Why Behind the Words
What are the 4 building blocks, in order?
You; Company; Product; Value
Fill in the Blank: "The biggest thing that separates us from our competitors is that we do not ________ any of our work."
Subcontract
True or False: Because there is no financial partner when going cash, the only agreement that needs to be signed is the Interconnection Agreement.
False: The homeowner must sign an Installation Agreement.
True or False: IGS has a separate phone number for validation calls.
False: The number you dial is the same no matter the financier; you will be redirected after dialing when validating an IGS deal.
True or False: during INTTAI, we should wait until AFTER the homeowner gives their list before we start tying those things back to what momentum does.
False: We never tie their list to what momentum does. The point of the list is to build towards the concept that the research has been done for them.
Fill in the Blank: People buy with ___ and back it up with ___.
emotion; logic
What is the last question in our net metering script?
"What questions do you have for me about net metering?"
What is the term and rate we lead with when pitching Dividend?
25 years at 6.99%
What's the best way to keep buyer's remorse from causing your homeowner to cancel the sale?
Do the Buyer's Remorse script every time.
When resolving the "Just show me the numbers" rebuttal, what do we say those numbers depend on?
The company (and their ability to deliver them accurately)
How do we want to make our homeowner feel, as if they have a sign around their neck asking for it?
Important
Why do most companies subcontract?
It saves them money.
True or False: A dividend customer must put the full ITC amount towards their loan by the 16th payment due date.
False: The homeowner may choose to keep part or all of the ITC for themselves and their month solar installment would increase accordingly.
Why is it important to congratulate the homeowner when doing Buyer's Remorse?
You spent the entire presentation saying, "If you qualify." Now they've qualified and secured those savings, so it's great to reinforce that decision by congratulating them and letting them know they've made a great decision.
Identify the True Objection: "What if I don't want it in 5 years?"
What if the Next Homeowner Doesn't Want Solar?
Why do we build pain around the status quo?
Change only happens when the pain of staying the same outweighs the pain of change.
Fill in the Blanks: "BJ's looked into the company's customer service______ and _____ their installation ______ and _______, the products used like _____ and _______, and overall value."
staff and policies; practices and training; panels and inverters
True or False: The ITC is a tax rebate designed to make solar more afforable.
False: The ITC is a tax credit.
Why is it crucial that we ask the homeowner about any reservations they may have about their future with Momentum?
It's our last chance to handle any reservations while still in the home. After walking out the door, any issues that come up will be handled over the phone.
When rebuilding certainty in our product in INTTAI, what 2 questions do we ask to prompt the homeowner to reaffirm their certainty in a functioning system?
"Do you believe that if Momentum were to install this system on your home, it would produce this amount of electricity we spoke about and you wouldn't have to buy it from {UTILITY}?" followed by "What makes you sure of that?"
Throughout INTTAI, where is each building block solidified?
1: During the give up/rapport building; 2: Company side; 3&4: Solar Side
List 10 of the Steps Before the Company Story
Show up to the neighborhood 15 minutes early; Show up to the house 2 minutes early; Smile and wave at the house; Keep off the lawn; Knock exactly on time; Ask if they'd like you to take your shoes off; Get to a table; Get/submit the bill; Find out if all decision makers are present; Build Rapport, Ask for a glass of water; Ask how long they've been looking into solar; Askt the appropriate follow-up question; Set the tone.
What is the incentive for a homeowner to enroll in autopay with IGS?
They receive a $12 credit to negate the billing fee.
How Does It Help Your Deal Stick?: Solar Savings Calculation Sheet
It will help homeowners re-sell themselves on solar after you leave.
Deliver the Line: reassuming the sale from the solar side of INTTAI.
"Well, by saying no to enrolling in solar while it may be available to you today, you're saying yes to the Utility company 10 years from now in that exact same scenario, so let's see if we can get you qualified."