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Solar

Gabriel Vasquez
Gabriel Vasquez

The document provides an overview of the Solar Academy and discusses various aspects of selling solar power systems to homeowners. It begins by asking why people want to go solar and who might be against it. It then discusses what would happen if solar became illegal or wasn't available. The rest of the document focuses on how to effectively sell solar systems, including discussing the sales process, establishing trust with customers, keeping the pitch simple, focusing on price savings and value, and asking the right questions to help close the sale. The overall message is that an effective solar salesperson must practice their pitch frequently and focus on building trust and simplicity in order to successfully sign up customers each week.

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Solar Academy Intro and Summary
Why Do People Want to Go Solar?
Whos Might Be Against Solar? Big Oil! Some Politicians?
Maybe Some News Anchor? I Hate Hes just Solar kidding!
What If Solar Became Illegal? Now what do you sell? Solar is Illegal
Imagine Solar Wasnt Available Due to a permanent solar eclipse
Could We Go With Wind?
Imagine If Steve Jobs Invented Jobs invents flat windmill that mounts on roof of house I-mill
Could You Adjust and Sell Wind?
How Easy Is it To Go Solar? 3 things needed to go Solar Good FICO Score Good Roof No Shading Issues
Going Solar is a No Brainer No Cost to Switch Better Price Guaranteed Price (based on production) No Hassle or Hidden Charges Just Continue Buying Electricity
Does It Take Long To Go Solar? Usually 1 hour! Thats your Pitch through the (Contract) Agreement
How Long? Its just a few easy steps Qualification for one of the programs We lock in the rebates Schedule a site assessment Once validated, we schedule the install (Depending on city response to permits and the HOA)
Your Back in The Drivers Seat By switching to solar for little to no money out of pocket You put yourself back in the drivers seat You now have control over your budget, and your financial future
Why Do People Want To Go Solar? Is it: Savings Maybe they were told Frustration (with rising cost) The Cool Factor (Novelty) Save Money Control & Predictability
The Answer Is Evident!
But, Ask Yourselves Do people wake up in the morning with a burning desire to go solar
The Simple Truth Is Ouch If you stay with your utility its gonna hurt
Understanding The Sales Process If you dont understand the sales process and use it to sell solar power then you dont understand the process! If you take the solar panels out and put a wind turbine If you switch from one cellular company to another If you replace cable with a dish The process is the same:
Can You Beat Their Price? If you walk into and office to sell copiers; do you always know what your competitor is charging? Yet we walk into a clients home and ask to see all their utility invoices
You Can Beat Their Price! And guarantee the price! None of our customers like their utility company; in fact 89% of customers surveyed said they would buy solar at the same price as they pay now.
What About The Other 11% 11% believe the rates aren't going up! (11% of Americans believe Elvis is alive) 89% say they will make the switch So why haven't they?
If They Had Wanted It! They would have done it already They dont know how bad it is or about the rising prices They have become so used to rising utility prices! They have become complacent and accepting
So How Do You We Get Them There?
The 1st Goal is Establish Trust Building rapport and likeability If they like you they trust you If they trust you they will go with your recommendation!
The 2nd Goal is Simplicity Getting customers to understand a simple fact: We are offering them a better rate on electricity As opposed to what they are paying today!
Your Pitch Depends on These Trust and Simplicity are the most important elements Everything in our concept pitch leads to these They lead to trust in you and Distrust in the utility company
What About The Price? Theres only one thing that has to be true about the price for the price to be good! It has to be Competitive As long as the price doesnt invalidate the concept; then its a good price
The Dollar Store Concept Whats the price at the dollar store? As long as the price doesnt invalidate the concept; then its a good price Do they carry items worth less or priced better? Sure; but being its priced at $1.00 it doesnt invalidate the concept!
Whats Our Job? Tear down the trust with the 13 16 24 28 32 utility company Explain the tiered system If tier 5 rates have gone up 83% in 7 years; where will they be in 10 years?
Whats a Better Price? 2 13 16 24 28 32 32 If I give you a new rate of .23, .24, .25, .26 is it a better rate? The close rate is almost identical between these
Ever Eat at Quiznos? What does it cost to feed a family of four? $37 and people will spend it Do they care about $37 Do they care if they saved $37 off their electric bill
People Will Always Go For Value You can eat here for half the price
Do You Really Save? $3.49 $3.56 How much cheaper is Costco gas? Do people go out of their way to go to Costco? Is Costco advertising cheaper gas or savings? $1.40 At $3.49 as opposed to $3.56 how much do you save if the tank holds 20 gallons?
Lets Tie It All Together What are the most important questions you should ask every customer?
The Three Questions To Ask 1. What are you hoping to accomplish from this consultation? 2. How long have you been thinking about going solar? 3. What made you decide to go now?
Keep Questions Simple Apple Is all about Simplicity If there is anything in your pitch that is not building towards simplicity then revamp it
Establish & Build Trust Trust is faith that another person will not hurt or take advantage of you. It is the foundation and necessary precondition for all business and solar relationships. Build The Foundation If they trust you they will go solar!
Build On The Values They dont care how much you know until you show them you care If the customer senses that you need this deal more than they do then you have No Deal Remember to ask: What do you think your rate will be in 10 years? (Wait for their response)
Make Sure Your Close Includes Installing the equipment on your house Signing the agreement doesn't commit you to going solar It just sets up the site assessment Make sure your close includes the word installed
Build Fans versus Customers We want fans as opposed to customers (Why?) We want them to go out and tell everyone about solar Make sure they are ecstatic about solar You know there sold when they refer you
Just Ask For The Business! When do you ask for the sale? You should be asking after the agreement There are a few things that happen after this Site Assessment Shall we go ahead and set the site assessment so we can get started with getting solar on your house? Consumer Credit Check Rebates are handled
Recommending Solar Is About Likeability Trustworthy Casualness Trust Simplicity Confidence
So How Do You Get There?
Practice, Practice, Practice Lets say you were offered a spot on a pro team And you start in 6 weeks What do you do? Practice-Practice-Practice Practice differently over and over with all kinds of people Thats how you get there!
So How Are You Doing? Are You Asking Potential Customers To Go Solar Each and Every Time! How Many Do You Sign Up A Week For Your Program?
Now Go Sell Solar! Thank You

More Related Content

Solar

  • 1. Solar Academy Intro and Summary
  • 2. Why Do People Want to Go Solar?
  • 3. Whos Might Be Against Solar? Big Oil! Some Politicians?
  • 4. Maybe Some News Anchor? I Hate Hes just Solar kidding!
  • 5. What If Solar Became Illegal? Now what do you sell? Solar is Illegal
  • 6. Imagine Solar Wasnt Available Due to a permanent solar eclipse
  • 7. Could We Go With Wind?
  • 8. Imagine If Steve Jobs Invented Jobs invents flat windmill that mounts on roof of house I-mill
  • 9. Could You Adjust and Sell Wind?
  • 10. How Easy Is it To Go Solar? 3 things needed to go Solar Good FICO Score Good Roof No Shading Issues
  • 11. Going Solar is a No Brainer No Cost to Switch Better Price Guaranteed Price (based on production) No Hassle or Hidden Charges Just Continue Buying Electricity
  • 12. Does It Take Long To Go Solar? Usually 1 hour! Thats your Pitch through the (Contract) Agreement
  • 13. How Long? Its just a few easy steps Qualification for one of the programs We lock in the rebates Schedule a site assessment Once validated, we schedule the install (Depending on city response to permits and the HOA)
  • 14. Your Back in The Drivers Seat By switching to solar for little to no money out of pocket You put yourself back in the drivers seat You now have control over your budget, and your financial future
  • 15. Why Do People Want To Go Solar? Is it: Savings Maybe they were told Frustration (with rising cost) The Cool Factor (Novelty) Save Money Control & Predictability
  • 16. The Answer Is Evident!
  • 17. But, Ask Yourselves Do people wake up in the morning with a burning desire to go solar
  • 18. The Simple Truth Is Ouch If you stay with your utility its gonna hurt
  • 19. Understanding The Sales Process If you dont understand the sales process and use it to sell solar power then you dont understand the process! If you take the solar panels out and put a wind turbine If you switch from one cellular company to another If you replace cable with a dish The process is the same:
  • 20. Can You Beat Their Price? If you walk into and office to sell copiers; do you always know what your competitor is charging? Yet we walk into a clients home and ask to see all their utility invoices
  • 21. You Can Beat Their Price! And guarantee the price! None of our customers like their utility company; in fact 89% of customers surveyed said they would buy solar at the same price as they pay now.
  • 22. What About The Other 11% 11% believe the rates aren't going up! (11% of Americans believe Elvis is alive) 89% say they will make the switch So why haven't they?
  • 23. If They Had Wanted It! They would have done it already They dont know how bad it is or about the rising prices They have become so used to rising utility prices! They have become complacent and accepting
  • 24. So How Do You We Get Them There?
  • 25. The 1st Goal is Establish Trust Building rapport and likeability If they like you they trust you If they trust you they will go with your recommendation!
  • 26. The 2nd Goal is Simplicity Getting customers to understand a simple fact: We are offering them a better rate on electricity As opposed to what they are paying today!
  • 27. Your Pitch Depends on These Trust and Simplicity are the most important elements Everything in our concept pitch leads to these They lead to trust in you and Distrust in the utility company
  • 28. What About The Price? Theres only one thing that has to be true about the price for the price to be good! It has to be Competitive As long as the price doesnt invalidate the concept; then its a good price
  • 29. The Dollar Store Concept Whats the price at the dollar store? As long as the price doesnt invalidate the concept; then its a good price Do they carry items worth less or priced better? Sure; but being its priced at $1.00 it doesnt invalidate the concept!
  • 30. Whats Our Job? Tear down the trust with the 13 16 24 28 32 utility company Explain the tiered system If tier 5 rates have gone up 83% in 7 years; where will they be in 10 years?
  • 31. Whats a Better Price? 2 13 16 24 28 32 32 If I give you a new rate of .23, .24, .25, .26 is it a better rate? The close rate is almost identical between these
  • 32. Ever Eat at Quiznos? What does it cost to feed a family of four? $37 and people will spend it Do they care about $37 Do they care if they saved $37 off their electric bill
  • 33. People Will Always Go For Value You can eat here for half the price
  • 34. Do You Really Save? $3.49 $3.56 How much cheaper is Costco gas? Do people go out of their way to go to Costco? Is Costco advertising cheaper gas or savings? $1.40 At $3.49 as opposed to $3.56 how much do you save if the tank holds 20 gallons?
  • 35. Lets Tie It All Together What are the most important questions you should ask every customer?
  • 36. The Three Questions To Ask 1. What are you hoping to accomplish from this consultation? 2. How long have you been thinking about going solar? 3. What made you decide to go now?
  • 37. Keep Questions Simple Apple Is all about Simplicity If there is anything in your pitch that is not building towards simplicity then revamp it
  • 38. Establish & Build Trust Trust is faith that another person will not hurt or take advantage of you. It is the foundation and necessary precondition for all business and solar relationships. Build The Foundation If they trust you they will go solar!
  • 39. Build On The Values They dont care how much you know until you show them you care If the customer senses that you need this deal more than they do then you have No Deal Remember to ask: What do you think your rate will be in 10 years? (Wait for their response)
  • 40. Make Sure Your Close Includes Installing the equipment on your house Signing the agreement doesn't commit you to going solar It just sets up the site assessment Make sure your close includes the word installed
  • 41. Build Fans versus Customers We want fans as opposed to customers (Why?) We want them to go out and tell everyone about solar Make sure they are ecstatic about solar You know there sold when they refer you
  • 42. Just Ask For The Business! When do you ask for the sale? You should be asking after the agreement There are a few things that happen after this Site Assessment Shall we go ahead and set the site assessment so we can get started with getting solar on your house? Consumer Credit Check Rebates are handled
  • 43. Recommending Solar Is About Likeability Trustworthy Casualness Trust Simplicity Confidence
  • 44. So How Do You Get There?
  • 45. Practice, Practice, Practice Lets say you were offered a spot on a pro team And you start in 6 weeks What do you do? Practice-Practice-Practice Practice differently over and over with all kinds of people Thats how you get there!
  • 46. So How Are You Doing? Are You Asking Potential Customers To Go Solar Each and Every Time! How Many Do You Sign Up A Week For Your Program?
  • 47. Now Go Sell Solar! Thank You

Editor's Notes

  1. Sure we could.
  2. Imagine jobs invented a flat windmill that mounts on the roof, the I-mill. People would flock to get one
  3. Could we hit the ground running and sell wind power?
  4. How many people wake up in the morning saying I need to switch cable to satellite today? They dont care if its a cable into the house or a dish on the roof or wire out of the street.
  5. How many people wake up in the morning saying I need to switch cable to satellite today? They dont care if its a cable into the house or a dish on the roof or wire out of the street.
  6. How big in inches is a satellite dish at your house? Do you care?Its the same with customers. They dont care. Same with solar. If you find yourself in a big discussion with a customer than your scripting.
  7. Why do we have a low close rate? Only 70% qualify. Whats the gap?
  8. No time to stop and celebrate. No jumping up and down. If you dont ask you are doing your self a disservice. Ask them, and there answer will be very telling.