Non-Energy Benefits

Those of you who read this blog frequently (or attend any of my classes) know that I talk a lot about non-energy benefits (hereinafter, “NEBs”). The average, run-of-the-mill efficiency salesperson usually focuses the discussion solely on energy and cost savings, leaving a whole wealth of potential persuasive material out of the picture. You sales professionals in the audience are probably thinking, “Well why don’t they think to bring NEBs into the discussion? They could talk about employee productivity, reduced operating and maintenance expenses, tenant comfort, and so forth.” The answer is simple: they don’t have these talking points in their sales toolkit.

The goal of this blog is to empower you with the knowledge and resources to improve your abilities as a sales professional. I’d like to share a resource that was published back in 2008 that reinforces the importance of including NEBs in the discussion. While it may be challenging to quantify and monetize NEBs in some situations, this article clearly shows their importance in the decision-making process. Give it a thorough read and add this knowledge to your sales toolkit!

Want our daily content delivered to your inbox? Sign up for the EEFG Insiders mailing list!
By (Efficiency Sales Professional Institute-) | |
next post → ← previous post

Stay in Touch

Call Us

We'd love to hear from you. Call us at 808-333-7225 and we'll be happy to answer any questions you have.

Recent Insights

  • Sales Productivity

        As a business owner and sales professional, having the ability to analyze metrics and performance statistics is vital to my success. Early in my career when I was working primarily in sales, I would log and analyze all... read more

  • Now or Never

        Does your To-Do list have hundreds of items on it? Do you often find yourself putting off tasks for later? If so, you may want to consider reexamining the way in which you manage tasks. While the To-Do... read more

  • Highlight Your Experience

      One of the best ways to capture a prospect’s attention is to highlight your experience working in similar situations. While it’s not necessarily a good idea to “toot your own horn” (particularly when you’re first introducing yourself), emphasizing specific... read more