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If you are looking to expand your business into solar energy or you are looking to start a career in solar energy, this is the perfect course. It is designed for HVAC, roofers, contractors and handimen who want to get into solar energy. It is also extremely useful for those considering a career in selling solar energy. Who buys solar? How do you sell it? How much does it cost? How much can you earn? It is all explained in this course.
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|Section 1: Careers in Solar Sales|
|We cover the best way to get started on a career in residential sales. We also discuss the various types of companies in the industry and what they do. Finally, we discuss the main activities of the job.|
|What are the work hours for a solar sales professional? Where are you meeting clients? What kind of metrics are you measured by? How many clients to you have to engage in a week? We cover all of these materials, including how and how much you can get paid. We also provide a list of the top solar installers in the United States.|
|We describe the difference between residential solar companies and commercial solar companies. We also discuss the differences in the sales cycle, average revenue per sale, and the skills you need to succeed as a sales professional. We've included some examples of great residential and commercial installers. Vivint and Trinity are two well known residential installers. Borrego and Sun Edison are two of the best commercial installers.|
|What's it like to work for a solar equipment manufacturer? What about a solar finance company? Working conditions, day-to-day job content and earning potential is discussed. I've put in a case study from the largest panel manufacturer in the world, Yingli. I've also put in the websites of two fantastic inverter makers. Kaco, a central inverter maker, and Enphase, a microinverter maker. Constant study on new p;roducts is essential for your continued success.|
The Solar Finance CompanyPreview
|Section 2: Solar Sales Methodology and Techniques|
|This lesson covers the most important skill for any solar sales professional; the ability to ask open-ended questions and then listen to the customer's answers to uncover their goals and motivations. As part of the supplementary material in this lesson, I've given you 30 examples of open-ended questions you can adaptt to draw out your prospect and uncover his wishes, wants, needs and desires.|
|The four customer profile types and their motivations. Knowing these is critical to building and closing sales. Attached please find an article that gives an excellent description of one type of solar customer, the Pocketbook Environmentalist.|
|Generating new prospects is absolutely essential to the success of a solar sales professional. We profile successful methods to find new customers.|
|How do you create winning proposals quickly and effectively? What items must be covered to convince a prospect that your offering is the best? How can you do it quickly and effectively? We review all these techniques.|
|You should expect a "NO" or a "YES" at the end of ever proposal. And how to do you get that?" By giving them the Right to Say Yes or No! No downloads today, but don't let it get you down!|
|You've uncovered the customer's wants and needs through open-ended questions. You've designed a system that meets his wants and needs. Now it is time to ask for the business. Here are some great ways to do it! Here they are:
How do you ask for the business? There are many ways. Below are just a few:
1. Are you ready to get started?
2. Shall I write up the contract?
3. Have you determined which payment method is the best for you?
4. Can we get you on our build schedule?
5. If you sign tonight, we can have you installed in time for XXXXXX (season, date, holiday, etc.)
6. Should we do it?
7. Can I welcome you to the Mercury family?
8. Are you ready to start making your own electricity?
9. Are you ready to start earning SRECs?
10. With 10% down, we can begin tonight.
11. Are you ready to take the next step?
|Section 3: Price Objection - How to Overcome them and Close the Deal|
|When a customer objects to your price, does he really think it is too expensive? No! He just does not understand the value it brings. It is your job to demonstrate the value of the product and defend against the many techniques your customers will use to beat you down on price. Along with this video, attached is an excellent article on dealing with price objections.|
|How do you overcome price objections? Here are 9 proven methods. No downloands today, but don't let it get you down!|
|When you're looking at potential career opportunities, what should you look for in a solar integrator? What are the hallmarks of the best company and what do you need to be successful? They should have a great portfolio of completed jobs, a long list of happy customers, a decent training program and the ability to offer customer financing. Just look at this excellent portfolio of work from Trinity Solar in Wall, NJ|
|Here's how to use all this information to get started on a solar sales career today!|
Solar Sales Career Quiz
I am a residential and commercial solar sales expert. I have sold solar energy for five years. I have combined all I have learned as a sales person and as someone who managed a team of 14 sales professionals across 3 states into one course. If you're interested in expanding your existing HVAC, carpentry, roofing, or handyman business into solar, this course is for you. It is also excellent for those wishing to start a career selling solar energy.