Pitch
What are the steps of a pitch?
Who
What
Why
Pullback
Transition
Set
What is the difference between an objection and a smokescreen?
Objection-genuine concern/reason they have not done it
Smokescreen-excuse
When should you build rapport?
After the bill
What is the goal of transitioning?
To get their bill
Characteristics of a solidified appointment
Name
Number
Bill
Usages
Time
How long should breaking preoccupation take?
First 30 seconds
How many smokescreens are there?
Infinite
What is the goal of building rapport?
Solidify the appointment/get the homeowner to like you
What are the different ways to get a home owners bill?
Paper
Online
Guest Login
What are 3 ways to build urgency?
Funding/Budget
Time in Area
Future rates
How long should your pitch be?
60 seconds
Why do you receive a smokescreen?
They don't know like or trust you
What is FORM
Family
Occupation
Recreation
Motivation
When should you transition?
After pullback
What is the best way to set expectations so they take the appointment seriously?
Pre-frame
My specialist will swing by to explain what you're currently paying vs what you could be and he'll answer any questions so you'll know exactly how the program works.
What is the most important part of the pitch?
Pullback
How many objections are there?
~20
How long should you take to build rapport?
As much time as needed. (Not excessive)
What are the main pain points on their Edison bill?
Delivery Charges
Public Purpose Program Charge
Generation Charges
How do you make sure all decision-makers will be present for the appointment?
1. Talk to both owners
Obviously, you and your husband/wife make decisions together. When is the best time you're both available?
What is the goal of the pitch?
To build enough curiosity to grab their bill
What is the objection formula?
Isolate, agree, answer, pullback, transition
How do you make homeowners feel comfortable communicating with you?
Active Listening
Find Common Ground
Monitor Engagement
What are the 3 main things that will help you successfully transition?
Confidence
Conviction
Subtlety
How do you reinforce the value of meeting with someone instead of just thinking about it?
Instead of spending hours researching online you'll get a customized report tailored to your home and energy consumption.