Why Behind the Words
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
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?"
What are 3 of the things you can do to improve your pull-through?
Insurance Conversation; Validation Call; Solar Savings Calculation Sheet; Buyer's Remorse Script; Referrals; Selfie; Follow-Up
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.
According to that leadership team, what are the 2 most important pieces of great customer experience?
Installation Quality and Ongoing Customer Support
Fill in the Blank: People buy with ___ and back it up with ___.
emotion; logic
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?"
Why is it important to address buyer's remorse during the closing?
To discuss what comes next and to reduce the likelihood of cancellation by addressing common post-purchase anxieties.
What is the term and rate we lead with when pitching Dividend?
25 years at 6.99%
What statistic came from the industry’s top financial partners?
"We have the highest post-installation customer satisfaction rating of any company at scale."
What is one point of value in delivering a sincere leadership paragraph in the Company Story?
It tells your story; It allows them to follow the lead of experts who have already done the research; It builds certainty in company longevity.
What MUST we do before asking the two-path question in INTTAI?
We must deflect and build rapport.
Why is it important to congratulate the homeowner when doing Buyer's Remorse?
You spent the entire presentation saying, "If you qualify." Now they've qualified and secured those savings, so it's great to reinforce that decision by congratulating them and letting them know they've made a great decision.
True or False: A dividend customer must put the full ITC amount towards their loan by the 16th payment due date.
False: The homeowner may choose to keep part or all of the ITC for themselves and their month solar installment would increase accordingly.
Finish the Line: "When the panels go on your roof,..."
"...our greatest natural resource, sunlight, hits the panels and they generate electricity."
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 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?"
True or False: You should coach your homeowners to reach out to their CARE team representative if they have questions between EV and installation.
False: You should be coaching your homeowner to know that you are their primary contact for all questions, comments, concerns throughout the duration of their active project.
True or False: You do not need a SSN when checking credit for a lease.
False: MSES requires a SSN to check credit.
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 impact do the company story, micro versus string, and the insurance conversation have in common?
They provide peace of mind about going with Momentum and they set land mines that create fear of the competitors.
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."
How Does It Help Your Deal Stick?: The Insurance Conversation
It will solidify in their mind that they are making the right decision by going with you and Momentum today, rather than risk going with someone that cuts corners
What 3 options do we have if one homeowner has failed credit with every financial partner, what can we do?
Try another person on title; Co-sign with MSES; Cash
Finish the line: "If you had to guess, where do you think..."
"...the cost of electricity is going moving forward?"