Operational Expertise
Prior to assuming the sale and signing, how many times do the words "lease" or "loan" appear in our entire pitch?
Zero
What are 2 of the 3 feelings are we trying to transfer when building rapport?
I care; I'm just like you; Charisma
Deliver the Tie-Down: End of Company Story
"Now, do you feel if Momentum wasn’t living up to the promises we make, all those partnerships I mentioned, and all this growth would have been possible"
What is the first thing we review with Homeowner in an agreement?
Their personal information
Who do we reference that says “homes sell 20% faster with solar than those without?”
Forbes (Home)
If the app is not working to submit the bill, what dept do we email it to?
Revisions
What are our 2 most important tools in sales?
Asking Questions and Telling Stories
When asking our discovery questions, if someone has been looking into solar for more than a month, how do you respond?
"Wow! I'm surprised you haven't done it already!?"
Why should we have the homeowner verbally verify their personal information?
It gets them in the habit of agreeing.
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.
What are 4 of the many factors used in designing an irradiance map?
Azimuth; Pitch; Slope; Tilt; Roof Space; Shading; Geographic Location; Historical Weather Patterns
Why is it important that the homeowner understands that this is a federally incentivized program?
It provides legitimacy and reduces skepticism.
Why do most companies subcontract?
It saves them money.
What number do you leave with a homeowner should they have questions about their agreement?
Train them to call YOU or Momentum customer support.
Identify the True Objection: "What if I don't want it in 5 years?"
What if the Next Homeowner Doesn't Want Solar?
True or False: You must request a notary link via email.
False: You must request a notary link via slack.
Why is it important that we emphasize "that power" when explaining the solar program?
To set accurate expectations
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.
Why should we unfreeze credit by website, not by phone?
Unfreezing credit by phone can take up to 48 hours.
What should we focus on to get past a Cancel at Door, no matter the path?
Significant savings for a small commitment of time
True or False: We should not answer questions about roofs because the technician will have more reliable answers for them during their Engineering visit.
False: The technician is only there to take pictures, not provide roofing information.
Why do we wait for a homeowner to answer our questions, rather than help them answer?
When they verbalize the answer, they solidify their belief.
Deliver the line: Full Permit Poaching paragraph of Buyer's Remorse
"Let me show you something else that’s likely to happen, so you’re ready for it. You see, up until the day your system gets installed, you're likely to be contacted by unethical solar companies trying to steal your project from Momentum. They get your name from public permitting records and make it seem as if they were sent at the direction of the utility or the permitting office. This deceptive practice is called Permit Poaching. As an example, if you saw this on your door, who would you think left it there for you? Of course, but in reality another company leaves these on our customers' doors. Now if they haven't figured out how to build their business without resorting to deception, would you trust them to figure out a sophisticated solar installation and stand by their work? Of course not. So, when you start getting more than the usual number of calls and knocks from solar companies you know what's really going on."
What is the incentive for a homeowner to enroll in autopay with IGS?
They receive a $12 credit to negate the billing fee.
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."