Selling Green 101 Course Series

Selling Green 101 is an introductory series of Web-based, narrated presentations based on NAED’s new research study, Green Goes Mainstream: How to Profit from Green Market Opportunities. The series will consist of 20-30 minute courses with a curriculum that flows from an overview of the market and driving factors, to making a value proposition for green solutions, to identifying key incentives for customers to employ specific green applications.

Who should take the series of courses?
Selling Green 101 is designed for inside and outside sales reps who want to become more proficient in selling green solutions, and other employees who need to better understand the energy efficiency, green building and renewable energy markets.

Students will learn how to: 

• Identify markets, applications, and technologies that represent sales opportunities in green building
• Recognize key terminology used in green solutions
• Understand forces driving green sales opportunities
• Create value propositions for selling green products

Course 1:

What does Green Mean?

The first course in the Selling Green 101 series is an introduction to the concept of “Green” for the electrical distribution channel. The course introduces the specific markets that can be entered today, the forces driving the green building revolution, and key terminology necessary for learning to sell green solutions.

• Identify three market sectors that define green sales opportunities
• Identify forces driving green opportunities
• Identify five emerging green applications
• Recognize the need to build a business case differently from traditional methods
• Identify service opportunities for Electrical Distributors
• Recognize key terminology used in green solutions

Course 2:

In conversations about “green,” people often refer to lighting as the “low-hanging fruit.”  What they’re saying is that lighting is the easiest green sale to make. Projects to retrofit and upgrade lighting are often an electrical distributor’s first foray into the green market – largely because the products are familiar, and the payback is good. Plus, there are some strong incentives—everything from tax credits and utility rebates to free technical guidance and higher productivityCourse objectiv

• Identify factors driving demand for lighting retrofits and upgrades.
• Recognize key provisions of federal regulations that encourage lighting retrofits and upgrades.
• Identify products and services needed to satisfy lighting retrofit and upgrade customers.
• Select facts to build a business case for lighting retrofits and upgrades.
• Identify target markets, business partners, and staff training resources to accelerate success in the lighting retrofit and upgrade market.

Course 3:

Grow Your Business with Lighting and Building Controls

Grow Your Business with Lighting Controls & Building Controls is the 3rd course in the Selling Green 101 series, the place to start if you’re serious about getting into the growing market for green products and services. The series introduces basic terminology, the drivers of the emerging green markets, and provides an overview of selling tactics for appropriate applications and technologies.

Course objectives:

• Identify factors driving the demand for lighting controls and building controls.
• Identify products and services needed for lighting and building controls projects.
• Select facts to build a business case for investments in lighting and building controls.
• Identify target markets, business partners, and staff training resources to help you provide energy-efficient solutions.

Course 4:

Building Sales Momentum in the Green Building Market

Building Sales Momentum in the Green Building Market is the fourth course in the Selling Green 101 series. Previous Selling Green 101 courses provide an overview of the green market and strategies for selling lighting retrofits and upgrades, lighting controls, and building controls. These courses also present timely information about daylighting and building automation. This fourth course brings all of this information together and discusses how all of these products and systems are incorporated into a green building. This course also focuses on the various standards that help the industry define what a green building is and the facts you need to make an effective business case to your customers.

• Define green building
• Recognize leading green building certification programs, including categories and versions of LEED
• List products and services that developers, builders, and owners of LEED-certified buildings need
• Select facts on which to build business case for investing in green building
• Select strategies and tactics for strengthening your company’s presence in the green building market

Course 5:

Increase Your Bottom Line with Renewable Energy

Renewable energy. What is it? Why is it important? And how do you sell it? The fifth course in the Selling Green 101 series, Increase Your Bottom Line with Renewable Energy, answers these timely questions. As the rising costs and detrimental impact of nonrenewable energy sources continue to make headlines, businesses small and large are looking for alternatives that can help them not only reduce their carbon footprint but also reduce their bottom-line energy costs. This course will introduce you to renewable energy sources like solar energy and wind power and to the big sales opportunity they represent. In this course, you will learn about the electrical products and services you can offer to your customers and the business case you can make to sell renewable energy solutions to them.

• Match energy terms to their definitions.
• Identify various solar energy solutions and electrical products used in them.
• Identify types of wind energy solutions and electrical products used in them.
• Identify services renewable energy customers need.
• Identify factors driving growth and permanence in the renewable energy market.
• Select strategies and tactics to strengthen distributor’s presence in renewable energy market.

To order, contact NAED Customer Service at (888) 791-2512 or customerservice@naed.org. For additional information, visit online at www.naedlearningcenter.org.

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