Why Behind the Words
What are the 4 building blocks in order?
You; Company; Product; Value
What can we do with every objection/concern to make the homeowner feel heard?
Write it down!
What is a "UCC-1 Filing" also known as?
A mechanic's lein
When must a Dividend Welcome Call be made?
When the customer is 75+ years old.
What are the three major difference between the Sting Inverter and Mirco Inverter?
Aesthetics; Safety; Performance.
How do we summarize the idea that the homeowner will first believe their voice over anyone else’s?
Telling isn’t Selling
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 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 credit bureau(s) does IGS check with during the credit check process?
All three (Experian, Equifax, Transunion)
What statistic came from the industry’s top financial partners?
We have the highest post-installation customer satisfaction rating of any company at scale.
We define cerainty as:
The absence of doubt.
Identify the true objection: "Do the panels have to go on the front?"
I don't like the look of solar.
By when must we outcome our appointments?
Before we pull away from the house.
What are 3 back-ups we have if a homeowner fails credit with IGS?
Switch homeowners, Pivot to MSES, Cosign with MSES.
What are the steps to achieving level three Rapport?
Compliment (followed by a question); Learn; Action.
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)
What are the 5 steps/points to resolving concerns about the next homeowner not wanting solar?
Empathize; Zillow/Cost of Living; Next Generation of Homebuyers; Not Meeting the Difficult Buyer; Transferability
What time do we tell our customer the technician will arrive for the EV?
4-hour window, 8-12 or 12-4
Why should we unfreeze credit by website, not by phone?
By phone can take up to 48 hours.
Fill in the blank: Our Micro Inverters are about the size of ______.
iPad.
When do we use articles and pictures as logical proof of the features and benefits?
After you established emotional certainty in the homeowner.
Knowing that the utility company comes with a lifetime commitment and isn't free, what is the only thing the homeowner has to give up in the value exchange?
Status Quo
How do you resolve the issue of an IGS agreement with a name that doesn’t match the property report?
A name amendment
What are IGS Solar's 3 limits on obligation to deliver, per the IGS agreement?
1. IGS is not a utility company 2. electricty needed beyond the system's production comes from the utility company 3. IGS will not pay for structural or electrical upgrades required for installation
Fill in the blank: "If they had included an insert that said you may be able ________________ with them permanently.."
"to qualify to lock in today's rates "