Mastering the Playbook
Deliver the Tie-Down: Leadership section of Company Story
"Does that sound like a leadership team you can depend on?"
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"
Where do we submit the bill when in a home to get our proposal?
Momentum Sales App
What are the 4 building blocks, in order?
You; Company; Product; Value
When is the first Dividend payment due?
60 days after installation
What do you need to do within the first 15 mins of the appointment?
Submit the bill
Deliver the Two Path Question: Cancel at Door
"Were you looking for a better time or did you find an alternative way to save on your electricity?"
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 two things do we need to have certainty in to achieve certainty in price protection?
A functioning system and rising cost of electricity
What credit bureau(s) does Sunlight check with during the credit check process?
Experian
Fill in the Blank: "These companies get your name from ____________ and will make it seem as if they were sent at the direction of the utility or the permitting office."
public permitting records
Identify the True Objection: "Do the panels have to go on the front?"
I don't like the look of solar
What must be done for a project to reach MVP status?
All paperwork must be submitted, an engineering visit must be scheduled, and a validation call completed.
How do we define certainty?
The absence of doubt
If you run a soft credit pull, what does this mean?
The pull isn't listed on the credit bureau report and doesn't affect credit.
True or False: We should coach the homeowner to rely on their CARE team representative or Customer Support when they have questions.
False: You should be coaching them to call you with any concerns.
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?"
If payday is on 9/27, when would a project have to install to make it on that paycheck?
8/31-9/13
Why do we build pain around the status quo?
Change only happens when the pain of staying the same outweighs the pain of change.
When leasing, after what point can the homeowner purchase their system?
After 5 years (66 months with MSES)
Finish the line: "If you had to guess, where do you think..."
"...the cost of electricity is going moving forward?"
Deliver the Line: the last paragraph of the roofing rebuttal that negates the need to get a quote before signing for solar.
"The good part for you is that if we find out your roof is unfit for solar, we will not install solar on your home. If we put solar on a bad roof, who do you think is responsible for it? We are! We would stop the project. We don’t want the 25-year obligation of your roof; no company would do that, so we would tell you up front that your roof is unfit for solar. Should you choose to get it through our program, saving you money—or anywhere else because there is no obligation to get it from us—then we can install solar once the roof has been replaced, but we wouldn’t put solar on your roof otherwise."
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
Throughout INTTAI, where is each building block solidified?
1: During the give up/rapport building; 2: Company side; 3&4: Solar Side
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.