Mastering the Playbook
What are the steps of the appointment, in order?
SB; CS; HF/Q; NM; MvS; 3O’s; KtB; FT; AS; S; BDM; BR
How do we achieve certainty in the fourth building block?
By having certainty in the first three building blocks.
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
Why should we have the homeowner verbally verify their personal information?
It gets them in the habit of agreeing
What feature in our CRM allows us to gain insight to a project or stipulation?
Opps Cases
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
What are our 2 most important tools in sales?
Asking Questions and Telling Stories
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.
Which partner will finance an LLC?
MSES
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
What tie-down solidifies belief in Momentum’s longevity as a company?
Now, does that sound like a leadership team you can depend on?
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
What is our goal with the I Don’t Like How Panels Look rebuttal?
Gain permission to continue
What are 3 back-ups we have if a homeowner fails credit with IGS?
Switch homeowners, Pivot to MSES, Cosign with MSES
What are four of the factors used in designing an irradiance map?
Azimuth; Pitch; Slope; Tilt; Roof Space; Shading; Geographic Location; Historical Weather Patterns
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.
What are three of the five advantages to doing the walkaround?
Rapport; Attention; Visual; Referrals; Exclusivity
What should we focus on to get past a Cancel at Door, no matter the path?
Significant savings for a small commitment of time
How is MSES used differently in NY and FL compared to our other TPO markets?
In Florida and New York markets we use MSES for leases, but in all other markets where we offer TPO we use MSES for power purchase agreements (PPAs).
During what part of the signing process prompts concessions to be accounted for?
Generate Docs
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 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.
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 is section 5 of the IGS agreement?
Conditions to be Met Prior to Installation of the System
Other than at 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