Questions & Objections
This technique is used to respond to all questions & objections. It makes the customer feel heard, and addresses their concern.
A.R.T. - agree / respond / transition
True or false - you should get the utility bill before setting the appointment, to make sure it’s a good account.
False! Setting the appointment first makes it easier to get the bill.
True / False - When calling close friends and family, you should use your knowledge about solar to help them see why it is a good idea for them.
False! The F&F approach is to lean on the idea that you’re TRAINING & you need to PRACTICE.
The most common roof type, and the easiest for solar, is __________.
Shingle
Is solar free?
No. The equipment & installation are at no cost, but you still pay for the power.
A vague objection that is mostly designed to shoo you away from the door is called a ________.
Smokescreen
True or false - the best way to get a customer’s bill is to simply ask them for it. “Can I take a look at your utility bill?”
False! You should always ask “do you get your bill in the mail, or do you get it online?”
True / False - the same approach works pretty well for calling friends & family, as well as acquaintances & referrals.
False! There are different approaches for each of those 3 categories.
True or false - flat roofs don’t work for solar so you should skip them.
False - we can tilt the panels on a flat roof.
Name 1 analogy that can be helpful in communicating why the panels and battery don’t cost anything.
What is the difference between “I’m not interested” at the beginning of the pitch vs at the end of the pitch?
At the beginning it means “I don’t want to talk to you right now.” At the end it means that you pitch didn’t land. Either “I don’t understand”, “I don’t believe” or “I have an objection.”
When someone tells you that their bill is very low, what question should you ask them?
“Are you guys super conservative with your power?”
“In a perfect world where electricity was free, what else would you like to spend power on?”
True / False - when calling acquaintances, you should ask them to do you a huge favor by listening to your presentation.
True! “The reason I am calling is that I’m hoping you can do me a favor.”
When tiles are made of clay, a ______ will be required for us to install solar.
Comp-out
When you recruit someone into SEP, you get paid $____ per kW for each of their installs.
$50 per kW
1- head on. “Yes but not like it has been in the past - it’s government-subsidized now, so for homes that qualify, it is provided at no cost.”
2- question with a question. “Do you get a lot of people trying to sell you solar? They make it really hard for us to do our job.”
List 3 things you should look for when choosing a knocking area.
1- smaller hood (honey hole)
2- not too saturated with solar
3- harder to knock
4- outlying / less knocked areas
5- Middle class income
When someone doesn’t pick up the phone, what is the best technique to get a call back?
A quick text that says, hey this is ____, give me a call back when you have 2 min, thanks!
When a roof looks like it’s made of pebbles / stones, it is called a _______ roof.
Tar & gravel
Usage is measured in ____, whereas system size is measured in _____.
Usage = kWh, system size = kW
This response works very well for a wide variety of objections, including concerns about the roof, an HOA, etc, because it is non-specific.
Cart before the horse! Let’s make sure the numbers make sense for you first, and then if they do, we can worry about _____. I wouldn’t want to waste your time if the numbers don’t make sense.
List 2 questions that you should ask someone who already has solar?
1- How well is the solar system working for you? Any issues?
2- Is it making enough power for you, or are you paying a TrueUp at the end of the year?
3- Do you guys already have a battery?
When a friend or family member expresses an objection on the phone, how should you respond?
Relieve buying pressure! I’m not trying to sign you up, I just need to practice my presentation.
What are the 3 layers of a roof AND which one is the most important for passing the site survey?
Shingles / tiles (top layer)
Underlayment paper (middle layer)
Decking / plywood (bottom layer)
The condition of the decking is the most important factor for the site survey.
Name 4 PPA’s that are available to us here in SD.
EverBright, Lightreach, Goodleap, Enfin, Solrite