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!