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Closing Deals: The Power of Understanding Incentives



As a salesperson, you know that closing deals can sometimes be a challenging task. However, one tool that can help you in your sales process is understanding relevant energy incentives that your customers may be eligible for. Incentives can be the deciding factor that convinces your potential customer to make a purchase. In this blog post, we will explore why understanding incentives is great for closing deals.


Incentives help overcome objections

Incentives can help overcome objections that potential customers may have about making a purchase. For example, if a potential customer is hesitant to make a purchase because of the price, being able to showcase available utility rebates can make the purchase more appealing.


Incentives can increase urgency

Incentives offered by utilities and other authority having jurisdictions (AHJs), such as a limited-time rebate on the purchase and installation of an energy efficient appliance, can create a sense of urgency that can motivate potential customers to make a purchase sooner rather than later.


Incentives can differentiate you from competitors

Offering assistance with incentives that your competitors are not offering can make you stand out in the marketplace and differentiate your product or service from the competition.


Incentives can help you upsell

Offering incentives to upgrade to a higher-end product or service can help you upsell and increase your sales revenue.


In conclusion, understanding incentives is an important tool for salespeople. Incentives can help you overcome objections, increase urgency, differentiate you from competitors, and help you upsell. By understanding the incentives that are available to your customers, you can make the most of them and close more deals.


Check out our products page for more information on how Pencil can unlock the data you and your customers need on energy incentives.


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