Getting Past the No
Who do we reference that says “homes sell 20% faster with solar than those without?"
Forbes (Home)
What is the first thing we review with Homeowner in an agreement?
Their personal information.
Where do we submit the bill when in a home to get our proposal?
Momentum Sales App
What are the three major difference between the Sting Inverter and Mirco Inverter?
Aesthetics; Safety; Performance
Why don't we pre-qualify homeowners?
To maintain urgency and prevent them from feeling free to shopping around.
When resolving the "Just show me the numbers" rebuttal, what do we say those numbers depend on?
The company (and their ability to deliver them accurately)
What credit bureau(s) does Sunlight check with during the credit check process?
Experian
Why are thorough appointment notes important?
Leaders and other departments rely on them for additional information about the appointment and homeowner.
Deliver the Tie-Down: End of Three Circles
"Do you see any way where [Utility] will be able to avoid raising their rates by at least 6% per year?"
Why do we ask the homeowner "On a scale of one to ten how important is proper installation of your system is to you?
" It gets the homeowner to vocalize their belief in the importance of proper installation.
What MUST we do before asking the two-path question in INTTAI?
We must deflect and build rapport.
What are 3 back-ups we have if a homeowner fails credit with IGS?
Switch homeowners, Pivot to MSES, Cosign with MSES.
By when must we outcome our appointments?
Before we pull away from the house.
Finish the Line: "When the panels go on your roof,..."
"...our greatest natural resource, sunlight, hits the panels and they generate electricity."
How do we make inflation real and inevitable in the mind of a homeowner?
We get them to tell us (by following the 3 circles script).
If the homeowner is bouncing from one objection to another, what are we really dealing with?
A smokescreen
True or False: The ITC is a tax rebate designed to make solar more afforable.
False: The ITC is a tax credit.
Who can you call during an appointment for a roof quote?
Nobody; we leave that to the roofing specialists after the engineering visit.
Deliver the Next Line: "Now, today your meter only spins one way, but if you qualify for solar {Your Utility} will swap out this meter for a bi-directional meter which spins both forward and backwards.
"So, in the daytime during overproduction it’s going to send those kilowatt-hours back to the grid, while spinning backwards and building up a bank of kilowatt-hour credits for you, as you can see on this graphic.
Why do we build pain around the status quo?
Change only happens when the pain of staying the same outweighs the pain of change.
When met with “I make all the decisions," how do we help them see the value in getting the other person involved?
Help them understand two people with different minds may come up with different questions; neither of them would buy a car without at least telling the other person first.
What is the Truth in Lending section of the Dividend agreement?
It outlines their payment amount and schedule.
After point of sale, when are 3 times the homeowner should be contacted reminding them of their engineering visit, and how?
48 hours prior by email, morning of by text, 30-60 minutes out by phone call.
Deliver the line: Full Permit Poaching paragraph of Buyer's Remorse
"Let me show you something else that’s likely to happen, so you’re ready for it. You see, up until the day your system gets installed, you're likely to be contacted by unethical solar companies trying to steal your project from Momentum. They get your name from public permitting records and make it seem as if they were sent at the direction of the utility or the permitting office. This deceptive practice is called Permit Poaching. As an example, if you saw this on your door, who would you think left it there for you? Of course, but in reality another company leaves these on our customers' doors. Now if they haven't figured out how to build their business without resorting to deception, would you trust them to figure out a sophisticated solar installation and stand by their work? Of course not. So, when you start getting more than the usual number of calls and knocks from solar companies you know what's really going on."
Why do we wait for a homeowner to answer our questions, rather than help them answer?
When they verbalize the answer, they solidify their belief.