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Selling Energy

Author : Mark Jewel

Publisher :

Page : 214 pages

File Size : 35,97 MB

Release : 2014-09-01

Category : Selling

ISBN : 9781941991008

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Book Description

** #8 on The Wall Street Journal best-selling business book list for September 13, 2014** Given the abundance of commercially available energy-saving technologies, talented technologists to apply them, and even generous rebates to help finance them, why in the world aren't more efficiency projects approved? Based on twenty years of experience influencing efficiency decision-making in more than three billion square feet of properties, this author concludes that many more projects would be approved if energy professionals were actually trained to "sell" rather than simply "promote" efficiency. Energy efficiency products, services and programs all require effective selling. Professional sales skills make you more successful at advancing any energy efficiency initiative, regardless of your role in the process. Moreover, you need to think of yourself as a sales professional even if your job title does not include the word "sales." This book contains more than 80 short essays, each of which examines a unique aspect of efficiency-focused professional selling. Many originally appeared on Jewell Insights, the Efficiency Sales Professional Institute's daily email and smartphone blog that offers drip-irrigation reinforcement of concepts borrowed from the award-winning, weeklong Efficiency Sales Professional Certificate Boot Camp. As of this writing, more than one thousand energy professionals had benefited from this training. Hundreds of testimonials confirm the link between efficiency-focused professional selling and increased sales success: higher closing ratios, shorter sales cycles, deeper retrofits, and more. So what does efficiency-focused professional selling look like? 1) The confidence to reframe the benefits of efficiency so that they can be measured with the yardsticks that prospects are already using to measure their success 2) A 15-second elevator pitch that is precisely tuned to a particular prospect's values 3) A one-page narrative proposal delineating efficiency targets, the rationale for change, financial projections, status, and action steps for moving forward 4) A one-page financial summary that offers a clear and compelling treatment of both "popular" and "proper" metrics 5) An ability and willingness to sell utility-cost-financial, non-utility-cost financial, and non-financial benefits 6) An ability to recognize and replace myths with the math and motivation that get projects approved. Whether you are a manufacturer, specifying engineer, contractor, utility program manager or account executive, third-party program implementer, eco-entrepreneur or any other energy-related professional or job-seeker, you are sure to benefit from the insights provided in this book."



Ninja Selling

Author : Larry Kendall

Publisher : Greenleaf Book Group

Page : 276 pages

File Size : 45,13 MB

Release : 2017-01-03

Category : Business & Economics

ISBN : 1626342857

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Book Description

2018 Axiom Business Book Award Winner, Gold Medal Stop Selling! Start Solving! In Ninja Selling, author Larry Kendall transforms the way readers think about selling. He points out the problems with traditional selling methods and instead offers a science-based selling system that gives predictable results regardless of personality type. Ninja Selling teaches readers how to shift their approach from chasing clients to attracting clients. Readers will learn how to stop selling and start solving by asking the right questions and listening to their clients. ​Ninja Selling is an invaluable step-by-step guide that shows readers how to be more effective in their sales careers and increase their income-per-hour, so that they can lead full lives. Ninja Selling is both a sales platform and a path to personal mastery and life purpose. Followers of the Ninja Selling system say it not only improved their business and their client relationships; it also improved the quality of their lives.



Selling Power

Author : John L. Neufeld

Publisher : University of Chicago Press

Page : 343 pages

File Size : 39,37 MB

Release : 2016-11-08

Category : Business & Economics

ISBN : 022639977X

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Book Description

We remember Thomas Edison as the inventor of the incandescent light bulb, but he deserves credit for something much larger, an even more singular invention that profoundly changed the way the world works: the modern electric utility industry. Edison’s light bulb was the first to work within a system where a utility generated electricity and distributed it to customers for lighting. The story of how electric utilities went within one generation from prototype to an indispensable part of most Americans’ lives is a story about the relationships between political and technological change. John L. Neufeld offers a comprehensive historical treatment of the economics that shaped electric utilities. Compared with most industries, the organization of the electric utility industry is not—and cannot be—economically efficient. Most industries are kept by law in a state of fair competition, but the capital necessary to start an electric company—generators, transmission and distribution systems, and land and buildings—is so substantial that few companies can enter the market and compete. Therefore, the natural state of the electric utility industry since its inception has been a monopoly subject to government oversight. These characteristics of electric utilities—and electricity’s importance—have created over time sharp political controversies, and changing public policies have dramatically changed the industry’s structure to an extent matched by few other industries. Neufeld outlines the struggles that shaped the industry’s development, and shows how the experience of electric utilities provides insight into the design of economic institutions, including today’s new large-scale markets.



Energy and Civilization

Author : Vaclav Smil

Publisher : MIT Press

Page : 564 pages

File Size : 35,96 MB

Release : 2018-11-13

Category : Science

ISBN : 0262536161

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Book Description

A comprehensive account of how energy has shaped society throughout history, from pre-agricultural foraging societies through today's fossil fuel–driven civilization. "I wait for new Smil books the way some people wait for the next 'Star Wars' movie. In his latest book, Energy and Civilization: A History, he goes deep and broad to explain how innovations in humans' ability to turn energy into heat, light, and motion have been a driving force behind our cultural and economic progress over the past 10,000 years. —Bill Gates, Gates Notes, Best Books of the Year Energy is the only universal currency; it is necessary for getting anything done. The conversion of energy on Earth ranges from terra-forming forces of plate tectonics to cumulative erosive effects of raindrops. Life on Earth depends on the photosynthetic conversion of solar energy into plant biomass. Humans have come to rely on many more energy flows—ranging from fossil fuels to photovoltaic generation of electricity—for their civilized existence. In this monumental history, Vaclav Smil provides a comprehensive account of how energy has shaped society, from pre-agricultural foraging societies through today's fossil fuel–driven civilization. Humans are the only species that can systematically harness energies outside their bodies, using the power of their intellect and an enormous variety of artifacts—from the simplest tools to internal combustion engines and nuclear reactors. The epochal transition to fossil fuels affected everything: agriculture, industry, transportation, weapons, communication, economics, urbanization, quality of life, politics, and the environment. Smil describes humanity's energy eras in panoramic and interdisciplinary fashion, offering readers a magisterial overview. This book is an extensively updated and expanded version of Smil's Energy in World History (1994). Smil has incorporated an enormous amount of new material, reflecting the dramatic developments in energy studies over the last two decades and his own research over that time.



Luxury Selling

Author : Francis Srun

Publisher : Springer

Page : 245 pages

File Size : 38,48 MB

Release : 2017-04-07

Category : Business & Economics

ISBN : 3319455257

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Book Description

Srun shows how the psychology of luxury brands truly plays into high value customer motivations and unlocks the potential to understand their decision processes which are unlike that of any other customer. Selling to very wealthy, demanding customers – whether you’re selling luxury products or high value bespoke professional services – is a very different process to selling anything else to anyone else. Francis Srun has twenty years experience in the luxury industry, based in France, Switzerland, China and Hong Kong, most recently with Maison Boucheron. The first step is learning how to physically embody “Luxury”. You need to look, speak, and move “Luxury”. The true luxury attitude is not submissive nor is it hauteur – it is gentle, generous and simply, truly human. Success comes from not just being professional but from building a genuinely luxury relationship with clients. To do that you need to truly understand your client. High value customers today are younger, international in outlook and residence, and increasingly from Asia. Their buying motivation is always about self-affirmation and pleasure and never about money. The luxury customer’s decision process is unlike that of other customers. While emotion is important when selling anything to anyone – with luxury selling it is paramount. Srun shows how the psychology of Brand, Product, Place, Price and Time all play a role in customer’s motivations. Finally this book guides you step by step with concrete examples and useful techniques through the seven steps of luxury selling: be prepared to sell, welcome appropriately, listen genuinely, propose and present with style, meet objections with persuasion rather than refutation, conclude sharply and finally gain loyalty for a long term relationship.



ICPES 2019

Author : Farhad Shahnia

Publisher : Springer Nature

Page : 170 pages

File Size : 19,26 MB

Release : 2020-07-01

Category : Technology & Engineering

ISBN : 9811553742

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Book Description

This book highlights various applications of renewable energy systems and their enabling technologies in electrical power systems. It features selected articles from the 9th International Conference on Power and Energy Systems (ICPES 2019), held in Perth, Australia, which presented the latest advances in the field and provided a platform to exchange ideas and foster future collaboration with a sustainable future in mind.



Power

Author :

Publisher :

Page : 1050 pages

File Size : 16,95 MB

Release : 1913

Category : Machinery

ISBN :

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Book Description





Power from the Sun

Author : Dan Chiras

Publisher : New Society Publishers

Page : 273 pages

File Size : 10,53 MB

Release : 2009-09-01

Category : Technology & Engineering

ISBN : 1550924338

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Book Description

Easy-to-understand, accurate, and comprehensive, this is the guide for anyone interested in installing a solar electric system. Power from the Sun provides a basic understanding of electricity, solar energy and the sun, and solar site assessment. It discusses the types of photovoltaics (PVs) and PV systems, advances in PVs, charge controllers, inverters, batteries, and generators, as well as the installation and maintenance of a PV system. This book is written for the layperson and is designed to raise the solar electricity literacy of readers. It provides a great overview of the many options available and is designed to help homeowners make wise decisions during the design, purchase, and installation of solar electric systems—and save a lot of money. Providing readers with the knowledge necessary to communicate effectively with PV installers, Power From the Sun is a great guide for homeowners, business owners, installers, architects, building department officials, utility company employees, and just about anyone else who wants to lower their energy bills or achieve greater energy independence. Dan Chiras is president of Sustainable Systems Design, Inc., a residential renewable energy and green building consulting firm, and is director of The Evergreen Institute’s Center for Renewable Energy and Green Building, which offers workshops on residential renewable energy and green building. He is an internationally acclaimed speaker and author and has published twenty-five books, including The Homeowner’s Guide to Renewable Energy and Power from the Wind.



Trading Triads

Author : Felipe Tudela

Publisher : John Wiley & Sons

Page : 440 pages

File Size : 50,21 MB

Release : 2010-05-28

Category : Business & Economics

ISBN : 0470971584

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Book Description

Trading Triads explains the ‘Triads’ method, a system that enables simple market analysis, flagging accurate turning points as well as precise entry and exit points for trades. The book begins by introducing the reader to the Triads method and how it was developed, as well as explaining how it reflects the fundamental structure of the market. The author goes on to explain the oscillatory nature of markets, their structure and their key elements. The book explains why most indicators give false signals and explains how to avoid them. After exploring fundamental market structure, the book explains the Triads strategy. It covers precise entry and exit points as well as stop placement. Also it explains how to use Triads at the same time as other indicators to trade the markets most successfully – for example, how a simple moving average traded with the help of Triads becomes a powerful trading tool that avoids most false signals. It also shows how to trade an MACD, stochastic or any other indicator/method with the help of Triads. The purpose of these examples is to show how the Triads methodology improves significantly any trading method or trading tool. The book aims to explain to the reader a new trading method which can simplify analysis of the market, and provide a simple and extremely versatile strategy which can sit alongside the trader’s current range of tools to increase precision, and results, in their trading of the markets.