Objections
I can’t afford It
I completely understand where you’re coming from, this is a little different. Your current bill would be reduced to zero or negative with the electric company and instead you’ll be paying something cheaper that never goes up. So you’re actually already budgeted for this since it’s less than what you’re already paying. So instead of you donating this money to Oncor, you’re just redirecting it into the home as equity. We’d essentially be putting a giant piggy bank on your roof if we’re able to pick your home for this.
Which companies have you sat down with in the past?
First step in the sales cycle, define it.
Prospecting. Finding the likeliest buyer in the moment
What are the 2 controllables in setting?
Attitude/Mindset
Input/Doors Knocked/Approach
How do you build a proposal?
Opty, fill out info, done
What is the wattage of our standard base panel?
440w
Oh we don’t need that, my bill is already really low
Awesome, so that’s even better for you because a couple of the other neighbors we’ve picked for this waited until their average bill was much higher before locking their rate in. So you’re actually in an even better position because instead of waiting for your bill to get up to 150, 200, or even 300-500… You’ll be locking in super low so you never have to deal the price increasing and you’re adding that extra value to the home.
What’s the craziest bill you’re seeing out here in the summer?
What is the second step, define it
Qualifying, the art of revealing direction.
When prospecting, what does an ideal home look like?
2 cars, good roof, sign in the front, signs of life, we’ll maintained yard
What is the first thing you should establish with the custy in-home?
Rapport
What inverters do we use?
Enphase
Yeah, this isn’t my forever home
I hear ya, that’s part of the reason we’re actually running this program is because back in the day companies would put a lien on the home, and you had to either get out from under it before you sold the house or you had to eat the cost. That’s not how it works anymore. There are two options now, you can either roll it in, and since this is a white-glove service, we will get you a free appraisal so you will have an absolute, and exact amount of how much more your house is actually worth, so you’ll be able to sell your house for more. Or, you can transfer. You’d just let the next person know, “hey you only pay x amount for electricity and you won’t have a bill from the power company.” It’s designed to be as simple as just transferring normal electric service to the next homeowner after selling the home.
Which company did you say you guys are using for power right now?
Third step, define it
Presenting, the art of building value
Which pieces of information are needed from HO for appointment to be considered solid?
Bill, name, phone #, email, correct address, date and time. (Confirm spouse will be present)
What happens if hail damages my roof? Who pays?
We will remove, store, reinstall and take care of it through HOI
What will 1 battery do for a customer?
Power 4 critical loads
Yeah but I hate how those things look
Oh yeah I know exactly what your talking about those ugly like, kind of blue ones and they have those grid lines all over them and the silver edges, with all the conduits and metal lines sticking out. Those are the older ones. We have these nice sleek, thin black-on-black panels. It’s like an iPad on the roof and they actually produce more than those older ugly ones so you actually need way less of them up there as well.
For the bill though, did you say you guys get that online or do you get that in the mail?
Name 3 of the 5 categories of objection solving on the doors
1. Questions
2. Smoke Screens
3. Objections
4. Condition/Uncontrollables
5. Complaints
List 3 effective glamour words or phrases used on the doors
Ez pay, Ownership, Redirect, incentive, white-glove service, premium, equity, predictability, independence
If the customer asks for a cheaper price, what is the first thing you do?
Negotiate with inventory/Takeaway close or add more value.
What does the inverter do?
Converts DC electricity to AC electricity
Takes to long to see a return on investment
Yes exactly, normally you’d have to shell out 3, 4, or 5 grand up front to get this done and installed. And then since you’re investing that up front that creates and ROI then that could take 4-5 years to recoup. With this, since you literally are not investing anything, or paying anything up front to get this done, there is no ROI. Especially since you’ll be paying less than what you’re already paying now.
Do you look at all the little miscellaneous charges on your bill? Or do you just pay it to keep the lights on?
Define Closing and List 4 different types of closes
The art of relieving buying pressure.
-Soft Close
-Ascending Close
-Takeaway Close
-Assumptive Close
-Option Close
-Hard Close
Other than custom rate and electric usage, what is the importance of getting the bill from the HO
There is some sort of commitment on their end, since an exchange is taking place between you and the customer.
If customer qualifies but not for the full amount of the system, what do you do?
Increase interest rate, or drop ppw with manager call
How many cells are in our new Aptos 440w panels?
60