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Nevada Solar Presentation Breakdown
104 Plays1 year ago
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The SOLARPRENEUR podcast is here to help you close more deals in the solar industry, generate more leads and referrals, and hopefully, have a much better time and situation.
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Transcript
Introduction and Taylor's Journey
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fail.
00:00:19
Speaker
I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
00:00:31
Speaker
What is a solarpreneur you might ask?
00:00:33
Speaker
A solarpreneur is a new breed of solar pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
Episode Format and Focus
00:00:41
Speaker
Hey, solarpreneurs, today we're going to be doing a live presentation, break down some live footage in the field, something that everyone should be doing, and hopefully get some good takeaways and nuggets from listening to it.
00:00:58
Speaker
So let's jump into it.
00:01:00
Speaker
My name's Taylor Armstrong.
00:01:01
Speaker
We're here to help you close more deals, generate more leads and referrals, and hopefully have a much better time in the solar industry.
Importance of Breaks and Sales Momentum
00:01:10
Speaker
I am getting back myself from a little two week hiatus.
00:01:15
Speaker
Was down in southern Utah, did some hiking, went to Zion National Park, did this Narrows hike, did a bunch of canyneering, stuff like that.
00:01:27
Speaker
Great time.
00:01:28
Speaker
Great time.
00:01:30
Speaker
And then was in North Carolina last week helping a buddy out there.
00:01:36
Speaker
It's going through a tough time.
00:01:37
Speaker
So I feel like I am just brand new off my game.
00:01:41
Speaker
Don't know what I'm doing all of a sudden.
00:01:44
Speaker
Just kidding.
00:01:46
Speaker
It's a it'll come back.
00:01:48
Speaker
It's like riding a bike.
00:01:49
Speaker
But it's crazy how you leave for a couple of weeks in this job.
00:01:52
Speaker
And sometimes you feel like you're starting over again, comes back fast.
00:01:57
Speaker
But I guess just something that I've learned, sometimes it is tough.
00:02:01
Speaker
It is rather beneficial to group your vacation time together.
00:02:07
Speaker
or figure out when you're going to be gone, try to group it all together.
00:02:10
Speaker
Just because whether I leave for a week or two weeks, I feel like it's pretty much the same feeling.
00:02:17
Speaker
You feel like you have to get the momentum back, Rowan, and build back into it.
00:02:21
Speaker
We're going to get back into it.
00:02:23
Speaker
Hopefully, whenever you are taking your breaks, if you are doing this year-round like myself, just group your vacation time together.
00:02:31
Speaker
And then also, make sure you don't let out the gas as you're leaving.
00:02:35
Speaker
That's something I feel like I do a lot better now these days.
00:02:39
Speaker
But I remember in the past, I would leave and it's like the whole week before I knew I was going to leave or go on vacation, whatever.
00:02:45
Speaker
I would take it easy.
00:02:47
Speaker
And all of a sudden, a week vacation turned into two just because I knew I was leaving.
00:02:52
Speaker
I knew I was going to take a little bit to get back into it.
00:02:55
Speaker
So make sure if you are leaving, don't let it affect your cells.
00:03:00
Speaker
Make sure you don't let off the gas as you are getting ready to leave.
00:03:05
Speaker
And then make sure you put your foot on the gas pedal when you get back.
00:03:09
Speaker
Don't let it affect your cells.
00:03:11
Speaker
Hey, but that being said, a little tangent.
Introducing Dylan and Sales Review
00:03:14
Speaker
Let's jump into the content of the episode today.
00:03:17
Speaker
And I want to thank one of our coaching clients, Dylan.
00:03:22
Speaker
He is selling over in Reno, Nevada.
00:03:25
Speaker
And he gave me the go-aheads to do a little presentation breakdown.
00:03:30
Speaker
He recently joined our coaching group and is seeing hopefully some good results in the program for about a month now.
00:03:40
Speaker
And it's been really awesome to just, you know, jump on calls with him, really review his presentations at the door in closes.
00:03:50
Speaker
And that's a big piece of what we do in the program.
00:03:52
Speaker
So before we get into this breakdown, if you are interested in
00:03:59
Speaker
in getting additional coaching, in getting your presentations reviewed, just like Dylan, you can hit me up either through email or social media.
00:04:09
Speaker
We have a couple spots available.
00:04:12
Speaker
We typically cap them at like seven people max, just because I want to be able to give
00:04:19
Speaker
everyone in the program maximum attention and not spread myself too thin as I am running a team and growing doing my personal sales out here.
00:04:28
Speaker
So hit me up if you are interested in that.
00:04:32
Speaker
See if you qualify.
00:04:32
Speaker
Okay so let's jump into Dylan's presentation.
00:04:35
Speaker
He is again in Nevada.
00:04:37
Speaker
Hey he has been selling I think a little over a year now.
00:04:42
Speaker
And this is him at the
Key Elements of a Sales Presentation
00:04:44
Speaker
door.
00:04:44
Speaker
So we're going to listen to how he introduces himself and just listen.
00:04:50
Speaker
Really, the key elements of your presentation at the door should be you got to break the preoccupation.
00:04:56
Speaker
You got to create a problem.
00:04:57
Speaker
You got to give a solution.
00:04:59
Speaker
You got to do a pullback.
00:05:00
Speaker
And then you got to set the appointments.
00:05:03
Speaker
Right.
00:05:03
Speaker
In this, you got to close.
00:05:05
Speaker
So in this point, in this case, it is setting the appointment.
00:05:09
Speaker
So as we're going through this, I want you to listen to see how well he does in those elements of the presentation.
00:05:18
Speaker
And something that hopefully if you're recording yourself, you do a little self-analysis.
00:05:24
Speaker
And then this is brought to you by Ciro.
00:05:28
Speaker
Ciro is what we use in our coaching program.
00:05:32
Speaker
And it is the easiest way to record yourself on the doors and your team members.
00:05:37
Speaker
So shout out to Ciro.
00:05:38
Speaker
Thanks for being just the best recording software out there and making it way easier to do these presentation breakdowns.
00:05:48
Speaker
So let's jump into it here.
00:05:50
Speaker
Hey, boss.
00:05:51
Speaker
How you doing?
00:05:52
Speaker
Doing well, man.
00:05:53
Speaker
How are you?
00:05:53
Speaker
All right.
00:05:54
Speaker
What's your name?
00:05:54
Speaker
Hi, I'm Dylan.
00:05:55
Speaker
How's it going?
00:05:57
Speaker
My name's Dylan.
00:05:58
Speaker
I work for Legacy Power.
00:06:00
Speaker
I've been the one in charge of following up on the net meter in reports here and then Greenlight, Nevada.
00:06:04
Speaker
Have you heard about that?
00:06:05
Speaker
No, you talk to the solar panels.
00:06:06
Speaker
It says, yeah.
00:06:08
Speaker
Okay, so you hear right off the bat, that was his intro, icebreaker, break the preoccupation.
00:06:16
Speaker
So how did he do on that?
00:06:17
Speaker
Let's take a look.
00:06:19
Speaker
He comes out, how you doing?
00:06:20
Speaker
Okay, and instantly the guy says, what you need, what do you need?
00:06:25
Speaker
So this is a sign, if someone comes out saying, what do you need?
00:06:28
Speaker
Chances are, they are more of like a type A personality, and probably someone that's going to rush you along a little bit, right?
00:06:37
Speaker
So, you know, typically when people come out like that, you need to be a little bit more to the point.
00:06:43
Speaker
You need to not probably not like bring up neighbors that you're helping, whatever, because these bull type personalities, they don't care about any of that.
00:06:51
Speaker
They want you to get to the point.
00:06:52
Speaker
They don't want to know what's in it for them.
00:06:54
Speaker
And they want to know that you're not wasting their time.
00:06:58
Speaker
Many times I've presented to these people, I've brought up neighbors, tried to like treat them like a social buyer.
00:07:06
Speaker
They just don't care.
00:07:07
Speaker
So that is a sign right off the bat.
00:07:09
Speaker
Hey, and starts out, hey, how you doing?
00:07:13
Speaker
This can be all right, but just keep in mind that most people come into the door selling things.
00:07:20
Speaker
They're going to say, hey, how are you?
00:07:22
Speaker
My name's Dylan.
00:07:23
Speaker
I'm with Legacy Power, your company, whatever.
00:07:26
Speaker
So instantly, the reason I prefer not to necessarily like start it out that way is because if you say that they're triggered, right?
00:07:33
Speaker
They know instantly you're doing sales because you sound just like the other 20 sales guys that have come to their door.
00:07:39
Speaker
So for me, I prefer to try to break the preoccupation a little bit different, right?
00:07:46
Speaker
Not that it's bad to say, hey, how are you?
00:07:48
Speaker
But instead of like introducing myself and the company, I throw out like a line.
00:07:53
Speaker
Maybe it could be like, hey, have the neighbors told you what's going on here?
00:07:57
Speaker
Hey, did you get the letter in the mail about what's supposed to happen over the next few days?
00:08:01
Speaker
Okay, so I cut out the, hey, my name's Taylor.
00:08:03
Speaker
I'm with Legacy Power.
00:08:04
Speaker
And I instantly go into like a curiosity building question.
00:08:08
Speaker
Hey, like those two examples.
00:08:10
Speaker
And I find that that typically like gets causes a little bit of confusion, makes them wonder what is actually going on and just generally buys me a little bit more time.
00:08:21
Speaker
because it's not screaming in their head, hey, this is a sales guy, right?
00:08:24
Speaker
So that would be my tip for Dylan is consider taking out the, hey, I'm Dylan, I work for Legacy Power.
00:08:30
Speaker
Switch it up.
00:08:32
Speaker
Ask a question that's a little bit different.
00:08:34
Speaker
Hey, did the neighbor tell you I was coming by?
00:08:37
Speaker
Hey, did you get the slip in the mail about what's happening?
00:08:40
Speaker
Hey, they're surveying the home.
00:08:42
Speaker
Did you guys hear what's happening?
00:08:44
Speaker
Did you guys get the notice?
00:08:46
Speaker
You get the notification.
00:08:48
Speaker
Questions like that are really effective for me as I'm out knocking.
00:08:52
Speaker
So let's hear where he goes from here.
00:08:56
Speaker
What's going on these days?
00:09:00
Speaker
Because in the past, it didn't make sense to go somewhere by getting a loan or paying cash where it's kind of counterproductive.
00:09:07
Speaker
So this new funding that we got approved for actually enables us to buy solar panels for qualified areas.
00:09:12
Speaker
One, it depends on how much sunlight and usage you have in terms of getting qualified.
00:09:16
Speaker
But the whole goal here is just to be auctioned in energy because you didn't get a say in them being your power provider, right?
00:09:22
Speaker
But in offset the bill here, you're looking at a pretty heavily discounted rate, I would say anywhere from 20 to 30%.
00:09:31
Speaker
Okay, so a couple of things to unpack here.
00:09:33
Speaker
Yeah, he does a pretty good job just contrasting.
00:09:37
Speaker
Hey, this is a little bit different.
00:09:39
Speaker
Depending on the markets, yeah, like a lot of people, if they say, hey, is this solar?
00:09:45
Speaker
That's typically because they already have some like preconceived notions about what solar is or why it doesn't work for them.
00:09:53
Speaker
So I like that Dylan, he contrasts, he's obviously presenting like a lease option for this particular homeowner, which probably hasn't been looked into or probably not as many people have heard about compared to like a loan or paying cash.
00:10:11
Speaker
So
Customizing Sales Pitches
00:10:12
Speaker
I do like that.
00:10:12
Speaker
But something that I would add to this for Dylan is like,
00:10:16
Speaker
figure out what this guy has looked into in the past, right?
00:10:19
Speaker
It's like, if they're asking, Hey, this is a solar.
00:10:23
Speaker
Then again, they probably have some opinion on solar.
00:10:27
Speaker
So a good question to ask after that is like, yeah, it's actually quite a bit different or,
00:10:33
Speaker
Yeah, it's solar.
00:10:34
Speaker
It's different, though.
00:10:35
Speaker
Do you have solar up on the house?
00:10:37
Speaker
Hey, and this I like asking that, even though I know that they typically I do know that they don't have solar, but I like asking that.
00:10:46
Speaker
Do you guys have solar up there?
00:10:48
Speaker
OK, cool.
00:10:49
Speaker
Yeah, it's actually different.
00:10:52
Speaker
And a lot of people looked at solar.
00:10:53
Speaker
It didn't make sense.
00:10:55
Speaker
Were you the same way?
00:10:56
Speaker
Had you ever like looked at solar for the home?
00:10:59
Speaker
So I like leading them into that question base, because if you can figure out what they looked into, it's going to make your job 10 times easier.
00:11:07
Speaker
You can now contrast or maybe they have looked into it like a lease option.
00:11:11
Speaker
And so for Dylan, if he can figure out what they looked into, he can use that as ammo to like contrast even better.
00:11:22
Speaker
Figure out maybe it was a company that was doing some shady things.
00:11:26
Speaker
Or if they haven't looked into solar, then he can be like, okay, well, that's why I'm here.
00:11:33
Speaker
There's some new options where you don't have to come out of pocket because typically before you just had to pay all this money out of pocket and costs, you know, 30, 40, $50,000 to get these expensive panels.
00:11:45
Speaker
So there's some newer options that have come out where if the home qualifies, you don't win the lottery, you don't take out a checkings account.
00:11:51
Speaker
The count will just go up and you get the power at a much lower rate.
00:11:55
Speaker
Something like that.
00:11:56
Speaker
Hey, but yeah, that's the biggest thing here is just
00:11:59
Speaker
figure out what they have looked into and then use that as ammo against them.
00:12:04
Speaker
Or if they haven't looked into anything, then that's actually something very key, something very useful to know as well.
00:12:11
Speaker
So that's my suggestion.
00:12:12
Speaker
And then the other thing is Dylan mentions that they would save 20 to 30%.
00:12:17
Speaker
I would be careful at giving people an idea of how much they can save.
00:12:25
Speaker
I know a lot of markets, maybe you're not saving anything by going solar.
00:12:29
Speaker
So just be careful.
00:12:30
Speaker
It can kind of be a slippery slope if you tell them what they're going to save and just make sure that you know they're going to save a little bit.
00:12:37
Speaker
Don't be telling them they're going to save 30% and then you show up and all of a sudden it's like the same or more than what their bill is because make your job a little bit tougher at that point.
00:12:47
Speaker
So just something
Handling Objections and Persistence
00:12:48
Speaker
to keep in mind.
00:12:48
Speaker
So let's jump back into it.
00:12:53
Speaker
a little more than you and I just talking here at the doorstep.
00:12:56
Speaker
Normally what I do is I just have my energy expert come back by at a time that's convenient for you in life.
00:13:00
Speaker
And then they plug in your usage for, or into their solar software.
00:13:04
Speaker
That tells them how many panels you would need to offset the bill.
00:13:08
Speaker
And what they do is they're super respectful.
00:13:10
Speaker
Everyone's got different things going on.
00:13:11
Speaker
So they definitely take your time into consideration.
00:13:14
Speaker
They take a corner of the table for maybe, maybe a half hour at most.
00:13:17
Speaker
And depending on how many questions you guys have, they set aside 45 minutes.
00:13:25
Speaker
Okay, so moving on, keep just like I mentioned at the beginning.
00:13:30
Speaker
So the basic elements of the presentation are breaking the preoccupation, creating the problem, solution, pullback, close.
00:13:38
Speaker
All right, so as you're listening to this, I want you to do the analysis.
00:13:42
Speaker
Did Dylan get a solid problem on the table?
00:13:47
Speaker
Did he give him a good solution?
00:13:48
Speaker
Did he do a pullback?
00:13:50
Speaker
Hey, he did a little bit, but I think just in general, he needs to drill down a little bit more of a problem here.
00:13:58
Speaker
And this guy, it sounds like he was a little bit antsy.
00:14:01
Speaker
So I'm guessing that Dylan, you know, was maybe trying to get through things a little bit quicker.
00:14:06
Speaker
This guy was acting a little rushed.
00:14:09
Speaker
But even if it's someone that's like a bull that is rushing you, make sure you still touch on those things.
00:14:15
Speaker
You don't have to give them like the full blown 20 minute presentation at the door, but just, you know, figure out, hey, have you seen the bills go up?
00:14:23
Speaker
And I think it's great to do this with questions.
00:14:25
Speaker
If you can help the homeowner answer their own questions.
00:14:28
Speaker
or answer your question, and they say it themselves, then that's how it's going to be more believable.
00:14:33
Speaker
So for Dylan, maybe you could be like, okay, so we've just been getting a ton of complaints out here that the bills keep going up.
00:14:39
Speaker
Have you guys been in the home a while?
00:14:41
Speaker
Have you noticed that?
00:14:43
Speaker
You guys noticed the bill go up?
00:14:44
Speaker
Okay.
00:14:45
Speaker
Yeah, I know it's been going up a lot here.
00:14:47
Speaker
Just showing them, hey, they just got approved for this rate increase that's going on.
00:14:51
Speaker
All the new people moving in from California, from out of states.
00:14:55
Speaker
It's just putting major stress on the grid.
00:14:57
Speaker
So some of you already know that I run my own door to door sales team here in San Diego.
00:15:01
Speaker
And as we are gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results.
00:15:08
Speaker
But if I want to increase my deal flow, I need to do something different to get an advantage.
00:15:12
Speaker
Then we discovered an app called SolarScout.
00:15:15
Speaker
But it's not a door knocking app.
00:15:17
Speaker
It's a data platform that shows us who is likely to go solar in our market.
00:15:22
Speaker
It shows us who has previously applied for solar but later canceled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood.
00:15:31
Speaker
It's been working for a lot of teams across the country, and now I'm on board too.
00:15:36
Speaker
I'm going to be one of the first to use SolarScout in San Diego, so I decided to partner up.
00:15:40
Speaker
But I told them, hey, if I'm going to talk about SolarScout on my show, you need to give my listeners a great deal.
00:15:45
Speaker
And they did.
00:15:46
Speaker
So go to solarscout.app forward slash Taylor and book a demo with them, and you'll get 10% off your first month when you sign up.
00:15:56
Speaker
That's solarscout.app forward slash Taylor.
00:15:59
Speaker
Okay, back to the show.
00:16:01
Speaker
So they just got approved for another 15% increase.
00:16:04
Speaker
You hear anything about that in the news?
00:16:07
Speaker
No.
00:16:07
Speaker
Okay.
00:16:08
Speaker
Then, you know, consider printing out a little slick.
00:16:11
Speaker
So I think just more, some more questions to figure out if this guy really is seeing a problem.
00:16:17
Speaker
Right now we have no idea what this guy is thinking.
00:16:20
Speaker
Right.
00:16:20
Speaker
And I think that's the toughest part about this presentation is like this guy could be thinking really pretty much anything.
00:16:27
Speaker
He might not believe a word that Dylan says.
00:16:30
Speaker
He might think he has a really low bill.
00:16:33
Speaker
We just don't know.
00:16:34
Speaker
So we need to gather more information.
00:16:36
Speaker
We do that by asking good questions.
00:16:38
Speaker
Right.
00:16:39
Speaker
So go through the problem.
00:16:41
Speaker
You notice the rate increase out here.
00:16:43
Speaker
OK.
00:16:45
Speaker
You have great.
00:16:46
Speaker
OK.
00:16:47
Speaker
So what we're doing then, you know, as you ask a better some better questions, get into that solution.
00:16:55
Speaker
And then the other thing I didn't hear much of is just doing a pullback.
00:16:59
Speaker
Right.
00:17:00
Speaker
So it's like, hey, the only downside with this is a lot of homes don't even qualify for it.
00:17:04
Speaker
It's a little bit tougher than if you were to just go and buy panels for 40,000, just try to check and buy them.
00:17:12
Speaker
So it is.
00:17:13
Speaker
Yeah.
00:17:14
Speaker
And the home has to be eligible.
00:17:16
Speaker
Um, do you guys know how old the roof is by chance?
00:17:18
Speaker
I'm going to some qualifying questions.
00:17:21
Speaker
Okay.
00:17:22
Speaker
It's like, do you know what the bill typically runs you?
00:17:24
Speaker
Right.
00:17:25
Speaker
So I think Dylan could have done a better job about getting into that pullback, um, and asking those qualifying questions.
00:17:36
Speaker
My job's simple.
00:17:37
Speaker
All I do today is I just get a few notes for the home, and then we come back at a day that's convenient for you when you get your results for your report.
00:17:44
Speaker
So we figure out if the home qualifies, if it's going to make sense for you guys or not.
00:17:49
Speaker
Do you have a few quarters of people working with us?
00:17:53
Speaker
Today's not going to happen, so I can tell you that I got one in the house.
00:17:58
Speaker
I'm not going to take up a bunch of your time.
00:18:00
Speaker
I just need a...
00:18:03
Speaker
the corner of the chair or something.
00:18:05
Speaker
You can do that, but I just, I had to bring her on for this.
00:18:09
Speaker
No worries, man.
00:18:11
Speaker
Yes?
00:18:12
Speaker
I'll do my best here.
00:18:13
Speaker
Do you get your utility bill online or in the mail?
00:18:15
Speaker
It's all online.
00:18:16
Speaker
I haven't seen it.
00:18:17
Speaker
Okay, you might not have seen the new charges on your bill.
00:18:21
Speaker
The math is, if you're willing to go through the trouble, but that's why I live here.
00:18:29
Speaker
Okay, so Dylan's just closing like a boss here, and props to him.
00:18:35
Speaker
He's not shutting down, even though this guy is obviously kind of trying to get him off the doorstep.
00:18:41
Speaker
So I like Dylan's persistence, but we got to...
00:18:45
Speaker
make sure we're doing our best to be persistent, but, you know, just not make it like obvious that we're just going on and on.
00:18:55
Speaker
So I think a good way to do this is just if you can, you know, ask a closing question, try to get some information, try to get the bill.
00:19:05
Speaker
But if they're saying no, it's like, go change the topic, get into something else.
00:19:11
Speaker
Because sometimes if we're just like pressing the button, pressing the button, pressing the button, but it's not working.
00:19:16
Speaker
It's like we need to go on to something else.
00:19:19
Speaker
We need to talk about the dog.
00:19:20
Speaker
We need to talk about the home.
00:19:23
Speaker
Um, or one of the best ways is, is moving them.
00:19:26
Speaker
So shout out to Dylan.
00:19:28
Speaker
He tried to get in the home and I love that because his job becomes way easier if you can get in the home.
00:19:33
Speaker
But if you can't get in the home, the next best thing is try to get in the backyard, try to get to their meter, try to take them out in the front yard, point out something.
00:19:41
Speaker
Right.
00:19:42
Speaker
And so, um, my go-to is if I can't get inside the home, um,
00:19:46
Speaker
Then it's just like, OK, well, hey, they're going to check the homes.
00:19:50
Speaker
They're going to be checking the homes around here.
00:19:53
Speaker
So what they have me do is just take a look at your meter and make sure it's initially qualified and make sure they can initially do that.
00:20:00
Speaker
Is it on the left or the right side of the house?
00:20:03
Speaker
Left?
00:20:03
Speaker
OK.
00:20:03
Speaker
Do you mind?
00:20:04
Speaker
Is that OK?
00:20:04
Speaker
Do you mind showing me just super quick?
00:20:06
Speaker
And then I just snap a photo of it.
00:20:09
Speaker
OK, cool.
00:20:10
Speaker
And then start walking and then have them follow you up to that meter.
00:20:14
Speaker
Because if they follow you, if you move them, this is an old pest control trick.
00:20:19
Speaker
Guys in pest control do this all the time to get their cells.
00:20:22
Speaker
But if you can move them off the doorsteps to someplace else, then your chances of actually setting that appointment is
00:20:29
Speaker
go up astronomically, right?
00:20:31
Speaker
So try as much as possible to move them somewhere, whether it's outside the house, backyard, whatever.
00:20:39
Speaker
Maybe it's if you're trying to go to the backyard.
00:20:41
Speaker
Hey, so we just snap a picture of the roof.
00:20:45
Speaker
It's like best place.
00:20:47
Speaker
It's like you get the most sun in the backyard.
00:20:50
Speaker
It's okay.
00:20:51
Speaker
Do you mind just show me back there so I can grab a quick picture?
00:20:54
Speaker
Okay, maybe you do that so you can get in the backyard.
00:20:58
Speaker
But anyways, that's what I would suggest for Dylan is instead of just like pressing on the wound, pressing on, trying to get the appointment, he's obviously being hesitant.
00:21:09
Speaker
He's obviously making excuses.
00:21:10
Speaker
So try to move him someplace else if you can't get inside the home.
00:21:19
Speaker
So they're right down the street.
00:21:21
Speaker
They're all booked up today.
00:21:22
Speaker
And I don't want you to feel rushed.
00:21:23
Speaker
You can wear that.
00:21:25
Speaker
Yeah, I'm on my own little island out here.
00:21:28
Speaker
I got all my resources.
00:21:29
Speaker
But yeah, this is legacy power here.
00:21:31
Speaker
That detail is more about the company.
00:21:33
Speaker
As far as the program goes, this is still really new.
00:21:35
Speaker
So when they come back, they actually leave you a copy.
00:21:38
Speaker
So that way you can do them like that or something to think about if you need to.
00:21:42
Speaker
And you can leave me there.
00:21:43
Speaker
Yeah, that's yours.
00:21:44
Speaker
I said, we'll take a look, guys.
00:21:47
Speaker
I just can't do it today.
00:21:47
Speaker
I was not going to give a camera.
00:21:49
Speaker
Of course.
00:21:49
Speaker
I believe we're working there, so.
00:21:51
Speaker
Yeah, that's just a fun part for me, scheduling a time when people have time.
00:21:54
Speaker
Yeah.
00:21:54
Speaker
Okay.
00:21:55
Speaker
Cool.
00:21:55
Speaker
So this guy, he's running into a scheduling issue now.
00:22:23
Speaker
Um, but yeah, again, it's good that Dylan, he keeps going for the appointments and, um, that's the mistake a lot of people make is they get some resistance and they're like, okay, you know, I'll just come back.
00:22:34
Speaker
So it's great that Dylan, instead of backing down, he's actually trying to set up an appointment because, you know, like it's not a big deal.
00:22:41
Speaker
All we're doing is coming back with some details, right?
00:22:44
Speaker
So I love that mindset that he's just pushing for the appointment, even though this guy is like asking for a pamphlet, asking for a card, whatever.
00:22:52
Speaker
Okay, and so like he could have.
00:23:01
Speaker
Yeah, so just something to be a little bit careful with is making sure you are framing the appointment correctly.
00:23:08
Speaker
Framing the Popeye correctly.
00:23:10
Speaker
What I mean by that is Dylan, he brings up.
00:23:16
Speaker
Yeah, you wouldn't believe the stories I get.
00:23:18
Speaker
Toughest part of my job is scheduling a time when people have time.
00:23:21
Speaker
You wouldn't believe the stories I get from people, what they're doing out here.
00:23:24
Speaker
Okay,
Enhancing Consultation Value
00:23:25
Speaker
so that's cool.
00:23:25
Speaker
But like, everyone listening to this, we need to have the mindset that we are the prize here.
00:23:32
Speaker
We're the ones that are crazy busy.
00:23:33
Speaker
And I think Dylan corrects this a little bit because he pulls up the schedule is like, Oh, we're crazy busy.
00:23:40
Speaker
They might have time at this.
00:23:42
Speaker
So I like he kind of, you know, corrects that a little bit.
00:23:45
Speaker
But in my opinion, we shouldn't never be telling people, hey, like it's really tough to schedule a time for people because what does this tell the potential customer?
00:23:58
Speaker
It's that a lot of people don't want to schedule this, that a lot of people are too busy to schedule time to meet with the solar guys.
00:24:07
Speaker
Right.
00:24:07
Speaker
So it just lowers our status a little bit.
00:24:10
Speaker
Instead, we should be creating the status that, hey, we are slams.
00:24:15
Speaker
We're meeting with so many people out here.
00:24:17
Speaker
So we try to squeeze you in.
00:24:19
Speaker
Can't make any promises, but we'll come back with the details.
00:24:23
Speaker
So make sure you set the status.
00:24:25
Speaker
You are the prize here.
00:24:26
Speaker
You are the one that's wanted.
00:24:29
Speaker
But we shouldn't be telling stories that it's like, oh, everyone's so tough to schedule with.
00:24:34
Speaker
Everyone's so busy because then it's like, sure.
00:24:37
Speaker
Basically telling the person, yeah, no one has time for this.
00:24:41
Speaker
And we're here to waste people's times.
00:24:44
Speaker
I know that's not what Dylan was intending, but I think that's what comes across people.
00:24:49
Speaker
So just making sure you set that status, making sure you set that frame.
00:24:54
Speaker
Next two weeks, we'll... Okay.
00:24:57
Speaker
We'll literally...
00:25:27
Speaker
Okay, so that's pretty much a wrap on it.
00:25:30
Speaker
So at the end, it turns into a go back.
00:25:34
Speaker
The guy shuts it down at the end.
00:25:36
Speaker
And who knows, like there's some things that definitely could have been improved there, but, you know, tough with the scheduling aspect.
00:25:43
Speaker
Some people really are just crazy busy.
00:25:46
Speaker
And, you know, I've got people in my lead pipeline right now where it's like they are that busy, where I just could not lock down a time to meet with them.
00:25:55
Speaker
So could have been that whatever he did, it still would have been the same result.
00:25:59
Speaker
But I think if Dylan could, you know, do some of those takeaways we talked about,
00:26:06
Speaker
And just be a little bit better about breaking that preoccupation, creating the problem, giving them a solid solution and the pullback.
00:26:16
Speaker
I think he would have given himself a little bit better chance.
00:26:19
Speaker
But hey, that's how it goes sometimes.
00:26:22
Speaker
So yeah, hopefully everyone listening got a few things that you can apply in your appointment setting process.
00:26:30
Speaker
Um, make sure you are recording yourself.
00:26:33
Speaker
That is the best way to just realize things that you can improve.
00:26:37
Speaker
I learned so much and sometimes I forget to do it myself, but, uh, just super valuable to go back and listen to your own recordings.
00:26:45
Speaker
And there's so many things that you can course correct yourself.
00:26:49
Speaker
You don't even need other people to listen to, but that's the power of, you know, getting, um, additional coaching, um,
00:26:57
Speaker
or even just having like, you know, more experienced reps or managers, owners, whatever, reviewing some of your recordings because they can see holes where maybe you couldn't.
00:27:07
Speaker
So definitely consider that as well.
00:27:10
Speaker
So hopefully this helps send this to someone that is struggling in their appointment setting.
00:27:14
Speaker
And let me know if you guys like these breakdowns like this.
00:27:19
Speaker
Let me know.
00:27:20
Speaker
Hopefully I didn't go on too many tangents.
00:27:23
Speaker
Sometimes I get all carried away.
00:27:25
Speaker
But next episode, you're going to want to tune in for sure, because we have, I think, a new record that was set for deals sold in a year.
00:27:35
Speaker
And this guy, well, I think this first time in a while where we've had two people in on the interview,
00:27:45
Speaker
But we had a Jason Tisdell and Raul Velasquez there over at.
00:27:54
Speaker
I always forget the name of their group, but their company.
00:28:01
Speaker
is called Spartan, the Spartan Group.
00:28:04
Speaker
So they started the Spartan Group together.
00:28:07
Speaker
And these guys keep it on the DL.
00:28:10
Speaker
They're not out there, but I think they're going to be after this next podcast.
00:28:14
Speaker
Jason, he did 526, I believe, closes in a year, which to my knowledge is an industry record.
00:28:23
Speaker
Just absolutely insane.
00:28:25
Speaker
So make sure you tune in to this next episode.
00:28:27
Speaker
I'm just mind blowing what this guy did.
00:28:30
Speaker
And Raul, he's an operator.
00:28:32
Speaker
He runs a lot of like the stuff behind the scenes for their company.
00:28:36
Speaker
So tune into that episode.
00:28:38
Speaker
It was amazing hanging out with those guys.
00:28:41
Speaker
He took me for a spin in his Ferrari and everything.
00:28:44
Speaker
So thank you.
00:28:46
Speaker
Thanks for that ride, Jason.
00:28:48
Speaker
So tune into that one and let me know if you guys have content ideas or suggestions for future episodes or interviews with anyone that's crushing it right now in solar would love to get lined up.
00:29:01
Speaker
So that's it for the podcast and we'll see you guys on the next one.
00:29:04
Speaker
Peace out.
Promoting Solopreneur Resources
00:29:05
Speaker
Go sell some deals.
00:29:07
Speaker
What's up, solopreneurs?
00:29:08
Speaker
Hope you enjoyed the episode.
00:29:10
Speaker
Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created specifically for you in mind.
00:29:20
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
00:29:27
Speaker
What episodes should I listen to in the podcast?
00:29:30
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
00:29:35
Speaker
So what we've done, we created the top 10 most downloaded, most listened to, and I would say widely accepted, most useful podcasts that we've done here on Solopreneur.
00:29:48
Speaker
We put them together all in one sheet.
00:29:50
Speaker
So you can go, you can hit the ground running.
00:29:53
Speaker
Especially if you're new, you do not want to not have this sheet.
00:29:57
Speaker
So go download it right now.
00:29:59
Speaker
It's going to be at top10.solarpreneurs.com.
00:30:03
Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
00:30:08
Speaker
Don't forget the S on solarpreneurs.
00:30:10
Speaker
We will have that in the show notes.
00:30:12
Speaker
Go download it right now.
00:30:14
Speaker
And especially if you have not listened to him, go listen to him and you can re-listen to him.
00:30:19
Speaker
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00:30:21
Speaker
So go download it and we'll see you on the other side.