Getting Past the No
If the homeowner asks about moving panels from the front of the home, what objection are they likely hiding?
"I don’t like how panels look"
How do we achieve certainty in the fourth building block?
By having certainty in the first three building blocks
What are the steps of the appointment, in order?
SB; CS; HF/Q; NM; MvS; 3O’s; KtB FT; EPP; AS; S; BDM; BR
When must a Dividend Welcome Call be made?
When the customer is 75+ years old
What feature in our CRM allows us to gain insight to a project or stipulation?
Opps Cases
What do we use to build urgency when a homeowner wants to wait to give referrals?
Their neighbors will see the vehicle with the company’s name and number on the side.
What are our 2 most important tools in sales?
Asking Questions and Telling Stories
Fill in the Blank: What do you think that it is that the government's top economists are looking at that is making them say, "______ for 4% per year rate increases"?
Budget
Why should we have the homeowner verbally verify their personal information?
It gets them in the habit of agreeing.
What are the four Slack buttons we use to ensure that our request for revisions goes to their priority queue?
Design Change; Price Change; Product Change; Other.
How do we conclude the I Don’t Like How Panels Look rebuttal?
We gain permission to continue.
How do we make inflation real and inevitable in the mind of a homeowner?
We get them to tell us (by following the 3 circles script).
Fill in the Blank: "These companies get your name from ____________ and will make it seem as if they were sent at the direction of the utility or the permitting office."
public permitting records
What are 3 back-ups we have if a homeowner fails credit with IGS?
Switch homeowners, Pivot to MSES, Cosign with MSES
What are 4 of the many factors used in designing an irradiance map?
Azimuth; Pitch; Slope; Tilt; Roof Space; Shading; Geographic Location; Historical Weather Patterns
What are the 5 steps/points to resolving concerns about the next homeowner not wanting solar?
Empathize; Zillow/Cost of Living; Next Generation of Homebuyers; Not Meeting the Difficult Buyer; Transferability
What are 3 of the 5 advantages to doing the walkaround?
Build rapport; Maintain/refresh their attention; Provide a visual aid; Plant seeds for referrals; Demonstrate exclusivity by pointing out bad roofs
Deliver the Next Line: "Now, today your meter only spins one way, but if you qualify for solar {Your Utility} will swap out this meter for a bi-directional meter which spins both forward and backwards."
So, in the daytime during overproduction it’s going to send those kilowatt-hours back to the grid, while spinning backwards and building up a bank of kilowatt-hour credits for you, as you can see on this graphic.
When leasing, after what point can the homeowner purchase their system?
After 5 years (66 months with MSES)
During what part of the signing process are concessions to be accounted for?
Generate Docs
When a homeowner asks for an unrealistic concession, why would it be a mistake to call a manager and ask for it?
The homeowner will believe it’s possible and that YOU were simply unable to get it for them.
What impact do the company story, micro versus string, and the insurance conversation have in common?
They provide peace of mind about going with Momentum and they set land mines that create fear of the competitors.
In our pitch, what should we compare the Supply and Delivery charges on a utility bill to?
Nothing! Comparing it to food/retail delivery would be inaccurate because those products’ base cost is not just the cost of materials, and the utility’s delivery charges include more than just transportation.
How do we avoid signature stips with IGS?
By using the Select Style feature
After point of sale, when are 3 times the homeowner should be contacted reminding them of their engineering visit, and how?
48 hours prior by email, morning of by text, 30-60 minutes out by phone call