Corporate Training By Zack Academy - Learning to S.E.E.: Sell Efficiency Effectively (Commercial & Industrial)

Most decisions are emotional decisions, and making energy-efficiency purchases and changes are no exception. Whether you're selling efficiency solutions or seeking project approvals, understanding what factors play a role in the decision-making process and knowing how to build rapport with key stakeholders vastly increase your odds of success. 

This online Learning to S.E.E.: Sell Efficiency Effectively program will provide you with the insights, focus, and skills you need to grow your market share, revenues, and profitability. This program is geared towards commercial and industrial markets and is approximately 5 hours in length.  

Who Should Attend?

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

At the end of this program, participants will know how to:

• Understand and sell all the benefits of enhanced efficiency (utility cost, non- utility-cost financial, and non-financial)
• Appreciate the differences in decision-making drivers among building owners/landlords/tenants
• Identify and appeal to sector-specific and role-specific benefits
• Generate leads and networking
• Leverage relationship development
• Anticipate and address myths and objections
• Develop communication strategies and tactics, including the value of a well-crafted “elevator pitch”
• Understand your prospects and building rapport
• Sell to the C-suite
• Develop a one-page proposal
• Find and highlight the “free money” to help reduce or eliminate first cost
• Calculate a project’s true return, including life-cycle cost where applicable
• Distill the costs/benefits into a concise one-page financial summary emphasizing the right metrics

Syllabus

1. Is what you"re doing now working?
2. Understanding and communicating the value of what you"re selling
3. Replacing relationship-builders with challengers
4. Key skills of a challenger
5. Connecting the dots at various levels
6. The importance of getting to know your prospects
7. Migrating the discussions from "popular" to "proper" metrics
8. Winning strategies for building rapport
9. Dispelling Myths and Objections
10. Landlord / Tenant Settings