Stephen Dixon, and acclaimed energy efficiency sales trainer, Mark Jewell, have teamed up with the Independent Electricity System Operator (IESO) and your local hydro company to deliver two days of training aimed at dramatically increasing your effectiveness in selling energy efficiency projects.
Day 1 – Learning to S.E.E.: Sell Efficiency Effectively™ is an excellent introduction to efficiency-focused professional selling.
This one-day version of the Learning to S.E.E. course taught by Mark Jewell, with Stephen Dixon contributing insights and helping with hands-on exercises, features concepts from the award-winning, more comprehensive Efficiency Sales Professional™ Certificate Boot Camp. Throughout the day, Stephen Dixon will draw on his 35 years of energy efficiency experience, contributing insights into various sub-topics of the agenda, and highlighting Canadian examples, tools and resources.
Most decisions are emotional decisions, and making efficiency-related purchases and changes are no exception. Whether you’re selling efficiency solutions or coaching market actors toward 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. Learning to S.E.E. is a streamlined version of the more comprehensive Efficiency Sales Professional™ (ESP™) Program, and will provide you with the insights, focus, and skills you need to grow your market share, revenues, and profitability.
Day 2 – Selling Energy: Hands-on Lab provides hands-on guidance applying Day 1 with real projects. This day will help you to transition your training into market success.
This hands-on workshop, taught by Stephen Dixon and Mark Jewell, is designed to guide graduates of the Learning to S.E.E. program as they apply six essential dimensions of efficiency-focused professional selling to their own situations. It will focus on spotting the savings, reframing project potential so that it is accessible by non-technical professionals, and quantifying costs/savings/results that become inputs to the sales approaches and tools covered in Day 1.
This workshop is a “next steps” hands-on version of the Learning to S.E.E.: Sell Efficiency Effectively™ curriculum. With the help of numerous templates and exercises, this hands-on lab will kick-start each graduate’s real-world adoption of these concepts and provide a roadmap for their successful adoption over the long term.
This 2-day workshop will help you be more effective at:
- Getting energy efficiency projects approved faster, by better understanding decision-making dynamics
- Reframing the benefits of efficiency so they can be measured by yardsticks your prospects are already using to measure their own success, and;
- Expressing those benefits in ways that attract the attention of decision-makers and motivate action;
Describing, discussing, and applying the six-dimensional approach to energy efficiency-focused professional selling;
Leveraging segment-specific insights while using your three-sentence solicitations, elevator pitches, one-page proposals.
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.