Specific Objection Replies
I’m not interested
No worries, I’m a little rusty and need some practice, mind if I read it to you anyway?
Which technique is the best fit for “I’m not interested” and why?
1- Cart before the horse / 2- I’m training / 3- kick the can / 4- if we can’t, we won’t come back
2 - in training. It works like a cheat code here.
Why is the “A” in ART important?
It incentivizes them to keep asking questions and makes them feel smart for asking.
Is there a credit check?
I’m busy
I’ll be super quick with you
I’ll give you the short version
I’ll give you the thumbnail version
Leave me a brochure
(Agree.) Yes but… it’s digital, where should I send it? We have to check a few things first. And then we drop it by so you can ask questions. (Transition.)
Which works best for “my roof is old” and why?
1- Cart before the horse / 2- I’m training / 3- kick the can / 4- if we can’t, we won’t come back
1- cart before the horse. we check for savings before we worry about the roof.
Which technique is best for smokescreens?
This or that - break it down into a real objection
What brand of panels do you use?
(Agree.) There are several different options out there depending on how much roof space and sunlight we’re working with. When we drop by with your energy report tomorrow at _____, we’ll have the specifics all ready to go for you! I’m just not sure yet because we haven’t run your details. (Transition.)
I’m not interested
Use their last name
Your home is on a list of homes likely to qualify
Our bill is pretty low already / we don’t use a lot of power.
(Agree.) Are you guys holding back? A/C? Future plans? Comfort? If we could get you a lot more power for about the same price, would that be helpful? (Transition or walk away.)
Which works best for “we need to talk it over before we meet with you guys” and why?
1- Cart before the horse / 2- I’m training / 3- kick the can / 4- if we can’t, we won’t come back
1- cart before horse. They don’t know what they’re talking over until they have a design and numbers
What is the final & very important step of a feel / felt / found reply?
Transition back to the pitch
Do you guys get paid commission?
(Agree.) Yes that’s correct, we get paid by the job. BUT! We ONLY get paid if we can qualify the house, save you money, get your approval on a design, get the system installed, pass inspection and then get it activated. If we don’t get it done for you, there’s no pay or cost.
I’m not comfortable giving out my power bill
The last thing we check is to see how much power you’re using, and that’s how we figure out how many panels you need.
(Agree.) What are you guys planning to do? Great, in the meantime we can qualify the home and get you guys some numbers to have in your back pocket. It doesn’t take much time and it can be super helpful for planning purposes. No worries that you guys won’t want to act on it right away. We’re the information guys! (Transition.)
Which works best for “i need an electric panel upgrade in order to go solar and it’s too expensive”, and why?
1- Cart before the horse / 2- I’m training / 3- kick the can / 4- if we can’t, we won’t come back
4- if we can’t, we won’t come back. We can usually take care of those at no cost along with the solar project. If for whatever reason we can’t, we won’t come back and waste your time… we’ll just call and let you know.
When in doubt, the universal reply to ALL objections no matter what they are, is…
(Agree.)
Can you tell me a little more about that?
*Or*
Let me call my project manager real quick.My grandfather built this house with his bare hands and as he lay dying in the hospital, he made me promise never to put solar panels on it.
(Agree.) But let me ask you this. What do you think the power bill was when he said that? What are you guys paying today? Do you think that might change his mind at all? (Transition.)
Since every home is a little different, it’s our job to get homeowners details that are specific to their home in particular. So what we do is, we drop when you and your spouse have a few minutes to chat…
I’m getting old and I’m not gonna be around for 25 years.
Which works best for “how many panels would I get?” And why?
1- Cart before the horse / 2- I’m training / 3- kick the can / 4- if we can’t, we won’t come back
3- kick the can. We have a visual for that so it’s way easier to communicate these details when we’re looking at the computer together.
Which specific “this or that” question is the most widely effective for all smokescreens?
Is it that you don’t use a lot of power, or is that you’ve heard solar is really expensive?
How long does it take to get installed once the process is started?
(Agree.) That’ll depend on a few different things so right now, the best I can tell you is 2 weeks to 5 months. It’s a little cart before the horse at this point. Once we get you the report, if you tell us the numbers make sense, we do a free checkup on the house. After that we’ll have a much better idea of timeline, and you guys can decide what you want to do or not do. (Transition.)
This sounds too good to be true
It’s not free - you still pay for your power and you have a monthly energy bill. We don’t use the F word.