Operational Expertise
What feature in our CRM allows us to gain insight to a project or stipulation?
Opps Cases
What is the purpose of explaining the company's partnerships and leadership?
To establish dependability and reliability by showing that reputable organizations trust and endorse the company.
Deliver the Tie-Down: End of Company Story
"Now, do you feel if Momentum wasn’t living up to the promises we make, all those partnerships I mentioned, and all this growth would have been possible"
True of False: Dividend will finance a system if the home is owned by an LLC.
FALSE
What is the two path question for I Need to Think About It?
"Are you going to be thinking about whether or not you want to go solar or are you sure you want to go solar, you're just not sure yet who to partner with for you project?"
Why are thorough appointment notes important?
Leaders and other departments rely on them for additional information about the appointment and homeowner.
What are our 2 most important tools in sales?
Asking Questions and Telling Stories
Fill in the blank: "Momentum has been in the business for ___________ and we're one of the oldest true solar companies in the country."
Over a decade.
In IGS, what needs to be emailed to the HO and signed before a credit check and be emailed?
Electronic Consent
When should we use pictures/articles?
After we have established emotional certainty, pictures/articles ca provide logical certainty to back it up.
What kind of setbacks may be illustrated on an irradiance map?
Wind and Fire
what must you do to establish certainty in YOU
Get in and stay in rapport; Be seen as expert
What pricing business model do utility companaies operate under?
Supply & Demand
What are 3 back-ups we have if a homeowner fails credit with IGS?
Switch homeowners, Pivot to MSES, Cosign with MSES.
Identify the true objection: "What if I don't want it in 5 years?"
What if the Next Homeowner Doesn't Want Solar?
If payday is on 9/27, when would a project have to install to make it on that paycheck?
8/31-9/13
“Everyone knows..” or “Most people...” are examples of what?
NLP
Finish the line: "After hearing about the Solar Program, a lot of people ask,..."
“If the government is funding solar for everyone, then why doesn’t everyone have it?”
Do you need SSN for running MSES credit?
YES
What should we focus on to get past a Cancel at Door, no matter the path?
Significant savings for a small commitment of time.
List 3 of the operational steps between MVP and Installation
Aurora & Trees, Design, HOA, Permitting, Roofing, CP1
Throughout INTTAI, where is each building block solidified?
1: During the give up/rapport building; 2: Company side; 3&4: Solar Side
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.
What is the first thing we review with Homeowner in an agreement?
Their personal information.
When met with “I make all the decisions," how do we help them see the value in getting the other person involved?
Help them understand two people with different minds may come up with different questions; neither of them would buy a car without at least telling the other person first.