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Common Objection Handling
1 Playsin 3 hours
Are you going to let one objection shut down your entire, carefully planned sales presentation? This episode will guide you with facing objections head-on while developing your rapport with the customer at the same time.
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Transcript
Introduction to Solarpreneur Journey
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong. 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.
00:00:19
Speaker
I teach you 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 Solopreneur in Solar Industry
00:00:31
Speaker
What is a solopreneur you might ask? solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery and you are about to become one. Hey, what's going on, so solarpreneurs?
Sales Techniques and Overcoming Objections
00:00:43
Speaker
Today, we're gonna be going over some live footage taken from one of my recent sales, and we're to over some objections they had. Hopefully, you can take a few things from it and use in your sales today. Welcome to the show. My name is Taylor Armstrong. We're here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry. And we have the microphone back. If you listen to last episode, kid got hold of my other mic, broke it. So we're back with the microphone. Hopefully the sound quality is back to a little bit better. Always trying to bring you fresh new content every Tuesday and Friday. So thank you for tuning in. Thank you for leaving us a rating and a review.
00:01:22
Speaker
if you have not already. And thank you to everyone that's reached out.
Sales Strategies: Empathy and Crutches
00:01:26
Speaker
and Most of you know, by now, got my meniscus torn in my knee. So you can see I'm doing this podcast from the seated position where i usually do it standing. So got skirt surgery scheduled this Thursday. I'm hoping we can get back on our feet here pretty soon. But still in deals, this was a sale that I closed this last week.
00:01:47
Speaker
Walked in on crutches. Brightside, I have noticed that people tend to feel bad about seeing you on crutches. So I have gotten in ah more homes probably than i would otherwise because people see me on crutches. it Gives me a good ah reason to get inside the home. So it is helping from that aspect. Hey, but this deal, this is one from previous Tuesday that we got closed up and wanted to highlight some of the objections they had some of the word tracks I use to overcome few of their objections because ah in the new movements they're great. And they can be great sales, they can be people that haven't looked into solar too often. Their objections are commonly like, hey, well, how much energy we're going to be using in the future, i might need a weight on this because I want to see how much I'm using, which is, you know, a valid concern can be tough to overcome that. so I'm going to go over a few of the things they brought up during
Tools for Sales Training and Improvement
00:02:37
Speaker
the sale. And before we wanted to get into that one and thank one of our sponsors for the show, Ciro. You guys heard this is the number one way to record your sales, record your presentations on the door, because it not only breaks it down section by section, it gets a whole transcription of it and it blasts out in your team. But on top of that, they've got some insane AI tools, which help so much for this podcast.
00:03:02
Speaker
I just asked, it hey, what's some sections I could use to highlight for some training? And it spot out a bunch of things that I did well, some things I did not so well. And it makes it so easy to highlight different sections of your clothes without having go through the whole thing and makes it so easy to train.
00:03:19
Speaker
So if you would like access, go check those guys out. and They make it so easy. And, um you know, part of our coaching training we do at Solopreneur is we do help people.
00:03:31
Speaker
analyze their their deals and their content from ah inside the home. So it makes easy to give feedback and make improvements. So that being said, let's get into some of this content. yeah So I'm going to pull up what's happened in the cell.
00:03:47
Speaker
so I just asked it, is there any good highlights or things I did well that I could use for training my team from this particular presentation. And so I'll read out, it gave me seven or eight, it looks like seven or eight different things that I did well.
00:04:01
Speaker
We'll play some of the recording, some of the footage from it so you guys can hear some things that might help you out there today.
Effective Objection Handling with Stories
00:04:08
Speaker
But the first one, it said strong rapport building opener. Open with genuine, and relaxed, small talk about the neighborhood. and where Everyone should be able to do that. Number two thing I did well, rate history of storytelling. Instead of just throwing numbers out, Taylor contextualizes the SDG rate increases over time.
00:04:24
Speaker
Cool. um Number three, neighbor social proof used naturally. Reference the neighbor situation or normalize the program. yeah Number four, proactively address the lien objection.
00:04:35
Speaker
The customer brought up property liens, a common concern. Taylor handled it cleanly, acknowledged the whole problem existed, explained how this program was different. ah Number five, handled the should we just buy the panels question well.
00:04:46
Speaker
They had asked about buying the panels. And number six, addressed Sunrun skepticism smoothly. They were a little concerned about Sunrun, which is who we use for the power purchase agreement. Number seven, solid low pressure close. Frame the application as just a first first step, and we're not asking for a final decision.
00:05:05
Speaker
Okay. And number eight scam warning at the end, wrapping up with a heads up about solar scams targeting permit stage homeowners, ah you know, which is giving them heads up about permit poachers. A lot to go through. We're not going to go through every single one of these, particularly wanted to play some of the footage from things that I think are most helpful that helped me the most in these deals. Right. And so a big one for me the rate history storytelling, and using this social proof. So want to play for you guys a few little clips. You can hear some of these stories I use some of the ways I address this. So let's start with the social proof that I used to talk about lower billing. The reason I did this is because this customer, they had an extremely low bill for the first couple months they'd been in the home.
00:05:50
Speaker
So what my goal, my aim for this was just helping them feel like, hey, this is normal. Most people have low bills out here. But here's why everyone's still doing it, even when they have a lower bill. So let's see what I had to say. And maybe it's maybe it's a out of this park. Maybe it's not so great. But ah this this helped me in this particular deal.
00:06:09
Speaker
He's even dragging me by the left and he only being added off to take PMI for that much. So he's paying about the same amount of program. and So some people are like, oh, where are the videos? Not the same. But for him, he went back to his bills 90 years ago and had to do his pain 70-80, 90 years ago. Now he's paying 150. for him, that's main benefit. So we have to worry about all these traces. Let's see if we're eating. You know, we need to get through the rate detection deal.
00:06:36
Speaker
So for you guys, what's the prediction you'll be? Not too big, was just counting. you Okay, seeing
Building Credibility with Evidence
00:06:42
Speaker
here what I use would have been more effective if I would have used a name and someone they know makes it more powerful.
00:06:48
Speaker
You pull up a name and a photo, even a video, even better. But yeah, if you want to bring up something like that, the best, one of the better ways I've seen to overcome these concerns. And especially when you see that maybe they have a lower bill, it's you're proactively handling the objection.
00:07:04
Speaker
Right. You're eight mile in it. They call eight mile bringing up particular concerns before they can make him normal, especially when you have someone that has the lower bill. Think of what's the story. What's the example you could use to make him see that, hey, this isn't about the savings.
00:07:19
Speaker
People aren't doing this to save 20, 30, 40 a month like the cherry on top. But the reason people are doing this is because they've seen what the bills have gone up to. Mr. Homeowner, your neighbor, John, five years ago, he was paying half of what he's paying now.
00:07:32
Speaker
And so for him, if he can have a established rates, if he can know for the future, if he can future proof his home, even though it's not necessarily that he's saving a bunch of money now, that's the main thing for him. Everyone that's been here a long time, they've seen some crazy rates, especially new move ins. You want to use things like that.
00:07:51
Speaker
And so let's jump into a another little clip here. So we got the rate history storytelling. This is just building pain in the in that the rates are going up. So let's play this little clipper.
00:08:04
Speaker
stand here together in 2013. The test is going to change in 23 cents. And that was, according to the high level 3 sales average. And then at the end 2023, they're at about 45 cents now in 20.6. They're out of 10, 49 to 50 cents for most people.
00:08:22
Speaker
that's been the big problem. and It's not that, you know, before people weren't paying a to the time, but most of the people were, they saved some money on this, but the main benefit for people is just walking into this, that rate, so they don't have to deal with this.
00:08:36
Speaker
Yeah, because either of you, there are any of our bird reference, you just only can. Okay, so then I think that goes straight into the next social proof section. So yeah, and you'll notice I'm referencing a charts. So as I'm going through this, especially out here, what's really nice, I would assume they have things like this and a lot of different utilities. But it makes it really powerful when you can go and you can pull up actual rates from the past. And they can see with their own two eyes, they can see that 10 years ago, the rates were far less. So anytime people can see proof, anytime people can see physical evidence, it makes it that much real real to them, rather than you just telling them.
00:09:12
Speaker
People see what they, where people believe what they see, rather, right? For us, we can go on directly on the utilities website, and it's, you can go year by year and um see the differences. We do also have PDFs, things we save. So really, really good thing to save ah different resources. If you have like a photo album, shared photo album that helps us in our team as we go and we save a bunch of different screenshots, PDFs, as slicks, things like that that could be used as slicks that just demonstrate all the things we tell the homeowners.
00:09:47
Speaker
And so that way, it's really easy. They bring up a concern, they bring up an objection, boom. We have a screenshot, we have a shared full photo album where we can go and reference these things. So we have one that shows the 10 year rate difference. It's really good. So that's one we use. And then just going on the website, and because I think sometimes homeowners are smart. You know, it's not like it was before, not the homeowner or dumb before, but now there's just so many different resources with AI, with chat GPT, people just able to research and search things at a level where we've never seen before. So you got to be smart. So that's why I think it's a good idea if you can even pull it up directly, type it in the search bar, you know, SDGN rates or whatever your utility you're in.
00:10:30
Speaker
Southern California Edison rates going in and typing that in And if they can see something that's references in it, they know that you're not just cherry picking the information you want. It's like they're seeing you search it. They're seeing you find it makes it that much more believable for them. Okay, so get in the habit of those two things. Number one, telling stories, using customer examples, getting the photos, the videos, super powerful to preempt the objections, eight mile them.
00:10:56
Speaker
hey We call it 8-Miling from the ah the whole Eminem movie, right? When he brings up the ah objections in the rap battle before the other yeah I can. And then number two, just using the resources we have at our disposal.
00:11:10
Speaker
um Seeing is believing. So pulling those different charts up, pulling up the previous rates so they can see, seeing really demonstrate the problem.
Self-Analysis through Sales Recording
00:11:19
Speaker
So hopefully youwa will take a few things from the recording And ah use if you're not using a tool like zero use even just record it on voice memos on your iPhone, right? Just recording, get in the habit of recording and doing your own play by play analysis.
00:11:36
Speaker
You know, you can plug it into chat GPT. That'll give you kind of like a dummy version of this too, if you want to do things like that. But if so many tools are to disposals, why are we not using them?
00:11:46
Speaker
So get in the habit of using them. Try to get better every day. And that's how you're going become a real professional and make the money you deserve. So I hope those things help today. and Please let us know any topics or guests that you would suggest that we can get on future episodes. Go crush some deals this week.
00:12:03
Speaker
Close some deals. And let's make some money. So thanks for tuning in the podcast. I love you. And we'll see you
Exploring Solar Scout Platform
00:12:10
Speaker
on the next. one So some of you already know that I run my own door-to-door sales team here in San Diego. 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. But if I want to increase my deal flow, I need to do something different to get an advantage.
00:12:26
Speaker
Then we discovered an app called Solar Scout. But it's not a door knocking app. It's a data platform that shows us who is likely to go solar in our market. 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 given neighborhood.
00:12:45
Speaker
It's been working for a lot of teams across the country and now I'm on board too. I'm going to be one of the first to use SolarScout in San Diego so I decided to partner up. But I told them, hey, I'm going to talk about SolarScout on my show, you need to give my listeners a great deal. And they did.
00:13:00
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. That's solarscout.app forward slash Taylor.
00:13:12
Speaker
Okay. What's up, solarpreneurs? Hope you enjoyed the episode.
Resources for New Listeners
00:13:17
Speaker
Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created it specifically for you in mind. One of the top questions I get asked on Instagram, on Facebook by our listeners is, Taylor, where should I start? What episodes should I listen to in the podcast?
00:13:37
Speaker
You got too many podcasts, man, because now we have over 200 episodes. 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.com.
00:13:55
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 so go download it right now it's going to be at top10.solarpreneurs.com again that's top 10 the number 10.solarpreneurs.com don't forget the s on solarpreneurs We will have that in the show notes. Go download it right now.
00:14:21
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them. That's going to show you how. So go download it and we'll see you on the other side.