Double Your Solar Sales
4.3 (5 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
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Double Your Solar Sales

Master the psychology of closing on the spot
4.3 (5 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
28 students enrolled
Created by Teal Riege
Last updated 1/2017
English
Current price: $31 Original price: $125 Discount: 75% off
5 hours left at this price!
30-Day Money-Back Guarantee
Includes:
  • 1.5 hours on-demand video
  • 1 Article
  • 5 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Build rapport and trust with all different types of homeowners
  • Confidently explain the fundamentals of solar
  • Learn the psychology of why homeowners go solar and how to make them say yes on the spot
  • Conduct the perfect welcome call to be set up for success in the home
  • Know the 8 most common types of solar customers you encounter and how to talk in a way they will listen
  • How to handle objections over the phone and in person
  • How to pull yourself out of a sales "slump" and get back on track
  • Have step by step scripts to follow and memorize for quicker adaptation
View Curriculum
Requirements
  • Students should have a general knowledge of how solar works
Description

After many years of coaching and training sales advisors, we have found that most sales advisors do not have a defined “approach” when planning to go into the home. Even if they do have a plan for selling, in-home distractions, off the wall questions from customers, and their own nerves can often throw them off track and leave them “winging it” hoping that their own charisma and knowledge will get them the sale.

Our vision with the Double Your Solar Sales Course is to provide a turnkey proven structure that every sales advisor, new and veteran, can use in the home and before and after the appointment to ensure their best shot of success and significantly enhance their one-call- closing percentage. Our model has proven brand new sales reps closing at 95% on their first 10 appointments after going through our program, giving you the opportunity to close above 50%, vs. the 12-15% national average.

This course is meant to be an online resource that provides quality content and high class training for everyone interested in becoming apart of the solar sales revolution. Most importantly, after going through this course you can feel confident selling solar and knowing you have the tools to close in one sit.

Who is the target audience?
  • If you are trying to break into the solar industry and learn the fundamentals
  • If you work for solar company but lack formalized training
  • If you are a seasoned rep but want to take your skills to the next level
  • If you own a solar business and want to increase sales from your team
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Curriculum For This Course
14 Lectures
01:52:22
+
How to become a Solar Rockstar
1 Lecture 03:44

Hear Teal's story about what she did to go from coming into a company with no sales experience and no money to even get gas to get to work, to becoming the National Sales Trainer for one of the leading solar companies in the country.

Preview 03:44
+
The Fundamentals
5 Lectures 46:02

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.

The Fundamentals of System Design
09:12

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.

Net Metering, Roof Types and Service Panels
10:22

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.

Selling Cash and Financing Options
13:01

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!

Creating your Elevator Pitch
10:21

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.

An Overview of the Sales Process Timeline
03:06
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Preparing for Success
5 Lectures 40:28

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!)

The Confirmation "Welcome" Call
08:36

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.

The 8 Types of Solar Customers and How to Talk to them
09:05

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.

How to Handle Objections when Confirming the Appointment
05:20

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.

Preparing for the Appointment
02:42

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 ---

Preview 14:45
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Closing in the Home
3 Lectures 22:30

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 ---


The Backbone Structure of a One-Call-Close Appointment
13:04

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.

The "Close"
04:11

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.


Handling Objections at the Close
05:15
About the Instructor
Teal Riege
4.3 Average rating
5 Reviews
28 Students
1 Course
National Sales Trainer

Building the Next Generation of Solar Rockstars

Teal has always had a passion for leading and inspiring others around environmental sustainability. As the National Sales Trainer for a large solar company for over 3 years, she led the outsides sales division by training and on-boarding incoming sales advisors and franchises, conducting in-home consultations, and collaborating with the operations department to bring affordable solar options to everyday homeowners. 

In her time in the solar industry, she wrote, piloted, launched and trained over 6 new company programs and has spent the last year traveling nationwide to train sales teams on how to conduct successful one-call closes. These programs helped revolutionize her company's niche in the marketplace and double the company’s output in deal volume.

In her spare time, Teal loves to travel. Her favorite trips include backpacking throughout South East Asia and Australia where she meditated with Buddhist Monks, trekked through jungles, and scuba dived in every body of water she could have access to.

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Client testimonials:

"Teal does an amazing job with sharing her own experiences and relating them to the material we are learned so that we understand why we say and do things in the process that she is teaching us."

- Rick N., Annapolis MD

"My previous place of employment did not have anything close to this type of hands on training.  I felt this training has alleviated the fear of being a sales person and dealing with rejection. Yes, I learned way more than I expected.  Great information. Thank you Teal!"

- Jeff K. Brentwood, CA

"With the structure of the sit I feel like I will no longer be "winging it" when I make my presentations... I can see how her approach is an effective selling tool."

- Bob S., Redding, CA