In Selling Energy: Inspiring Ideas That Get More Projects Approved! Mark Jewell suggests that a shortage of efficiency-focused professional selling is the missing link to mass-market adoption of energy efficiency. Jewell and Rachel Christenson are co-founders of the San Francisco-based Efficiency Sales Professional Institute, which provides sales training to thousands of energy professionals each year.
The book contains more than 80 short essays examining various aspects of efficiency-focused professional selling. “Imagine how many more projects would win approvals if sellers focused on what their prospects actually valued, rather than the number of control points monitored or projected savings in kilowatt-hours?” says Jewell.
Jewell starts by offering the three top tactics of an efficiency sales professional: a 15-second elevator pitch, a one-page proposal, and a one-page cost/benefit analysis that emphasizes the right financial metrics. He continues by explaining that if glossy brochures and inch-thick feasibility studies or proposals did the job, the job would be done. The book contains a bounty of field-tested insights on selling efficiency effectively, many sourced from interviews with efficiency sales “rock stars.”
Readers of Selling Energy wholeheartedly agree. “Finally, somebody teaches us engineers how to sell energy efficiency. Even the best leaders in the industry will read this and wonder, ‘Why aren’t we already doing this?’” says Lars van der Haegen, President, BELIMO Americas.
Whether you are a manufacturer, specifying engineer, contractor, utility program manager or account executive, third-party program implementer, eco-entrepreneur or any other energy-related professional or job-seeker, you are sure to benefit from the insights provided in this book.