Master Overview of a Career in Solar Sales

Find out how to get involved in a career in selling solar energy!

Created byDavid Sugrue

Last updated 7/2013

English

What you'll learn

Understand how to start a solar energy business and how to sell solar.

Course content

4 sections • 16 lectures • 52m total length

Introduction - Why I Made This Course1:08
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!

Solar Sales - Getting Started2:05
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.
Working Conditions in Solar Sales3:09
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.
Commercial Solar vs Residential Solar Companies4:48
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.
Working for a Solar Equipment Manufacturer2:56
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 Company1:40

The Most Important Skill for Every Solar Sales Professional2:57
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.
Who Buys Solar? 4 Key Customer Profiles6:14
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.
Lead Generation4:52
Generating new prospects is absolutely essential to the success of a solar sales professional. We profile successful methods to find new customers.
How to Make a GREAT Proposal to Prospects3:06
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.
Avoid Wishy Washy Client Responses2:30
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!
How to Ask for the Business3:02
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: Ask for the Business:

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?

What's in a Price Objection?4:21
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.
"Your Price is Too High" - 9 Ways to Overcome Price Resistance2:45
How do you overcome price objections? Here are 9 proven methods. No downloands today, but don't let it get you down!
Characteristics of Great Solar Installers3:27
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
Getting Started - Now Take that First Step!3:24
Here's how to use all this information to get started on a solar sales career today!
Solar Sales Career Quiz

Requirements

An interest in the business of residential and commercial solar energy

Description

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.

Who this course is for:

Those considering a career in solar sales or building solar energy

Master Overview of a Career in Solar Sales

What you'll learn

Explore related topics

Course content

Introduction - Why I Made This Course1 lecture • 1min

Careers in Solar Sales5 lectures • 15min

Solar Sales Methodology and Techniques6 lectures • 23min

Price Objection - How to Overcome them and Close the Deal4 lectures • 14min

Requirements

Description

Who this course is for: