Financial Knowledge
When must a Dividend Welcome Call be made?
When the customer is 75+ years old.
What feature in our CRM allows us to gain insight to a project or stipulation?
Opps Cases
According to that leadership team, what are the 2 most important pieces of great customer experience?
Installation Quality and Ongoing Customer Support.
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.
If the homeowner asks about moving panels from the front of the home, what objection are they likely hiding?
"I don’t like how panels look"
What credit bureau(s) does Dividend check with during the credit check process?
TransUnion
What team helps you save projects after they cancel?
Retention
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?"
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 do we bring up if the BJ’s discussion doesn’t resolve INTTAI?
The Invisible Hand
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 must be done for a project to reach MVP status?
All paperwork must be submitted, an engineering visit must be scheduled, and a validation call completed.
What pricing business model do utility companies operate under?
Supply & Demand
How do we want to make our homeowner feel, as if they have a sign around their neck asking for it?
Important.
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.
Why should we unfreeze credit by website, not by phone?
Unfreezing credit by phone can take up to 48 hours.
What time do we tell our customer the technician will arrive for the EV?
4-hour window, 8-12 or 12-4
How do other companies cut corners on Insurance?
They just get a general liability policy, or they let the worker’s comp. portion lapse.
“Everyone knows..” or “Most people...” are examples of what?
Neuro-Linguistic Programming (NLP)
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?"
How do we avoid signature stips with IGS?
By using the Select Style feature.
List 3 of the operational steps between MVP and Installation
Aurora & Trees, Design, HOA, Permitting, Roofing, CP1
Finish the line: "If you had to guess, where do you think..."
"...the cost of electricity is going moving forward?"
Throughout INTTAI, where is each building block solidified?
1: During the give up/rapport building; 2: Company side; 3&4: Solar Side
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."