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How To Make Solar Sales Reflexive (Second Nature Solar Sales)
40 Plays6 years ago
In this video, I'll be sharing with you how I've been able to train myself to be able to overcome almost any solar sales objection possible. Watch this video to get the step-by-step process of how I master any skill and make it a reflex.
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Transcript
Introduction to Solopreneurs
00:00:00
Speaker
What do you call an underground group of solar professionals on a mission to create a more sustainable world?
00:00:05
Speaker
We call ourselves solopreneurs.
00:00:08
Speaker
And while some might call us crazy, foolish, and dissatisfied with the status quo, we're the ones taking action to create a better future for ourselves and the world.
00:00:18
Speaker
Solopreneur is dedicated to give you, the solar professional, the tools, skills, technology, and mentorship to take the industry by storm and sell more solar with less effort.
00:00:30
Speaker
We are solopreneurs and this is our story.
Role Plays in Solar Selling
00:01:08
Speaker
So about a month back, I recorded an episode on Solarpreneur Podcast, if you guys aren't watching that, with Taylor Armstrong as one of the co-hosts on there.
00:01:18
Speaker
And we did some role plays.
00:01:19
Speaker
I'm going to link that episode for you to refer to because it's going to make a lot more sense on how this stuff, right, reflexive solar selling, is going to work in this context.
00:01:31
Speaker
And some of the feedback I got on this really surprised me.
00:01:34
Speaker
A lot of people said, James, how do you know exactly how to address every concern, every scenario that Taylor throws at you in the role play on command, repeatedly, right?
00:01:44
Speaker
Reflexive is what I call that, right?
00:01:46
Speaker
Where you don't have to think about the right answer, it just comes automatically without using your brain power, with no ums, ands, ors, or buts, you can handle every situation with finesse, right?
00:01:58
Speaker
And it got me thinking, I had never shared my exact method, what I use in the Spartan system to train top producing solar reps to do this exactly.
Music Skills in Sales
00:02:08
Speaker
And a lot of these strategies I learned have been used outside of solar.
00:02:12
Speaker
I actually learned them in music.
00:02:13
Speaker
When I played trumpet, jazz performance, this is how I've memorized songs, this is how I've memorized solos, and actually learned how to improvise and do improvisation.
00:02:22
Speaker
And it applies directly to solar, and I truly believe it is the sole reason why
00:02:27
Speaker
When somebody throws an objection at me or a scenario, I'm able to use it on the spot.
00:02:31
Speaker
Boom.
00:02:32
Speaker
And the best news is it can be applied to you directly and you can have success with it as well.
00:02:38
Speaker
So pay attention because this stuff I'm going to share with you is absolutely...
00:02:44
Speaker
another sales manager or VP of sales at your company.
00:02:48
Speaker
Because quite frankly, there's very few people who know how to do this well.
00:02:51
Speaker
And I think I've cracked the code on it.
00:02:53
Speaker
I want to share with you today.
Inspiration from TED and Actors
00:02:55
Speaker
So there's really a few sections here.
00:02:57
Speaker
There's four main sections we're going to talk about on how you're going to train, how you're going to apply new skills that you want to work on.
00:03:04
Speaker
So let's say I want to work on a new closing skill, being able to bump up my closing rate, say I'm chilling at a 30, 40% closing rate.
00:03:12
Speaker
I want to double that.
00:03:14
Speaker
What type of closing lines, what type of closing questions do I have to use to be able to implement this?
00:03:22
Speaker
So the first thing you're going to do is think out of the box.
00:03:26
Speaker
Over you saying, but it's huge.
00:03:28
Speaker
And I have three main things I like to do when I'm applying a new skill.
00:03:31
Speaker
Some of the new skills I've been using recently are recruiting, building up team members, training new team members.
00:03:37
Speaker
That's a new skill that I'm personally working on as an owner of a solar company.
00:03:42
Speaker
But for you it may be a closing question.
00:03:44
Speaker
It may be that door approach, it may be that door pitch.
00:03:47
Speaker
What you're gonna do first is look out of the box.
00:03:50
Speaker
And first thing I like to do is I like to look outside of the sales industry altogether.
00:03:57
Speaker
So not only are we gonna look outside of solar, we're also gonna look outside of sales.
00:04:01
Speaker
One of the primary places I like to look at are communications.
00:04:05
Speaker
So I looked at presenters.
00:04:07
Speaker
TED Talk speakers, comedians.
00:04:10
Speaker
I looked at people who are on Broadway shows, actors.
00:04:13
Speaker
These are some of the people that I look at and I look up to to work on my communication skills.
00:04:19
Speaker
So I'm able to talk a certain way on camera with you, right?
00:04:22
Speaker
It's through practicing these and looking outside of the box.
00:04:25
Speaker
If you look in solar right now,
00:04:28
Speaker
Nobody knows what they're doing.
00:04:29
Speaker
Nobody's talking about communication in solar.
00:04:32
Speaker
You're not going to learn it in solar.
00:04:34
Speaker
So look.
00:04:35
Speaker
You have to look out of the box.
00:04:36
Speaker
It expands your thinking.
00:04:37
Speaker
It adds new variety that nobody can compete with, and it makes you look original.
00:04:42
Speaker
So look outside of sales when you're learning a new strategy, right?
00:04:47
Speaker
Look outside of the industry as well.
00:04:50
Speaker
Don't look in solar.
00:04:51
Speaker
Go look at closing strategies that are used by Grant Cardone, Dan Lok, right?
00:04:56
Speaker
Any of these people.
00:04:57
Speaker
Go look at closing strategies and persuasive strategies used by the FBI, right?
00:05:03
Speaker
Police officers, anybody, right?
Mentorship and Dan Lok's Influence
00:05:05
Speaker
Look outside solar again.
00:05:07
Speaker
And then the next one is look at new and novel information, right?
00:05:12
Speaker
One of the best things we have in Spartan system is we have proven novel information.
00:05:17
Speaker
Things like Instagram, how to get leads off of Instagram, how to get them off of LinkedIn.
00:05:22
Speaker
So whether you check it out there or not, look at new pieces of info.
00:05:27
Speaker
Don't be scared to break outside of the normal.
00:05:31
Speaker
Everybody gets terrified when they hear, oh, shoot, you're not knocking doors?
00:05:35
Speaker
It must be a scam, right?
00:05:36
Speaker
Must be a scam if it's not the same thing everyone else does.
00:05:40
Speaker
Here's the thing about that.
00:05:42
Speaker
You can copy everyone else, right?
00:05:44
Speaker
And you're going to get certain results, but you're never, never going to be able to innovate on anything if you copy the competition.
00:05:53
Speaker
If you always stay in the box, you always do the same thing everyone else is doing, you will stay the same.
00:05:58
Speaker
You'll never break through.
00:05:59
Speaker
You'll never be that top 1% guy.
00:06:01
Speaker
You'll never be that superstar that revolutionizes an industry.
00:06:05
Speaker
If you just copy everybody,
00:06:07
Speaker
So you've got to break out of the box, break the mold, get uncomfortable, and take the risks.
00:06:12
Speaker
Now, that's just one piece, right?
00:06:14
Speaker
You're not going to do that all the time because there's no structure.
00:06:17
Speaker
You're never going to be able to learn and refine any of these skills if you're constantly just trying out a bunch of new shit, right?
00:06:23
Speaker
So we only do that for one part.
00:06:24
Speaker
Number two is we go find a mentor who is a master in what we're trying to learn.
00:06:31
Speaker
If we're trying to get better at closing right now, go find the best closers you can find.
00:06:36
Speaker
Go find somebody in solar, outside solar, it doesn't matter.
00:06:40
Speaker
Go find someone who is a master, a true master and known for their closing abilities.
00:06:46
Speaker
For me, it was coaching with Dan Lok.
00:06:48
Speaker
I've done a lot of coaching with Dan Lok for a couple of years now.
00:06:51
Speaker
He's a master of closing.
00:06:53
Speaker
He's the sole reason why I'm able to close at somewhere around a 90% close rate.
00:06:57
Speaker
My students are able to get somewhere around there as well.
00:07:00
Speaker
It's all because of this man and learning from him.
00:07:03
Speaker
I owe him a ton, right?
00:07:05
Speaker
So go find that person for you.
00:07:08
Speaker
Go find them.
00:07:10
Speaker
Check it out the Spartan system.
00:07:11
Speaker
Check out the training on this channel, right?
00:07:13
Speaker
There are a lot of mentors you can go to.
00:07:16
Speaker
But the key with this and what you need to do when you find this mentor is you got to learn from them.
00:07:21
Speaker
You got to see how they walk.
00:07:22
Speaker
How do they talk, right?
00:07:24
Speaker
How do they present?
00:07:26
Speaker
How do they say the line?
00:07:28
Speaker
What is their tonality?
00:07:29
Speaker
How do they dress?
00:07:30
Speaker
How do they speak?
00:07:32
Speaker
What are their mannerisms, right?
00:07:34
Speaker
You've got to really be a fly on the wall and observe this person.
00:07:37
Speaker
Everybody talks about that, you know, go working for someone for free to learn from them, right?
00:07:42
Speaker
I couldn't agree more.
00:07:43
Speaker
Go work for somebody who is good at what they do, who's good at solar, who's good at sales, closing, whatever you're trying to do, go be a fly on the wall.
00:07:53
Speaker
And then number three, I'm going to give you my kind of blueprint here on how I drill, how I practice.
00:07:59
Speaker
And I've been using this for years for learning how to speak on camera like this.
00:08:03
Speaker
I want to make sales videos.
00:08:05
Speaker
I want to record ads.
00:08:07
Speaker
I want to learn how to present a new presentation I'm working on, right?
00:08:11
Speaker
I'm constantly testing new presentations for my students in the Spartan system.
00:08:15
Speaker
And my reps at Lumen, right?
00:08:17
Speaker
I use this exact strategy, been using it most of my life.
Practice Method: Choose, Observe, Imitate, Apply
00:08:20
Speaker
So what we're gonna do is, number one, you're gonna choose your skill, get clear on what you want, and you get really laser specific on what the outcome is.
00:08:29
Speaker
Let's say I wanna be able to handle, I need to think about it, objections with finesse, boom, on the spot.
00:08:34
Speaker
I need to think about it, perfect, what do you need to think about?
00:08:37
Speaker
Do you need to think about two days?
00:08:39
Speaker
When people tell me they need to think about it, they often just don't think solar makes sense,
00:08:44
Speaker
Or they don't want to feel pressured into doing something they don't want to do.
00:08:50
Speaker
Which one is it for you, Mr. Prospect?
00:08:52
Speaker
Reflexive.
00:08:53
Speaker
I know what to say.
00:08:54
Speaker
I can handle it on the spot.
00:08:56
Speaker
So I figure out what that outcome is.
00:08:58
Speaker
I choose the skill.
00:08:59
Speaker
Write it down.
00:09:01
Speaker
That's what we're working on.
00:09:03
Speaker
Two, we observe, we look at this mentor we have, or a recording, or a video, or some sort of tool like this, and you observe how does he do it.
00:09:13
Speaker
Let's say right now you're looking on how to make a sales video, an educational video for solar right now, and you wanna model how I do it.
00:09:21
Speaker
Cool, does James use too much hand motions, he gets too excited, right?
00:09:25
Speaker
Do you like the whiteboard?
00:09:26
Speaker
Do you not like the whiteboard, right?
00:09:28
Speaker
You gotta look and observe what is working with this person, why does it work,
00:09:33
Speaker
Become that fly on the wall again.
00:09:35
Speaker
Number three, imitate.
00:09:38
Speaker
Imitate the mentor.
00:09:40
Speaker
Copy them exactly.
00:09:42
Speaker
Same way children learn.
00:09:44
Speaker
Children don't learn a language or how to walk by doing anything other than imitating.
00:09:49
Speaker
And I want you to realize some of the world's best innovators, Steve Jobs, anybody, right?
00:09:56
Speaker
They all imitate.
00:09:57
Speaker
They all are big copycats.
00:09:59
Speaker
And that is fine.
00:10:00
Speaker
And it will get you to a degree of proficiency, but you can't stay there.
00:10:05
Speaker
So imitate so you can learn the skills, right?
00:10:07
Speaker
So they become wired.
00:10:09
Speaker
You see them.
00:10:10
Speaker
You hear them.
00:10:10
Speaker
You see what smell it.
00:10:12
Speaker
See what it looks like, right?
00:10:13
Speaker
And that way it's familiar to you.
00:10:16
Speaker
Number four, apply that new skill in multiple different areas.
00:10:24
Speaker
Hey listeners, it's James Swiderski here.
00:10:25
Speaker
I promise we'll be right back to this fire content you're enjoying, but I'd be remiss if I didn't tell you about the number one training platform that I trust my own clients as well as my own solar team with, and it's called the Solar Spartan System.
00:10:39
Speaker
Now, the Solar Spartan System is not your traditional course.
00:10:42
Speaker
It's a solar sales transformation experience that's combined over 11,000 hours of research on today's top sales and marketing professionals and condensed their strategies into one streamlined system that practically forces you...
00:10:57
Speaker
Yeah, that's right.
00:10:58
Speaker
Forces you to have success in reaching your goals.
00:11:02
Speaker
And the best part is, guys, it's designed specifically for solar.
00:11:06
Speaker
And it's been tested on over 800 solar professionals to date.
00:11:10
Speaker
Now, you might be saying, James, that's cool, but...
00:11:13
Speaker
How does it force me to have success?
00:11:15
Speaker
And this is where it gets pretty ninja,
Introducing the Solar Spartan System
00:11:17
Speaker
my friends.
00:11:17
Speaker
So listen up.
00:11:18
Speaker
So here's what makes the Solar Spartan system so effective, okay?
00:11:22
Speaker
It's the combination of applying the minimum amount of inputs, right?
00:11:27
Speaker
Minimum effective dose of what it takes to get you to that next level.
00:11:31
Speaker
Combining that with the power of social accountability and then top-notch strategies used by today's solar professionals, solopreneurs, right?
00:11:41
Speaker
So what does this mean for you?
00:11:42
Speaker
No more watching 15-hour courses.
00:11:45
Speaker
No more banging your head trying to figure out how to apply Grant Cardone's strategies over here and Dan Lok's strategies over here to solar specifically.
00:11:54
Speaker
And no more guesswork.
00:11:56
Speaker
The Solar Spartan system is 100% action oriented, meaning you won't be given more content to study than what you need to actually reach your next four deals, 10 deals, 16, 20 deals, whatever your goal is, there's a milestone for it within the system.
00:12:13
Speaker
And to give you guys an idea of what you can expect out of this, I've taken some of my lowest producing reps and clients from closing one to maybe struggling to get that third or fourth deal a month, all the way to closing 18 to 20 deals a month in less than 90 days.
00:12:29
Speaker
It's that good.
00:12:31
Speaker
That's why I want to go ahead and offer you guys, solopreneur listeners, a special discount on the Solar Spartan System.
00:12:36
Speaker
You guys head on over to solarspartansystem.com.
00:12:40
Speaker
You could try it out for 30 days.
00:12:42
Speaker
Again, guys, don't put your success on hold.
00:12:44
Speaker
This is something I would not promote on the podcast if I didn't fully believe in it.
00:12:49
Speaker
It's something I trust my clients, but as well, my own solar company, my own reps, they go through this exact same training.
00:12:57
Speaker
So again, head on over to Solarspartansystem.com.
00:12:58
Speaker
Head over to solarspartansystem.com to get started and my team and I will see you inside.
00:13:04
Speaker
Let's get back to the show.
Mastering Sales Techniques
00:13:07
Speaker
So let's use the closing line, okay?
00:13:11
Speaker
Say I just imitated this closing line, the one I just used, right?
00:13:14
Speaker
And when people tell me they need to think about it, it either just means one of two things.
00:13:19
Speaker
They either don't think solar makes sense for them or they don't want to feel pressured into doing something they're unsure of.
00:13:26
Speaker
Which one is it for you?
00:13:28
Speaker
So I would go listen to that.
00:13:30
Speaker
If you were trying to copy that line, rewind the video, listen to me say it again.
00:13:34
Speaker
Listen again.
00:13:35
Speaker
Listen again.
00:13:36
Speaker
Listen again.
00:13:37
Speaker
And then you repeat after me and you say it with me until we sound the same.
00:13:40
Speaker
We're synced up.
00:13:42
Speaker
Okay?
00:13:42
Speaker
Seems repetitive, seems annoying.
00:13:44
Speaker
You got to do that.
00:13:45
Speaker
And then you apply that in multiple areas.
00:13:48
Speaker
So rather than just the closing line, I need to think about it, it means this.
00:13:53
Speaker
What if you were trying to knock on a door and somebody said, oh man, I don't know if it's a good time or we need to think about it before we commit to something like an appointment.
00:14:02
Speaker
You're going to learn, hey, how can I apply that with an appointment situation?
00:14:06
Speaker
How can I do it at the door?
00:14:07
Speaker
How about if I'm at a mall kiosk or I'm following up with someone and they say they need to think about solar, how can I apply that closing situation here, right?
00:14:16
Speaker
Look at all the ways, four, five, six, seven, ten different ways that you can apply it, and you're going to, on the next step, ingrain those.
00:14:25
Speaker
You're going to practice them in each of those areas, right?
00:14:28
Speaker
Say I learned how to
00:14:30
Speaker
Do the appointment set, do the close, boom, practice, practice, practice, drill, drill, drill, rehearse, and I just keep saying them out loud.
00:14:38
Speaker
I master the tone.
00:14:38
Speaker
I listen to the mentor.
00:14:39
Speaker
How does he say it?
00:14:40
Speaker
Boom, I'm going to say it the same way.
00:14:42
Speaker
Check out the power and the tone he uses.
00:14:44
Speaker
Boom, practice, practice, practice, copy, copy, right?
00:14:47
Speaker
And you're just going to keep doing this over and over again, hundreds of times until it's just, boom, automatic, right?
00:14:55
Speaker
And then you're going to review these because it's not like...
00:15:03
Speaker
Don't practice it.
00:15:04
Speaker
You will lose it.
00:15:05
Speaker
So practice and ingrain these over and over and over again.
00:15:10
Speaker
I'll go ahead and review this here at the end.
00:15:11
Speaker
And then the last one is force yourself to apply these new skills.
00:15:16
Speaker
Make a bet with yourself.
00:15:18
Speaker
I do this any time I'm working on a new closing line, I'm working on a new pitch, whatever it is, I say, great, this week's appointments, this week's leads, I'm using an environment approach only.
00:15:31
Speaker
based off of price.
00:15:32
Speaker
I won't sell solar based off of ownership.
00:15:36
Speaker
I'm only selling the environment piece and the environment pitch the entire week.
00:15:41
Speaker
That's going to force me to apply it.
00:15:43
Speaker
It's going to force me to grow and adapt that so it actually gets better results.
00:15:48
Speaker
And at the end of the week, right, I have some crazy stuff going on, right?
00:15:53
Speaker
I've got some things that I never knew were going to be possible because I had to apply it in a real-world situation outside of just training.
00:16:02
Speaker
So let me review this piece here, the drill piece.
00:16:05
Speaker
Number one, choose your skill.
00:16:07
Speaker
Let's say I want to learn how to approach people on LinkedIn.
00:16:12
Speaker
I want to learn how to generate leads on LinkedIn.
00:16:14
Speaker
It's a cool strategy I've been using for years and have closed dozens of deals doing so.
00:16:20
Speaker
I'm going to learn, all right, cool, what does the message sound like that I send out?
00:16:26
Speaker
to sending these messages over and over and over again.
00:16:29
Speaker
Maybe I send them to friends, family members, other LinkedIn users, Facebook users.
00:16:34
Speaker
I'm going to send those out, right?
00:16:36
Speaker
I'm going to observe what do other proper, like top LinkedIn professionals use when trying to meeting these people?
00:16:45
Speaker
What are they using?
00:16:46
Speaker
How do they sound the way they sound?
00:16:48
Speaker
Why are they saying this way?
00:16:49
Speaker
I'm going to observe it, tear it apart, and be a fly on the wall.
00:16:53
Speaker
Three, I'm going to imitate it.
00:16:54
Speaker
Maybe I literally copy their message and I apply it and paste it and see what kind of results I get.
00:17:00
Speaker
I'm going to imitate that and take the principles from it.
00:17:03
Speaker
Apply in multiple areas.
00:17:05
Speaker
What if I took that same LinkedIn script and I turned it into a cold call script now?
00:17:10
Speaker
What if I took that LinkedIn script and it's now a door approach?
00:17:13
Speaker
How can I apply it to a close that I can use at the end of my appointment and apply it in all these areas?
00:17:20
Speaker
Next, I ingrain it.
00:17:21
Speaker
I practice in all the different areas that exact approach over and over again until I autopilot.
00:17:28
Speaker
And then I'm going to review it.
00:17:29
Speaker
Typically, every 90 days, I like to go and review those strategies and force myself to apply those principles.
Resources and Engagement
00:17:36
Speaker
So guys, I'm actually going to make a PDF on this one.
00:17:39
Speaker
I linked it.
00:17:40
Speaker
I know it's pretty crazy.
00:17:41
Speaker
So I have a PDF resource linked down below on what I just went over.
00:17:45
Speaker
I know it's a deep concept.
00:17:47
Speaker
Nobody's talked about it, but it's honestly been the secret to my success in whatever I'm doing and how I'm able to sharpen and get really, really freaking good top 1% at whatever skill I apply myself to.
00:17:59
Speaker
Guys, if you enjoyed this video, you like this type of strategy content and you like
00:18:05
Speaker
you know, results-based, you like the PDF down below, and you want to see those and more content like that, let me know.
00:18:11
Speaker
Comment below, give me a thumbs up.
00:18:13
Speaker
I appreciate the support, and until next time, keep crushing it.
00:18:17
Speaker
We'll see ya.
00:18:17
Speaker
Bye-bye.
00:18:23
Speaker
Wow, what another value-packed episode of The Solarpreneur.
00:18:27
Speaker
Guys, if you couldn't tell, we spend a lot of time and energy to put these episodes out to hopefully give you just one strategy, one golden nugget that's going to launch your solar career to the next level.
00:18:37
Speaker
And we do it all for free.
00:18:39
Speaker
And if you found any value in this episode or it's helped you in any way, all I ask in return is that you just take 30 seconds of your time and leave us a review on iTunes.
00:18:48
Speaker
so that we can help more solopreneurs like you to change the world.
00:18:52
Speaker
And as a gift for leaving us a review, we have a special training package exclusive for solopreneur listeners over at solopreneurs.com.
00:19:01
Speaker
Remember, you need to leave us a review on iTunes to qualify for the training package.
00:19:05
Speaker
So take care of that now, and we'll see you on the next episode.