision-making process and knowing how to influence key stakeholders will vastly increase your success.  Join us to learn about the approaches to marketing and “selling” efficient products and equipment. Facility managers, contractors, manufacturers and the utility incentives all have a role in the adoption of new energy efficient technologies in our community. This training series will identify best practices in justifying energy and water efficient upgrades.

The training series is comprised of three sessions. For maximum benefit, it is highly recommended to attend each session in the series. Space is limited.

July 10  - Big Picture Focus: What and Why we are Selling Efficiency

Learn the basics of “selling” and using the right approach to be more persuasive and influential in your role, following the sales process to qualify the most promising leads.

July 17 – Efficiency Sales and Methodologies

The second session will focus specifically on getting the sale closed, as well as provide tips on how to overcome or avoid objections from the decision maker.

July 24 – Technical Sales Components

The final discussion will address more advanced technical selling techniques and strategies, such as when and how you might effectively present a customer with a life-cycle cost analysis as opposed to simple payback. The right financial presentation is key to whether your decision maker will proceed with an efficiency project.

Lunch will be provided.