Corporate Training By Zack Academy - Efficiency Sales Professional Certification

This 6-day Efficiency Sales Professional Certification Program artfully combines instruction on professional selling, financial analysis, and segment-specific business acumen, all tailored to the energy efficiency industry. This program is formatted as a "boot camp", with each of the 6 trainings taking place separately on 6 consecutive days.

Who Should Attend This Course?

Efficiency products dealers and distributors, mechanical and electrical contractors, energy-
efficiency specialists, architects, engineers, HVAC and lighting designers, building owners and
managers, utility representatives, commissioning authorities, and anyone else whose success
depends on the successful advocacy of efficiency projects.

Topics and Techniques to be Covered Include:

• Identifying and capturing the attention of the highest-quality prospects
• Quantifying and monetizing all of the benefits of enhanced efficiency
• Understanding how people in different segments and decision-making roles view and value
efficiency
• Generating proposals and supporting financials that are concise and compelling
• Understanding the differences between how owner-occupants, landlords, and tenants view
and value efficiency
• Generating compelling value propositions

Please Note:  The Saturday session will also be offered on-line, on-demand for those that are not able to make the final day. If you cannot attend all dates, we will work with you to schedule a make-up date.

Syllabus

Session 1: Setting Yourself Up For Success

Module 1: Introduction to the ESP Program
Module 2: Anticipating and addressing myths and objections
Module 3: Getting in the mindset for success
Module 4: Optimizing your workspace and habits

Session 2: Identifying the Right Leads

Module 5: Finding the right decision-makers in each segment
Module 6: Developing and refining your value proposition
Module 7: Generating leads
Module 8: Leveraging social media

Session 3: Catching the Attention of Your Ideal Prospects

Module 9: Understanding your prospects and building rapport
Module 10: Communication strategies
Module 11: Communication tactics
Module 12: Business etiquette

Session 4: Generating Compelling Value Propositions

Module 13 Business acumen/literacy
Module 14: Understanding and selling all of the benefits
Module 15: Sector-specific examples of benefits beyond utility cost savings
Module 16: Developing winning proposals

Session 5: Calculating Returns

Module 17: Selecting the most appropriate and compelling financial metrics
Module 18: Using life-cycle cost analysis
Module 19: Applying energy efficiency to landlord/tenant settings
Module 20: Project financing and finding the "free money"

Session 6: Seeing it Through

Module 21: Presenting a one-page financial summary as well as the cost of delay
Module 22: Delivering winning proposals and closing the sale
Module 23: Account development
Module 24: Bringing it all together