Double Your Solar Sales

Whether you're new to solar sales or just want a refresher, this lesson will cover the basics of how to design a solar layout, what things to watch out for, and an overview of different electricity bills / providers from around the country so you can feel confident speaking on electricity rates from the west coast to the east coast.

This lesson will continue from the last lesson on the basics for system design, to discuss how net metering works, the most ideal roof types to install on (and those to avoid) and when to add in extra costs for service panel upgrades.

With so many different financing companies out there- this lesson will highlight the top solar financiers available in the USA and provides a comprehensive outline of the pro's, con's, and paperwork submission processes for each. With this knowledge, you can make sure you are choosing the right financing option for each customer.

You're making chit chat while in line at the grocery store, or you're out with some new friends and what's the first thing people usually ask you? "What do you do for work?" And how many of you can come up with a quick, concise yet compelling answer under 30 seconds?

It's hard to do! This lesson will teach you the main elements for a fantastic elevator pitch to hook your audience and potentially create new leads!

So you got your first deal... Now what do you do? As a new sales rep, it can often be daunting trying to understand something as complicated as the solar installation process, and where you fit in throughout the entire timeline. Your job does NOT END after the initial sale...! Watch this lesson to understand the most important times when you should be checking in with customers to ensure you don't LOOSE the deal before it's installed, as well as build a pipeline for easy referrals.

Confirmation calls are more than just asking customers if the date and time still work for the appointment. Learn the psychology of what really makes a customer respect you, feel comfortable to open up to you, and subconsciously say YES to closing with you before you even meet with them! (Tried and true process that WORKS!)

From training sales reps in the last 3 years, I have found that most customers fall into 8 main types of characters, and if you understand their motivating factors, you will better be able to talk them off a cliff from rejecting you, or ease any concerns they have during the signing. In this lesson, you'll learn what these characters are, how to spot them, and how to talk to them in a way that they will listen to you.

It can be so easy for customers to shut you down over the phone -- They don't have to look you in the eye to reject you, they can hang up whenever they want to, and you don't have any ability to stop them. But you DO have the ability to engage with them and ease their concerns before they get the idea to reject you and hang up. Through this lesson, you will learn how to keep customers saying yes to you, and the techniques to change their mind about meeting with you so that when you show up at their door, they have no hesitations to invite you in.

You may be laughing that there's an entire video on how to prepare for an appointment, but I'm not just talking about what paperwork you should have in order. Preparing for an appointment is preparing for that winning shot - it takes mental preparation, as well as having your logistics organized. Learn from the visualization queen what it takes to really tap into the mindset to close any customer, and relax your presence so that customers are naturally inclined to trust you. Very powerful.

Being in sales can be a rollercoaster of emotions, one day you're riding high on closing 3 deals back to back, and the next week you feel like you can't find your mojo to even smile at a customer, let alone deal with all their heavy concerns. If you've been feeling in a slump, don't worry, it happens to the best of us! Watch this module to learn how to boost your mindset and bring positivity back to the daily grind. 

--- One of the most highly rated modules ---

The essential element to this entire training course. If you walk away with ANYTHING, I hope it will be this. When going into every home, having a plan and sticking to that plan will make the difference between:

• Getting the sale
• Building incredible respect
• Increasing your referral volume

AND

• Walking out empty handed
• Looking unprofessional or sloppy
• Losing respect and the chance for potential referrals

In this lesson, I will share with you my personal secrets of the backbone structure that helps me to feel 100% confident in my abilities to close any customer, that has expressed some sign of interest, to sign with me on the spot.

--- One of the most highly rated modules ---

And then comes the CLOSE!!!

This module will follow along with the backbone structure lesson previously to walk you through my specific process for closing customers on the spot, and I will share with you the one tool I use for closing. This template you can download and customize with your company's logo to use and implement this technique immediately with your next appointment.

We all hate that last moment in the close -- the awkward silence where we're waiting for them to say yes or no to us... But I want to debunk this age old sales myth that "the first one to speak always loses". In this final lesson I will walk you through the specific process for handling questions and objections at the close. It has much less to do about who speaks in these final moments, and more to do about what you are saying to them as they make this final consideration. The key is to keep responses short, concise and confident.

Below are a few of the most commonly Frequently Asked Questions:

1. Who is responsible for the maintenance? 
   1. The installation company is responsible for all maintenance.
2. How long are most financing agreements for?
   1. 20 years.
3. How long does the installation take?
   1. 1 to 2 days
4. Where is the electricity stored?
   1. All of your excess electricity is stored on the grid
5. What happens if the panels are not working?
   1. The financing company will contact the installers to come out and make repairs right away.
6. What happens if the power goes out?
   1. You are still connected to the grid, so it works the same whether you have solar panels or not.
7. How long do solar panels last? 
   1. They are warrantied for 25 years but check on the specifics for each financing company
8. What happens if the new homeowner doesn't want the solar panels when I move?
   1. If people do not like the idea of solar on your home, they are more than likely not going to consider buying your home. Solar panels come with the home, much like a pool or a renovated kitchen. Most people will be excited by this home improvement and fixed electricity rate but if they see this on the house listing and don't want it, they will probably bypass it and look for a different home type. We are not able to come out and remove them, unless you want to purchase the panels and take them to your new house.
9. What if I need to replace my roof after the solar panels are installed? How much would this cost? 
   1. It would be the responsibility of the roofing company you hire to remove and reinstall the solar system in the event of a roof replacement. 

For a comprehensive list of Frequently Asked Questions, feel free to refer to the document linked below.