Pull-Through
True or False: IGS has a separate phone number for validation calls.
False: The number you dial is the same no matter the financier; you will be redirected after dialing when validating an IGS deal.
What phrase embodies the importance of the homeowner coming to their own conclusion, rather than just taking our word for it?
Telling isn’t Selling
What are the three major difference between the Sting Inverter and Mirco Inverter?
Aesthetics; Safety; Performance
Where do we find the proposal after submitting the bill?
Slack
What can we do with every objection/concern to make the homeowner feel heard?
Write it down.
Deliver the Final Line: Buyer's Remorse
I’ll be here for every step of that journey with you, and I really appreciate you choosing myself and Momentum for your home!
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Deliver the Tie-Down: End of Micro vs String
"So, knowing what you know now, would you let someone install a string system on your roof?"
True or False: With square footage proposals, your project will be stipped until a utility bill is provided.
True: A utility bill is required by the financial partner, regardless of how the proposal was generated.
How should you respond if a Homeowner says they need to think about it?
"I hear what you're saying, and I can appreciate that. Because, that tells me you're taking this decision seriously, and you really want to find the best solution for your home."
Why should the homeowner fill out the solar savings sheet themselves?
It being in their own handwriting ties their emotions to it and ensures legibility.
How do we make inflation real and inevitable in the mind of a homeowner?
We get them to tell us (by following the 3 circles script).
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?"
True or False: 30% of our bonuses are paid at MVP, 70% at install.
False: 100% of bonuses are paid at install.
Why do we avoid saying "I agree" or "I understand" when resolving objections?
Doing so would suggest that we, the expert, would have the same reservation.
Deliver the Next Line: "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."
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).
Fill in the Blank: Our Micro Inverters are about the size of ______.
iPad
What time do we tell our customer the technician will arrive for the EV?
4-hour window, 8-12 or 12-4
If the homeowner is bouncing from one objection to another, what are we really dealing with?
A smokescreen
How Does It Help Your Deal Stick?: Buyer's Remorse
It prepares the homeowner for the process and emotions that will inevitably follow in the days and weeks after the sale, and what to do when these feelings creep into the mind.Why do we wait for a homeowner to answer our questions, rather than help them answer?
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".
List 10 of the Steps Before the Company Story
Show up to the neighborhood 15 minutes early; Show up to the house 2 minutes early; Smile and wave at the house; Keep off the lawn; Knock exactly on time; Ask if they'd like you to take your shoes off; Get to a table; Get/submit the bill; Find out if all decision makers are present; Build Rapport, Ask for a glass of water; Ask how long they've been looking into solar; Askt the appropriate follow-up question; Set the tone
After 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
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.