Financial Knowledge
What is the full name of our in-house financial partner?
Momentum Solar Energy Services
Why don't we pre-qualify homeowners?
To maintain urgency and prevent them from feeling free to shopping around.
Prior to assuming the sale and signing, how many times do the words "lease" or "loan" appear in our entire pitch?
Zero
Who do we reference that says “homes sell 20% faster with solar than those without?”
Forbes (Home)
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"
In IGS, what needs to be emailed to the homeowner and signed before a credit check and be emailed?
Electronic Consent Form
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 team helps you save projects after they cancel?
Retention
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."
Deliver the Tie-Down: Three Circles.
Do you see any way where [Utility] will be able to avoid raising their rates by at least 6% per year?
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.
What 2 things must you do to establish certainty in YOU.
Get in and stay in rapport; Be seen as expert.
What kind of setbacks may be illustrated on an irradiance map?
Wind and Fire
Identify the true objection: "Do the panels have to go on the front?"
I don't like the look of solar.
What are the steps to achieving level three Rapport?
Compliment (followed by a question); Learn; Action
When are cash payments due and in what amounts?
10% at signing; 30% after completion of design and permitting; 50% after installation; 10% after inspection in order to activate.
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).
Who can you call during an appointment for a roof quote?
Nobody; we leave that to the roofing specialists after the engineering visit.
When handling INTTAI, if the homeowner never brings up price, how do we make sure "Value" is on their list of things they're looking for in a company?
"Now, that's a great list, but what if you found out that you could have gotten all of those same things, but you also could have gotten them for less money? Would you be happy after the fact?"
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.
What is the Truth in Lending section of the Dividend agreement?
It outlines their payment amount and schedule.
Why do we ask if a homeowner if they would try to qualify to lock in today's rates with the utility company, if given the option when pitching a loan, but not when pitching a lease?
Loan installments are fixed; Lease payments escalate at 2.9%
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.
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
Deliver the "penalty pricing" section of Kill the Bill.
"Now, did you know that utility companies are one of the only places on the planet where the more you buy of something the higher the price they charge you for each unit? We're typically used to places like BJ's or COSTCO where the more you buy of something the cheaper it becomes. Utilities use a different pricing model based on supply and demand that actually penalizes you for being a good customer. The more you use, the higher the rate they charge you."