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How to be more consistant with your sales
142 Plays7 years ago
In this episode we'll talk about the only thing will take the roller coaster out of your sales game, consistency.
The solar industry is one of the most inconsistent sales forces out there, but it doesn't have to be that way. Learn how top producers bring consistent results to their company and how you can do the same in this rapid fire episode.
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Transcript
Introduction to the 7 Figure Solar Podcast
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Are you ready to take your solar sales to the next level?
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James Swiderski, co-founder of 7 Figure Solar, is your host of the podcast, created by solar sales and marketing pros.
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The 7 Figure Solar Podcast.
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Sales tips, online marketing, industry news, and much, much more.
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Here's your host of the 7 Figure Solar Podcast, James Swiderski.
Podcast Structure and Goals
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Welcome to the 7 Figure Solar Podcast.
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My name's James Srodurski.
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As always, I'm your host and I want to welcome you to the show.
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Okay, so what are we going to talk about on the 7 Figure Solar Podcast?
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Is it a good fit for you?
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I don't know.
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You got to tell me.
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But what I can tell you is that we're going to deliver you everything from A to Z on what it takes to crush it in the solar industry.
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In sales, marketing, mindset, entrepreneurship, how to build your own business.
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You name it, we are gonna give you the tools and strategies you need to make it happen.
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All you need to do is take what we teach you and apply it to your sales pipeline and use it every day.
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Take massive action towards your goals
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We'll give you the tools.
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You have to do the rest.
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So as always, I'm going to give you a 10 to a 15 minute clip, typically on a Monday earlier in the week to set you up for success for the week, to give you a implementable strategy, a tool that you can use to crush it and make your goals happen this coming week.
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Later on in the week to finish things off, we're going to have something like an interview, a longer form 45 minute to an hour podcast and deep dive some super
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deep strategies that you can use to lengthen your sales pipeline out, fill it up, and really crush your sales game.
Importance of Consistency in Solar Sales
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So guys, today I want to talk about consistency.
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Consistency in everything from sales to marketing to prospecting to how you close, how consistency applies to everything across the board.
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And I talk about this quote a lot.
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It is my favorite quote.
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How you do anything is how you do everything.
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Meaning if you're inconsistent in one area of your life, you're going to be inconsistent in another one.
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It's guaranteed because it's human psychology.
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Our brain treats various activities similar.
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There's a web in between each of them.
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Meaning how I do something here is going to be very similar with how I do it here.
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That's how the brain is wired and
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And that's why it's important to get your habits and your discipline structured out on a day-to-day basis.
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So consistency is one of the biggest things sales professionals are lacking.
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And as I see as a trainer, as a solar trainer that's trained hundreds of solar reps, I notice that inconsistency is one of the biggest things that keeps them from not only staying in the industry, but just reaching their goals and not getting burnt out, okay?
Building and Maintaining a Sales Pipeline
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Now, consistency in sales is probably the most important area because if I'm not consistent in filling up my pipeline this week, if I'm not consistent in finding new prospective clients and business, then next week, tomorrow, a month from now, a year from now,
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the consequence of my actions is going to show.
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Because sales is one of those things where it's not just today.
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Yes, we want to make sales today, but that's not going to happen as much.
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Often, it's a matter of building, right?
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We're building the blocks that it takes.
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We're building up the pipeline.
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We're building, building, building so that later, a month, two, three, four, six months down the road, we're going to benefit from what we did today.
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So the deal is, it's just like planting a tree, right?
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The best time to plant a tree was 20 years ago.
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The second best time is today.
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So what you do today is gonna affect how much money you make,
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three, six, twelve months down
Challenges of Holiday Sales Slumps
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the road.
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You name it.
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Because if you look at a salesperson's pipeline, especially around like the holidays, for example, it's October at the time this recording, the holidays are just around the corner.
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As November and December rolls in, a lot of professionals start to slack off, especially in the solar industry, because it's not hot.
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Right.
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It's not the summer season, depending where you live.
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I live in Utah.
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So we start getting snow and people are like, oh, man, I don't want to sell solar in the winter.
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Right.
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Well, personally, actually, the winter has been one of the most profitable months for solar for me because the competition is lower because everybody else is slacking off.
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But as the holidays come around and everybody starts taking days off, weeks off, spending too much time with family and friends, they take the whole month of December off, guess what happens in January, February, and March?
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They're the lowest sales months of the entire year.
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And that's with most industries, but solar especially, January through spring,
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are the worst months, the lowest numbers, the lowest number of installs.
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And it's because of the inconsistent behaviors of sales professionals.
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And if you're not acting as enthusiastic, as powerful as you were in July, as you do in November and December,
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then your results are going to be inconsistent.
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You're going to get the sales roller coaster, as we talk about, as we hear so often.
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Consistency is the key to avoiding the inconsistent results.
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And super simple, right?
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Consistency beats inconsistency.
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Messing with my mouth there, but you get the picture.
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So if I'm not prospecting every day, it's going to affect it.
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And you'll notice even on a sales month, professionals will, sales pros will, at the end of the month, they're scramming to get their deals done, right?
Balancing Closing Deals and Prospecting
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To get those deals done at the last two weeks.
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And why are they scrambling so much at the last two weeks?
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Well, it starts with that time period.
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Because look, if I'm spending the last 14 days of my month in October here closing deals, and all I'm doing is closing deals, spending all day on appointments, I'm just trying to close deals so I can make my commission check, make my quota, whatever it is.
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Well, guess what?
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I didn't spend any time filling up my pipeline for the next month.
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So what happens now?
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November 1st rolls around and I don't have any appointments to go on anymore.
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I'm not closing anything because I didn't spend time filling up my calendar at the end of this month.
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And that's a very common trap professionals get into is they spend all their time closing.
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They don't have any time to prospect or they spend all their time prospecting and they don't have any time to close.
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You need to spread the wealth out.
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You need to prospect and close evenly the entire time.
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That way your income is consistent with how you want it.
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Now, if you're okay with the inconsistent results, that's cool.
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But once we roll around into a season like November or December, when we don't have as much time, even the most diligent professional is still going to take a little bit of time off in the holiday and it's going to throw stuff off.
Top Performer Strategies During Low Seasons
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And it's not just that.
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Your customer as well
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your potential customer is also going to take time off and it's a little bit more difficult.
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You have to accommodate.
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But what if you prepared earlier in the year and you set up more deals in the pipeline for when December rolls around?
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then you're going to be the most profitable sales guy at the company.
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You're going to be killing it, and everybody's going to be wondering what you're doing.
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For me personally, I've gotten more promotions during the holiday season because everybody else is slacking off, and I knew how to accommodate.
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I knew how to build my pipeline up to that point so I could benefit during when it was a little bit drier, right?
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When the season was drier, there was a drought.
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So act consistent with everything from prospecting to how many appointments you go on, how many calls you make, how many direct messages you send out, emails, follow-ups.
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Everything needs to be consistent because if you lack inconsistency in one area, it's going to show up 10 times the amount later on.
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If I don't follow up with my prospects or I follow up just when I feel like it, then I'm going to lose those deals.
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Make sure you're consistent in everything and you're going to be better off than 99% of solar professionals.
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So guys, that's it for today's or this week's shorter podcast.
Sharing the Podcast's Value
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As always, make sure you bring a friend if you enjoyed this podcast.
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If you enjoyed this content, we don't do any sort of promotions, anything like that.
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Our only fee is that you bring somebody who could benefit from this, whether it's a colleague, a friend,
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somebody wants to get into solar, maybe it's somebody who's just in sales and marketing and they want to learn a little bit more.
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invite them over, right?
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We appreciate it.
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It helps us grow and get this movement out there to help people dominate it in this industry.
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And that's really the only thing, guys.
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We take a lot of time and effort to make these podcasts for you.
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The least you can do is help us out with a rating and bring somebody over.
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So guys, we'll see you later this week for a longer form podcast.
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We're in for a real treat.
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And until next time, guys, go crush it.