Operational Expertise
What does CP1 status mean for your project?
Ready to install!
what partnership do we mention in company story?
BJ’s
Why do we continuously tell the homeowner if you qualify?
It builds scarcity and urgency
What can we do with every objection/concern to make the homeowner feel heard?
Write it down!
When must a Dividend Welcome Call be made?
When the customer is 75+ years old
True or False: With square footage proposals, you project will be stipped until a utility bill is provided.
TRUE
What do you need to do within the first 15 mins of the appointment?
Submit the Bill
People buy with ___ and back it up with ___.
Emotion; Logic
What is the two path question for a Cancel at Door?
"Were you looking for a better time or did you find an alternative way to save on your electricity?"
What credit bureau(s) does IGS check with during the credit check process?
All three (Experian, Equifax, Transunion)
True or False: 30% of our bonuses are paid at MVP, 70% at install.
False: 100% of bonuses are paid at install
What are the steps to achieving level three Rapport?
Compliment (followed by a question); Learn; Action
What are two reasons we ask if the homeowner would like us to take our shoes off?
Cultural respect; Giving control so we can take it back; Eliminating awkward barriers
Identify the true objection: "Do the panels have to go on the front?"
I dont like the look of solar
What are 3 back-ups we have if a homeowner fails credit with IGS?
Switch homeowners, Pivot to MSES, Cosign with MSES
Explain how tree concessions work.
The homeowner pays for it and is reimbursed upon installation.
Fill in the blank: Our Micro Inverters are about the size of ______.
iPad
How does explaining the difference between micro and central inverters help in the sales process?
It builds certainty in a Functioning System while planting landmines of fear about a string inverter system (competition)
If the homeowner is bouncing from one objection to another, what are we really dealing with?
A smokescreen
Do you need SSN for running MSES credit?
YES
What do we do if the IGS validation call dept is closed?
Schedule a time with your customer for the following morning to complete the call with IGS
Deliver the Growth Paragraph of the Company Story
Now would you agree that in the business world, companies that do it right are easy to spot? Think about Amazon or Chick-fil-A. They didn’t really have to advertise, but giving customers what they wanted made them grow quickly, and now they dominate the marketplace. In solar that’s Momentum. Doing solar better than anyone has landed us on the Inc. 500 and Deloitte 500 lists as the fastest growing company competing with all industries, for 3 years running. Out of tens of thousands of companies of all types, we’re 1 of only 13 to make the list that many times, and we’ve been the highest ranked solar company across the nation for the last five years.
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.
Deliver the conclusion 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."
Why is it important to factor in all sources of income the first time checking credit with Dividend?
Correcting it and trying a second time will require proof on income and will be stipped without it.