Operational Expertise
What does CP1 status mean for your project?
We are ready to schedule the installation.
What partnership do we mention by name in Company Story?
BJ’s
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
Who do we reference that says “Homes with solar panels sell for 4.1% more?”
Zillow
When is the first IGS payment due?
30 days after activation
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
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!?"
What are our 2 most important tools in sales?
Asking Questions and Telling Stories
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?"
In IGS, what needs to be emailed to the homeowner and signed before a credit check and be emailed?
Electronic Consent Form
Who needs to sign the interconnect agreement?
The person on the utility bill
Fill in the Blank: "These companies get your name from ____________ and will make it seem as if they were sent at the direction of the utility or the permitting office.
"public permitting records"
Why is it important that the homeowner understands that this is a federally incentivized program?
It provides legitimacy and reduces skepticism.
Identify the True Objection: "Do the panels have to go on the front?"
I don't like the look of solar
What number do you leave with a homeowner should they have questions about their agreement?
Train them to call YOU or Momentum customer support.
True or False: Momentum will pay someone to remove trees for a homeowner, if that is an agreed upon and approved concession.
False: The homeowner pays for it and is reimbursed upon installation.
Fill in the Blank: Our Micro Inverters are about the size of ______.
iPad
What is the purpose of the last paragraph of the company story?
To build certainty in Momentum by drawing a correlation between growth and quality of work.
What should we focus on to get past a Cancel at Door, no matter the path?
Significant savings for a small commitment of time
When leasing, after what point can the homeowner purchase their system?
After 5 years (66 months with MSES)
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.
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."
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%.
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.
What is section 5 of the IGS agreement?
Conditions to be Met Prior to Installation of the System.