Getting Past the No
Deliver the Two Path Question: 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?"
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.
What can we use to practice the signing process?
The Training app on our iPads.
Fill in the Blank: "The biggest thing that separates us from our competitors is that we do not ________ any of our work."
subcontract
Why do we smile and wave at the house?
To set a good first impression to the homeowner and to shows the neighbors you were expected.
What do we bring up if the BJ’s discussion doesn’t resolve INTTAI?
The Invisible Hand
What credit bureau(s) does IGS check with during the credit check process?
All three (Experian, Equifax, Transunion)
If the app is not working to submit the bill, what dept do we email it to?
Revisions
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
Why do we mention that we have our own app?
It demonstrates differentiation and credibility.
How do we conclude the I Don’t Like How Panels Look rebuttal?
We gain permission to continue.
What’s in it for a homeowner to provide ACH with Dividend?
Securing the half-percent discount that was already factored into their interest rate.
What kind of setbacks may be illustrated on an irradiance map?
Wind and Fire
Deliver the Tie-Down: What tie-down solidifies belief in Momentum’s longevity as a company?
"Does that sound like a leadership team you can depend on?"
What are 2 reasons we ask if the homeowner would like us to take our shoes off?
To be respectful of cultural or personal preference; To give control so we can take it back; To eliminate awkward barriers.
When handling INTTAI, if the homeowner never brings up price, how do we make sure "Value" is on their list of things they're looking for in a company?
"Looking at your list, wouldn't you agree that most everyone is looking for those same things?"
Why should we unfreeze credit by website, not by phone?
Unfreezing credit by phone can take up to 48 hours.
If payday is on 9/27, when would a project have to install to make it on that paycheck?
8/31-9/13
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?'”
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.
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.
What is the incentive for a homeowner to enroll in autopay with IGS?
They receive a $12 credit to negate the billing fee.
What do we do if the IGS validation call department is closed?
Schedule a time with your customer for the following morning to complete the call with IGS
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.
If the homeowner sees how this saves them money, why must we ask if they see any way where they wouldn’t?
If the worst-case scenario is playing out in their mind, and we don't address it, they will not have absolute certainty and we will end up with objections to qualifying, including most commonly "I need to think about it".