IMARK member sales reps who want to increase sales and shorten sales cycles for energy-efficient lighting and control installations are encouraged to attend the IMARK Lighting Sales Masters and Lighting/Controls Expo at the Hilton Baltimore BWI Airport in Linthicum, Maryland on Oct. 4-5.
To register, log on to imarkgroup.com and click on the “Lighting/Controls Sales Expo” icon. The cost to attend is $595 per attendee. Space is limited to ensure a quality learning experience. The deadline to register is Aug. 29.
ABOUT THE TRAINING
“Every IMARK member sales rep who attends this training event will be expected to bring the names of between five and 10 current company customers at existing facilities that have less than ‘state-of-the-art’ lighting and controls,” said Steve Ruane, IMARK vice president of marketing and member services.
ROI OPPORTUNITY
During this two-day session, our trainer, Mark Jewell, (see articles on pages 68 and 70) will teach attendees how to sell key decision-makers at these customers on the idea of installing energy-efficient lighting and controls in their facilities.
Jewell is a nationally-recognized expert and coach on the subject of applying energy efficiency to create value in the eyes of the customer. He has 25 years of experience influencing efficiency and renewable energy decision-making in more than 3 billion square feet of real estate and a wealth of noteworthy client engagements to call upon. This truly-informed perspective allows him to teach a pioneering blend of energy-focused “elevator pitches,” one-page proposals and one-page financial analyses using metrics that help get more projects approved. In a world where most energy professionals generate overly lengthy technical proposals that fail to capture attention and where most efficiency or renewable energy initiatives are merely “promoted” as a greater good rather than actually being “sold,” Jewell’s approach is both refreshing and revolutionary.
Jewell has trained more than 200 IMARK member and supplier sales personnel since 2016.
JOINT SALES CALL PROGRAM
All attendees will be enrolled in a joint sales call program where they can work with one or more sponsoring IMARK suppliers to hone their new skills and generate sales success that can be replicated often.
“If the selling skills learned are not practiced and honed when the trainee gets home, no ROI will be obtained for the attendee or their company,” said Ruane.
ABOUT THE PRODUCT EXPO
The meeting will also feature exhibits from many of the leading lighting and control manufacturers in the industry. Manufacturers will be displaying their latest products and will be asked to demonstrate product solutions that are designed especially for the following customer segments:
- Office space
- Retail
- Education
- Health care
- Hospitality
- Large assembly
- Restaurants
- Manufacturing
- Agriculture
- Distribution centers
…and several others.
WORKSHOP CONTENT
The following issues will be addressed during Jewell’s workshop:
Recognizing, understanding and selling all of the benefits of enhanced efficiency including:
- Utility cost reductions
- Non-utility cost financial benefits
- Non-financial benefits
- Generating leads with effective networking
- Addressing myths and objections
- Selling to the C-suite
- Developing an effective elevator pitch
- Developing a one-page proposal
- Developing a one-page financial summary that emphasizes the correct metrics
- Calculating a project’s true return, including life-cycle cost where applicable
- Finding and highlighting the “free money” to help reduce or eliminate first cost
- Leveraging Energy Star Portfolio Manager benchmarking
OTHER BENEFITS
- All attendees will receive a copy of the Learning to SEE (Sell Efficiency Effectively) Playbook by Mark Jewell and Rachel Christenson.
- All attendees will receive a copy of Selling Energy by Mark Jewell with Rachel Christenson—a Wall Street Journal best-seller!
- A professional photographer will be on-hand to take “head shots” of all attendees for use in their personal marketing and outreach activities.
POST WORKSHOP BENEFITS
- One-year’s access to monthly two-hour coaching call by Mark Jewell
- One-year’s access to selected online/on-demand training on the financial analysis of efficiency projects
- Online or on-demand coaching resources such as the Sales Ninja email blog and apps
All IMARK member employees can subscribe to Customer Segment Selling Guides ($79 per person for an annual license) that include valuable and specific insights and information on 12 customer segment types.