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The Most Versatile Close In Solar
74 Plays3 years ago
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Transcript
Introduction to Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast where we teach you to take your solar business to the next level.
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My name is Taylor Armstrong.
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I went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fell.
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I teach you 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.
Defining a Solarpreneur
00:00:31
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What is a solarpreneur, you might ask?
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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.
00:00:41
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What's up, solarpreneurs?
00:00:42
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Taylor Armstrong here, back with another
Persistence in Podcasting
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episode.
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Today, we're going to talk about what is the most versatile close-in solar, a line you can use in pretty much every aspect of your closing, of your door knocking.
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Super powerful.
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You're not going to want to miss out.
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Before we hop into that,
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Obviously, welcome to the show.
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We're all about helping you close more deals, generate more leads and referrals, and have a better time in the solar industry.
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And I'll be honest, this is my second time recording this episode.
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I got done with an entire recording and realized my mic wasn't turned on.
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So audio came out pretty terrible.
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So I'm like, all right, I got to redo it.
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Hopefully it's not worse than the first time.
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Hopefully my thoughts are a little bit better, but hey, got to show up.
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We all make mistakes.
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Got to keep moving forward.
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Got to try again.
Versatile Sales Closing Line
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And so today on the podcast, the reason we're talking about this is because I had two deals last week where this was pretty much the line that got me to sell.
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And this specific line, it can be used, like I said, in anything.
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So we're going to jump into it.
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Before I tell you what it is, though, I'm going to make you listen to a quick story.
Customer-Focused Sales Strategies
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I'm out here.
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We're actually working up in Hemet, California.
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If you know where that is, it is super hot desert town out here in Southern California.
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I go up there and to my surprise, the day I get up there, I get a call from a friend of mine went to college with played in our university band.
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Yeah, I'm a band geek for all those who didn't know.
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We played in the band together.
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He says, Taylor, hey, I moved out here and we bought a home out in Hemet.
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And hey, I just signed up for solar.
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But I remember the year in solar.
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Can you take a look, see what you think of the deal I got?
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I'm like, all right, man, let's help you out.
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I go there and he had been signed up for a system that was 10 panels.
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He just moved into his house.
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But this is a desert town.
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It's 120 degrees in the summer.
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These people, we're only going to give him 10 panels up there.
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He has a wife.
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He has three kids.
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He has a decent sized home.
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I'm like, bro, that is not going to cut it, man.
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You're going to sweat your tails off.
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We got to get you more panels up there.
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Put some more panels up, gave him a better deal, and he was super happy about it.
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Hopefully he signed with me because I'm his friend too.
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But moral of the story, before we get into the closing line here, make sure if you are out there selling, be smart about what you're doing.
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Okay, don't sign up someone on deals that aren't good for them.
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And remember the number one, what I think is one of the most important sales rules of selling, love your customers.
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Okay, think if I were in this situation, would this be a good deal for me?
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We're not trying to screw people over.
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It's probably the most common thing I see is people are selling these panels at not the correct offsets.
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The second deal I had last week, it was a similar situation.
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Older lady, she, similar situation, signed a contract for a company.
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And keep in mind, these were recently signed contracts.
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Yeah, I'm not switching people over months into their contracts.
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Just a little side note.
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But she signed a similar situation.
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They were only giving her, I think she needed 11,000 kilowatts up there.
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They were giving like 9,000.
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And this was even worse.
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They said, hey, you can use unlimited energy.
Honesty and Integrity in Sales
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Never going to pay a bill of utility.
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You have unlimited energy.
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So first of all, do not tell your customers they have unlimited energy because that is never the case that I know of.
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And second of all, don't tell them that, especially if it's not even 100% offset.
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She was getting like an 85% offset.
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So we gave her more panels.
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We gave her a better system.
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And then also she had just been told some false information about warranties.
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They told her she was never going to have to pay anything.
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She lived by a golf course.
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And so they said it was all covered, which it wasn't.
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I don't know any company that covers golf ball damage.
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We helped her out with this.
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And I told you the truth.
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I said, hey, I'm going to be upfront with you because I don't want something happening in the panels down the road.
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And then you're mad because you had wrong expectations.
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If there is golf ball damage, it's going to fall under your homeowner's insurance.
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Okay, but our panels are tough, and I showed her a little, well, I got sent later, but there's a little video going around of a goat stomping on solar panels, and so I thought that was funny.
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Let me know if you want this.
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I can send you a copy of it.
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But I say, hey, the panels are super durable.
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But the truth is, it's covered by your homeowner's insurance if there's something crazy going on like golf balls or asteroids coming down and they do happen to break the panels.
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She was super happy, got the sale.
'If I Could, Would You' Technique
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Okay, and so just a side note, but the closing line that helped me close these two deals and that I've been using in almost all my sales lately is this.
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It's called the if I could, would you close?
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Okay, and most of you have probably heard about this pretty common sales closing line.
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If I could do this, then would you?
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If I could get you this price, then would you sign up?
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Okay.
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But what I love about it is it's so versatile.
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You can use it in so many different situations.
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And so I'm going to tell you a few different ways I use it in my knocking and my closing.
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And then what's most important is you yourself should brainstorm some ways, write down some ways you can use it and, you know, be open with it.
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A lot of different ways you could use it.
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Okay, and so first of all, in knocking, how can you use the If I Could, Would You Close?
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As you're out there, especially when you're in saturated markets, people have heard about solar.
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Okay, so a great way I like to use it is just contrasting between what they think they know about solar to what you're actually offering them.
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Or even if it's not a saturated market, maybe it's a new market where people have barely heard anything about solar.
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And so you say, if I could show you how to go solar without paying anything out of pocket, would you take a look at it?
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But great way to transition into setting the appointments, setting up a time.
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If I could get you the new information online,
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on solar you've been waiting for then would you take a look at it another great way and i love contrasting i've done some episodes on this but just contrasting to what they looked at before maybe it was a lease maybe it was a cash purchase to what you're now offering them okay as people can see this difference they are more likely to look at it and who's not going to be open enough to take a look at some new information that they didn't know existed
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If you can personalize the program to them, if you can tailor it towards what their wants and expectations are, then who's going to say no to what you look at it?
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Okay, another way, if you didn't have to pay a bunch of money out of your pocket, then would you consider going solar?
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Right.
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Or if we could help you go green and it didn't cost you anything and it added value to your home, then you would at least look at that.
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Right.
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Another great kind of Hail Mary.
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Maybe someone's told you no a bunch of times.
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You can throw that out there.
Setting Expectations in Sales
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Throw out a hook.
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Okay, so a ton of different ways you can use this as you're knocking on doors.
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And what about closing for those that are in your appointments?
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I'm not necessarily using this as much as an actual close, but I use it so often in my pre-frame of the deal.
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Okay, you all should be pre-framing your deal, setting the expectations, telling your homeowners you're going to be submitting an application to the utility and to the city to see if they can get their home approved.
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But as you're doing your fact finding, figuring out what their wants, needs, and expectations are, then it's a great way to throw in the if I could, would you?
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If I could get your bill 30% less than what it is right now, then would that be a win for you?
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Great line I got from one of my buddies, Bennett Maxwell, who's going to be on the podcast again soon.
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But he would use this all the time.
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It's something he taught me is instead of saying, hey, if I could do this, would you do it?
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That sounds like a big decision, right?
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Would you do it?
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Hey, but change that line.
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would that be a win for you?
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You're not asking, you're not saying they need to do it.
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You're just asking them if that's a win.
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Of course, it's going to be a win.
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And if they say it's going to be a win, then why wouldn't they do it?
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It's just a little tweak in how you say it that I love.
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And another cool thing is I love his little percentages.
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So what you can do, 30%, that's not that much.
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Right.
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And so depends on the market, but maybe it's 20%, 10, 20, 30%, whatever percentage you say, you can go through your numbers, just pull out your calculator, do the math for them and say, yeah.
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So remember how we talked about 30%.
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So this is actually 30% less than what you're paying.
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Let's do this.
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Boom.
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Do the math for them.
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Cause probably people aren't going to do the math in their head.
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What 30% is.
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Okay.
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Okay, so that's a great way as you're setting the expectations, doing your fact finding.
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Another great closing line.
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And this is, I guess, more towards California where we're getting awesome savings for people.
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If I could get your bill to be what you're paying in the lower months, then do you feel like solar would be a good idea?
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Or would solar make sense for you?
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Okay, sometimes people have these weird expectations of what their solar bill should be.
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But you take a look at their bill.
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You should be going over their bill with them.
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Hey, looks like this is one of your lowest bills.
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You guys only paid $120 this month.
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If I could get it to be that way always and you didn't see any spikes in the summer, then do you think that'd be, you know, a win?
00:11:05
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Super beneficial for you guys?
00:11:07
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Great.
00:11:09
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How about this?
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If we could get your solar up before the summer, then would there be any reason you wouldn't want to get it up there as soon as possible?
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Okay, or get started.
00:11:19
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Kind of an assumption based close.
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I love doing that one.
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That's another common one is when would you want your solar up there?
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Just as soon as possible.
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Love those assumption closes.
00:11:31
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Another one, if your home gets approved by the utility, then would there be any reason that solar wouldn't be a good idea in your head?
Securing Agreement with Closing Lines
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And this is one I probably use towards the end of my close in most of my presentations.
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I say, great, we've gone through all the information.
00:11:47
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Mr. Homeowner, let me ask you.
00:11:49
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There's still a few steps to see if solar is even, you know, an option for the home, see if your home is eligible.
00:11:55
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But if we can get everything approved, if everything checks out on our ends, then would there be any reason that you could think of this solar wouldn't be a good idea for you guys home or for your situation?
00:12:06
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No?
00:12:06
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Awesome.
00:12:07
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So what we'll do today, we're going to fill out a few forms, get your okay on a few things.
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I'm going to get you everything in writing and then get you scheduled for the site survey.
00:12:17
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What was, just to confirm, what was the spelling of the last name or what was the phone number or what was the email again, go directly into your application.
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Boom.
00:12:26
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So I hope that gives you a few ideas on how to use the if I could.
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Would you close?
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Hey, again, go write out your ideas, jot them down.
00:12:35
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You probably can think of a hundred other ways to use this.
00:12:38
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You can also use it in your relationships or in your everyday life.
00:12:43
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Hey, baby, if I could get you a little treat tonight, then would you give me a massage or...
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Show me a good time tonight.
00:12:52
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I don't know.
00:12:52
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Whatever.
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For all you married folk.
00:12:54
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Okay.
00:12:55
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About a million different ways to use this.
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Hope it helps.
00:12:58
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Send this to someone that could use a fresh new close or a fresh way to use the if I could, would you close?
00:13:06
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And as always, brainstorm yourself and share the episode if it has helped you.
00:13:14
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And apologize if you heard a crying kid in the background, by the way.
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Got some crying babies back here.
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But hopefully you got some value from this.
00:13:22
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And we'll see you on the next podcast.
Resources and Top Episodes
00:13:26
Speaker
What's up, Solopreneurs?
00:13:27
Speaker
Hope you enjoyed the episode.
00:13:29
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.
00:13:40
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
00:13:47
Speaker
What episodes should I listen to in the podcast?
00:13:50
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
00:13:54
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 Solarpreneur.
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Speaker
We put them together all in one sheet so you can go, you can hit the ground running, especially if you're new, you do not want to not have this sheet.
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Speaker
So go download it right now.
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It's going to be at top10.solarpreneurs.com.
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Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
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Speaker
Don't forget the S on solarpreneurs.
00:14:29
Speaker
We will have that in the show notes.
00:14:31
Speaker
Go download it right now.
00:14:33
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them.
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Speaker
That's going to show you how.
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Speaker
So go download it and we'll see you on the other side.