Energy efficiency project expert Mark Jewell of Selling Energy and the Association of Energy Services Professionals (AESP) presented Learning to Sell Efficiency and Demand Management More Effectively on September 15th, 2022.

This webinar kicked off the new partnership between the prestigious AESP Institute and Selling Energy, the energy-solutions-focused sales training firm that has helped more than 100 North American utilities attain their program goals over the last 12 years. You may access the event recording at no cost by filling out the form below.

Watch the video

This webinar touched on the following topics and more…

  • How to reframe the benefits of a proposed energy solution so that they can be measured with market segment-specific yardsticks your customers use to measure their own success.
  • How to migrate the discussion from “simple payback period” and “rebates” to other financial variables that more effectively demonstrate the merits of expense-reducing investments.
  • How to help customers visualize projected energy savings in the context of their day-to-day operations to make the benefits more compelling.
  • How to reframe the “cost of waiting” more persuasively than simply citing the utility savings lost for each month they don’t move forward.
  • How to cross-sell and up-serve your customers to encourage the adoption of multiple measures.
  • How to better leverage trade allies, 3rd- party outreach vendors, and your own key account reps to identify the most promising customers to target for each of your program offerings.

Visit https://aesp.org/selling-energy-course-catalog/ for more Selling Energy courses offered through the AESP Institute!