Selling Residential Solar for Contractors and Entrepreneurs
3.4 (28 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
251 students enrolled

Selling Residential Solar for Contractors and Entrepreneurs

Designed for contractors, roofers, and entrepreneurs who want to expand into the $2B market for residential solar energy
3.4 (28 ratings)
Course Ratings are calculated from individual students’ ratings and a variety of other signals, like age of rating and reliability, to ensure that they reflect course quality fairly and accurately.
251 students enrolled
Created by David Sugrue
Last updated 8/2013
English [Auto-generated]
Current price: $13.99 Original price: $19.99 Discount: 30% off
5 hours left at this price!
30-Day Money-Back Guarantee
This course includes
  • 42 mins on-demand video
  • 3 downloadable resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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What you'll learn
  • In ths course you will learn about the residential solar energy market, financing techniques, sales methodologies and how to close profitable deals
  • Understand how to start a solar energy business and how to sell solar.
  • An interest in the business of residential and commercial solar energy

This course is designed for general contractors, HVAC companies, roofers, and handymen who want to expand into the $2B market for residential solar in the United States.  This course covers the major changes in the solar market that make it an attractive investment for homeowners.  We cover the sales process, developing a sales team, generating leads, creating proposals, and closing deals.  Learn the techniques used by national solar companies to generate profitable new business

Who this course is for:
  • Electricians, HVAC personnel, roofers, general contractors and entrepreneurs
  • Those considering a career in solar sales or building solar energy
Course content
Expand all 15 lectures 41:42
+ Why I Made This Course And What You'll Learn
1 lecture 01:08

      • Why would anyone write a course about a career in solar energy?  Because it's my story and it's all true.  Learn the easy way and see if a career selling electricity from the sun is right for you!

Preview 01:08
+ The Market Opportunity
3 lectures 10:17

The market for residential solar energy is $2B annually and growing every year! Solar systems will become standard on any home because the economics and financing make sense. Let's look at some of these reasons.

Preview 02:45
Solar leasing accounts for 75% of ALL new residential solar installations.  How do they work?  Who invests in them? How do they make money?  What are the benefits for the homeowner and how does this create work for you? 
Preview 02:40
75% of all new residential solar deals are done using solar leases or Power Purchase Agreements.  Why have they become so popular?  We go over the benefits for consumers and installers.
Preview 04:52
+ Now how do you SELL solar?
2 lectures 04:45

Many consumers still don't understand solar's benefits and solar is still a "want" rather than a "must have" product. So finding capable salespeople who can master the skills in this course is essential in selling solar systems with price tags that can exceed $30,000. We discuss how you can add successful solar sales professionals who will drive profitable new revenue for you.

Finding Capable Sales Professionals
How much technical knowledge must a solar sales professional have?  Not as much as you might think.  Instead, it is their ability to use a well defined sales process to ask open-ended questions and listen to what the customer needs.  They should have good people skills, listens well, and is knowledgeable, likeable and trustworthy.  
What Makes the Best Sales Professionals
+ Good Administrative Practices
2 lectures 05:43
Do you create a sales staff of independent sales reps or are they employees?  We discuss the pros and cons of each arrangement.
How Do You Pay Solar Sales Staff
A review of the different prevalent salary structures for solar sales professionals found in the market today.  
Different Pay Structures
+ Solar Sales Team Management - Best Practices
4 lectures 11:27
What are the activity benchmarks for your sales people?  How many hours should they work? How many appointments should they have each week?  What key metrics should track?  We discuss them all here.
Quotas, Targets and Daily Activity Levels
How many deals should your sales professional close each day?  Each week? Each month?  What is an acceptable close rate?  
Close Rates
Generating new leads is the lifeblood of any business.  Here are 8 proven methods to generate new leads.  
Lead Generation
Many companies today like Sungevity have NO outside sales personnel.  All sales are done over the phone using the internet and Google Earth. It has some real advantages in lowering the cost of sales and reducing overall soft costs.
Inside Sales Power
+ Solar Financing and Proposal Generation
3 lectures 08:22

Making a winning proposal to a client is part art and part science. We cover the formula for making a winning proposal that speaks the customer's unique needs and turns him from a prospect into a customer.

Making a Proposal - Showtime!
We discuss the Power Purchase Agreement, how it is different from solar leasing, and where it is popular and effective.  
Power Purchase Agreements vs. Solar Leases

How can you make technically correct, attractive, easy-to-read proposals that customers will love? Use solar sales software. There are some fantastic, cost-effective software packages that are avaialble today that will make your firm look super professional and also allow you to turn proposals into contracts and formal design documents!

Solar Sales Software: Easy, fast, and cost effective!