Quick intro into Solar Sales straegy.

1. Solar Academy
Intro and Summary

2. Why Do People Want to Go Solar?

3. Who’s Might Be Against Solar?
Big Oil!
Some Politicians?

4. Maybe Some News Anchor?
I Hate He’s just
Solar kidding!

5. What If Solar Became Illegal?
Now what do you sell?
Solar
is
Illegal

6. Imagine Solar Wasn’t Available
Due to a permanent solar eclipse

7. Could We Go With Wind?

8. Imagine If Steve Jobs Invented…
Jobs invents flat windmill
that mounts on roof of house
I-mill

9. Could You Adjust and Sell Wind?

10. How Easy Is it To Go Solar?
3 things needed to go Solar
 Good FICO Score
 Good Roof
 No Shading Issues

11. Going Solar is a No Brainer
No Cost to Switch
Better Price
Guaranteed Price (based on production)
No Hassle or Hidden Charges
Just Continue Buying Electricity

12. Does It Take Long To Go Solar?
Usually 1 hour!
That’s your Pitch
through the
(Contract) Agreement

13. How Long?
It’s just a few easy steps
Qualification for one of the programs
We lock in the rebates
Schedule a site assessment
Once validated, we schedule the install
 (Depending on city response to permits and the HOA)

14. Your Back in The Drivers Seat
By switching to solar for little to
no money out of pocket
You put yourself back in the
drivers seat
You now have control over your
budget, and your financial future

15. Why Do People Want To Go Solar?
Is it:
Savings
Maybe they were told…
Frustration (with rising cost)
The Cool Factor (Novelty)
Save Money
Control & Predictability

16. The Answer Is Evident!

17. But, Ask Yourselves
Do people wake up in the morning
with a burning desire to go solar

18. The Simple Truth Is…
Ouch
If you stay with your
utility it’s gonna hurt

19. Understanding The Sales Process
If you don’t understand the sales process and use it to
sell solar power then you don’t understand the process!
If you take the solar panels out and put a wind turbine
If you switch from one cellular company to another
If you replace cable with a dish
The process is the same:

20. Can You Beat Their Price?
 If you walk into and office
to sell copiers; do you
always know what your
competitor is charging?
 Yet we walk into a clients
home and ask to see all
their utility invoices

21. You Can Beat Their Price!
And guarantee the price!
None of our customers like their
utility company; in fact…
89% of customers surveyed said
they would buy solar at the same
price as they pay now.

22. What About The Other 11%
11% believe the rates aren't going up!
(11% of Americans believe Elvis is alive)
89% say they will make the switch
So why haven't they?

23. If They Had Wanted It!
They would have done it already
They don’t know how bad it is or about the rising prices
They have become so used to rising utility prices!
They have become complacent and accepting

24. So How Do You We Get Them There?

25. The 1st Goal is Establish Trust
Building rapport and likeability
If they like you they trust you
If they trust you they will go with
your recommendation!

26. The 2nd Goal is Simplicity
Getting customers to understand a simple fact:
We are offering them a better rate on electricity
As opposed to what they are paying today!

27. Your Pitch Depends on These
Trust and Simplicity are the most important elements
Everything in our concept pitch leads to these
They lead to trust in you and…
Distrust in the utility company

28. What About The Price?
There’s only one thing that has to be true about the price
for the price to be good!
It has to be “Competitive”
“As long as the price doesn’t invalidate the concept;
then it’s a good price”

29. The Dollar Store Concept
What’s the price at the dollar store?
“As long as the price doesn’t invalidate
the concept; then it’s a good price”
Do they carry items worth less or priced better?
Sure; but being it’s priced at $1.00 it doesn’t invalidate the concept!

30. What’s Our Job?
 Tear down the trust with the 13 16 24 28 32
utility company
 Explain the tiered system
 If tier 5 rates have gone up 83%
in 7 years; where will they be in
10 years?

31. What’s a Better Price?
2
13 16 24 28 32
32
If I give you a new rate of .23, .24, .25, .26 is it a better rate?
The close rate is almost identical between these

32. Ever Eat at Quiznos?
What does it cost to feed a family of four?
$37 and people will spend it
Do they care about $37
Do they care if they saved $37 off their electric bill

33. People Will Always Go For Value
You can eat here for half the price

34. Do You Really Save?
$3.49 $3.56
How much cheaper is Costco gas?
Do people go out of their way to go to Costco?
Is Costco advertising cheaper gas or savings? $1.40
At $3.49 as opposed to $3.56 how much do you
save if the tank holds 20 gallons?

35. Let’s Tie It All Together
What are the most important questions
you should ask every customer?

36. The Three Questions To Ask
1. What are you hoping to accomplish
from this consultation?
2. How long have you been thinking
about going solar?
3. What made you decide to go now?

37. Keep Questions Simple
Apple – Is all about Simplicity
If there is anything in your pitch
that is not building towards
simplicity then revamp it

38. Establish & Build Trust
Trust is faith that another person
will not hurt or take advantage of you.
It is the foundation and necessary
precondition for all business and
solar relationships.
Build The Foundation
If they trust you they will go solar!

39. Build On The Values
They don’t care how much you know until
you show them you care
If the customer senses that you need this
deal more than they do then you have No Deal
Remember to ask: What do you think your rate
will be in 10 years? (Wait for their response)

40. Make Sure Your Close Includes
Installing the equipment on your house
Signing the agreement doesn't commit
you to going solar
It just sets up the site assessment
Make sure your close includes the word “installed”

41. Build Fans versus Customers
We want fans as opposed to customers (Why?)
We want them to go out and tell everyone about solar
Make sure they are ecstatic about solar
You know there sold when they refer you

42. Just Ask For The Business!
When do you ask for the sale?
You should be asking after the agreement
There are a few things that happen after this
Site Assessment – Shall we go ahead and set the site
assessment so we can get started with getting solar
on your house?
Consumer Credit Check
Rebates are handled

43. Recommending Solar Is About
Likeability
Trustworthy
Casualness
Trust
Simplicity
Confidence

44. So How Do
You Get There?

45. Practice, Practice, Practice
Lets say you were offered a spot on a pro team
And you start in 6 weeks
What do you do? Practice-Practice-Practice
Practice differently over and over with all kinds of people
That’s how you get there!

46. So How Are You Doing?
Are You Asking Potential Customers
To Go Solar Each and Every Time!
How Many Do You Sign Up
A Week For Your Program?

47. Now Go Sell Solar!
Thank You