You expend much valuable time and company resources developing energy efficiency proposals that don’t get your fair share of yeses. Why Should I do Business with You? This may be an important piece of the puzzle. If a prospective client told a member of your sales team “There are many others ... Read More »
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How to Improve Commercial Real Estate Profitability
Tenant satisfaction is an important factor in the commercial real estate profitability equation. Properties with high tenant satisfaction have lower vacancy rates, retain tenants longer, command premium lease rates, and are ultimately more profitable. They’re also more marketable and with higher ... Read More »
Can Your Sales Team Tell the Company’s Story?
The story I’m talking about is not regurgitating your company’s history. It’s not reciting your product’s features and benefits. It’s not your mission statement or vision. And it’s certainly not claiming you always exceed customers’ expectations…whatever they may be. The story I’m talking about ... Read More »
It’s the Value of Your Products and Services that Sets You Apart…
...and Drives Proposal Conversion Rates and Profitability If a potential client told a member of your sales team “There are many others who do the same thing as your company, but at lower prices” how do you think they would respond? Most often they would cite all the features and benefits of your ... Read More »
Tired of Getting Too Few Yesses to Your Proposals? Identify the Total Added Value of Your Products and Services
In a recent article I asked how you think a member of your sales team would respond if a prospective client said, “There are many others who do the same thing as you but at a lower price.” There's a good chance they'll respond by touting your product's features and benefits, quality levels and ... Read More »
Increasing Commercial Real Estate Profitability with Energy Efficiency Upgrades
Due to the growing demand for sustainable buildings, the Commercial Real Estate (CRE) industry has a timely opportunity for increasing overall portfolio financial performance. Property owners and managers who take advantage of this trend will find it easier to attract and retain tenants ... Read More »
