Transcript
Speaker: What do you call an underground group of solar professionals on a mission to create a more sustainable world?
Speaker: We call ourselves solopreneurs.
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.
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.
Speaker: We are solopreneurs and this is our story.
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.
Speaker: And we did some role plays.
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.
Speaker: And some of the feedback I got on this really surprised me.
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?
Speaker: Reflexive is what I call that, right?
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?
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.
Speaker: And a lot of these strategies I learned have been used outside of solar.
Speaker: I actually learned them in music.
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.
Speaker: And it applies directly to solar, and I truly believe it is the sole reason why
Speaker: When somebody throws an objection at me or a scenario, I'm able to use it on the spot.
Speaker: Boom.
Speaker: And the best news is it can be applied to you directly and you can have success with it as well.
Speaker: So pay attention because this stuff I'm going to share with you is absolutely...
Speaker: another sales manager or VP of sales at your company.
Speaker: Because quite frankly, there's very few people who know how to do this well.
Speaker: And I think I've cracked the code on it.
Speaker: I want to share with you today.
Speaker: So there's really a few sections here.
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.
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.
Speaker: I want to double that.
Speaker: What type of closing lines, what type of closing questions do I have to use to be able to implement this?
Speaker: So the first thing you're going to do is think out of the box.
Speaker: Over you saying, but it's huge.
Speaker: And I have three main things I like to do when I'm applying a new skill.
Speaker: Some of the new skills I've been using recently are recruiting, building up team members, training new team members.
Speaker: That's a new skill that I'm personally working on as an owner of a solar company.
Speaker: But for you it may be a closing question.
Speaker: It may be that door approach, it may be that door pitch.
Speaker: What you're gonna do first is look out of the box.
Speaker: And first thing I like to do is I like to look outside of the sales industry altogether.
Speaker: So not only are we gonna look outside of solar, we're also gonna look outside of sales.
Speaker: One of the primary places I like to look at are communications.
Speaker: So I looked at presenters.
Speaker: TED Talk speakers, comedians.
Speaker: I looked at people who are on Broadway shows, actors.
Speaker: These are some of the people that I look at and I look up to to work on my communication skills.
Speaker: So I'm able to talk a certain way on camera with you, right?
Speaker: It's through practicing these and looking outside of the box.
Speaker: If you look in solar right now,
Speaker: Nobody knows what they're doing.
Speaker: Nobody's talking about communication in solar.
Speaker: You're not going to learn it in solar.
Speaker: So look.
Speaker: You have to look out of the box.
Speaker: It expands your thinking.
Speaker: It adds new variety that nobody can compete with, and it makes you look original.
Speaker: So look outside of sales when you're learning a new strategy, right?
Speaker: Look outside of the industry as well.
Speaker: Don't look in solar.
Speaker: Go look at closing strategies that are used by Grant Cardone, Dan Lok, right?
Speaker: Any of these people.
Speaker: Go look at closing strategies and persuasive strategies used by the FBI, right?
Speaker: Police officers, anybody, right?
Speaker: Look outside solar again.
Speaker: And then the next one is look at new and novel information, right?
Speaker: One of the best things we have in Spartan system is we have proven novel information.
Speaker: Things like Instagram, how to get leads off of Instagram, how to get them off of LinkedIn.
Speaker: So whether you check it out there or not, look at new pieces of info.
Speaker: Don't be scared to break outside of the normal.
Speaker: Everybody gets terrified when they hear, oh, shoot, you're not knocking doors?
Speaker: It must be a scam, right?
Speaker: Must be a scam if it's not the same thing everyone else does.
Speaker: Here's the thing about that.
Speaker: You can copy everyone else, right?
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.
Speaker: If you always stay in the box, you always do the same thing everyone else is doing, you will stay the same.
Speaker: You'll never break through.
Speaker: You'll never be that top 1% guy.
Speaker: You'll never be that superstar that revolutionizes an industry.
Speaker: If you just copy everybody,
Speaker: So you've got to break out of the box, break the mold, get uncomfortable, and take the risks.
Speaker: Now, that's just one piece, right?
Speaker: You're not going to do that all the time because there's no structure.
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?
Speaker: So we only do that for one part.
Speaker: Number two is we go find a mentor who is a master in what we're trying to learn.
Speaker: If we're trying to get better at closing right now, go find the best closers you can find.
Speaker: Go find somebody in solar, outside solar, it doesn't matter.
Speaker: Go find someone who is a master, a true master and known for their closing abilities.
Speaker: For me, it was coaching with Dan Lok.
Speaker: I've done a lot of coaching with Dan Lok for a couple of years now.
Speaker: He's a master of closing.
Speaker: He's the sole reason why I'm able to close at somewhere around a 90% close rate.
Speaker: My students are able to get somewhere around there as well.
Speaker: It's all because of this man and learning from him.
Speaker: I owe him a ton, right?
Speaker: So go find that person for you.
Speaker: Go find them.
Speaker: Check it out the Spartan system.
Speaker: Check out the training on this channel, right?
Speaker: There are a lot of mentors you can go to.
Speaker: But the key with this and what you need to do when you find this mentor is you got to learn from them.
Speaker: You got to see how they walk.
Speaker: How do they talk, right?
Speaker: How do they present?
Speaker: How do they say the line?
Speaker: What is their tonality?
Speaker: How do they dress?
Speaker: How do they speak?
Speaker: What are their mannerisms, right?
Speaker: You've got to really be a fly on the wall and observe this person.
Speaker: Everybody talks about that, you know, go working for someone for free to learn from them, right?
Speaker: I couldn't agree more.
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.
Speaker: And then number three, I'm going to give you my kind of blueprint here on how I drill, how I practice.
Speaker: And I've been using this for years for learning how to speak on camera like this.
Speaker: I want to make sales videos.
Speaker: I want to record ads.
Speaker: I want to learn how to present a new presentation I'm working on, right?
Speaker: I'm constantly testing new presentations for my students in the Spartan system.
Speaker: And my reps at Lumen, right?
Speaker: I use this exact strategy, been using it most of my life.
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.
Speaker: Let's say I wanna be able to handle, I need to think about it, objections with finesse, boom, on the spot.
Speaker: I need to think about it, perfect, what do you need to think about?
Speaker: Do you need to think about two days?
Speaker: When people tell me they need to think about it, they often just don't think solar makes sense,
Speaker: Or they don't want to feel pressured into doing something they don't want to do.
Speaker: Which one is it for you, Mr. Prospect?
Speaker: Reflexive.
Speaker: I know what to say.
Speaker: I can handle it on the spot.
Speaker: So I figure out what that outcome is.
Speaker: I choose the skill.
Speaker: Write it down.
Speaker: That's what we're working on.
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.
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.
Speaker: Cool, does James use too much hand motions, he gets too excited, right?
Speaker: Do you like the whiteboard?
Speaker: Do you not like the whiteboard, right?
Speaker: You gotta look and observe what is working with this person, why does it work,
Speaker: Become that fly on the wall again.
Speaker: Number three, imitate.
Speaker: Imitate the mentor.
Speaker: Copy them exactly.
Speaker: Same way children learn.
Speaker: Children don't learn a language or how to walk by doing anything other than imitating.
Speaker: And I want you to realize some of the world's best innovators, Steve Jobs, anybody, right?
Speaker: They all imitate.
Speaker: They all are big copycats.
Speaker: And that is fine.
Speaker: And it will get you to a degree of proficiency, but you can't stay there.
Speaker: So imitate so you can learn the skills, right?
Speaker: So they become wired.
Speaker: You see them.
Speaker: You hear them.
Speaker: You see what smell it.
Speaker: See what it looks like, right?
Speaker: And that way it's familiar to you.
Speaker: Number four, apply that new skill in multiple different areas.
Speaker: Hey listeners, it's James Swiderski here.
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.
Speaker: Now, the Solar Spartan System is not your traditional course.
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...
Speaker: Yeah, that's right.
Speaker: Forces you to have success in reaching your goals.
Speaker: And the best part is, guys, it's designed specifically for solar.
Speaker: And it's been tested on over 800 solar professionals to date.
Speaker: Now, you might be saying, James, that's cool, but...
Speaker: How does it force me to have success?
Speaker: And this is where it gets pretty ninja, my friends.
Speaker: So listen up.
Speaker: So here's what makes the Solar Spartan system so effective, okay?
Speaker: It's the combination of applying the minimum amount of inputs, right?
Speaker: Minimum effective dose of what it takes to get you to that next level.
Speaker: Combining that with the power of social accountability and then top-notch strategies used by today's solar professionals, solopreneurs, right?
Speaker: So what does this mean for you?
Speaker: No more watching 15-hour courses.
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.
Speaker: And no more guesswork.
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.
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.
Speaker: It's that good.
Speaker: That's why I want to go ahead and offer you guys, solopreneur listeners, a special discount on the Solar Spartan System.
Speaker: You guys head on over to solarspartansystem.com.
Speaker: You could try it out for 30 days.
Speaker: Again, guys, don't put your success on hold.
Speaker: This is something I would not promote on the podcast if I didn't fully believe in it.
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.
Speaker: So again, head on over to Solarspartansystem.com.
Speaker: Head over to solarspartansystem.com to get started and my team and I will see you inside.
Speaker: Let's get back to the show.
Speaker: So let's use the closing line, okay?
Speaker: Say I just imitated this closing line, the one I just used, right?
Speaker: And when people tell me they need to think about it, it either just means one of two things.
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.
Speaker: Which one is it for you?
Speaker: So I would go listen to that.
Speaker: If you were trying to copy that line, rewind the video, listen to me say it again.
Speaker: Listen again.
Speaker: Listen again.
Speaker: Listen again.
Speaker: And then you repeat after me and you say it with me until we sound the same.
Speaker: We're synced up.
Speaker: Okay?
Speaker: Seems repetitive, seems annoying.
Speaker: You got to do that.
Speaker: And then you apply that in multiple areas.
Speaker: So rather than just the closing line, I need to think about it, it means this.
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.
Speaker: You're going to learn, hey, how can I apply that with an appointment situation?
Speaker: How can I do it at the door?
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?
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.
Speaker: You're going to practice them in each of those areas, right?
Speaker: Say I learned how to
Speaker: Do the appointment set, do the close, boom, practice, practice, practice, drill, drill, drill, rehearse, and I just keep saying them out loud.
Speaker: I master the tone.
Speaker: I listen to the mentor.
Speaker: How does he say it?
Speaker: Boom, I'm going to say it the same way.
Speaker: Check out the power and the tone he uses.
Speaker: Boom, practice, practice, practice, copy, copy, right?
Speaker: And you're just going to keep doing this over and over again, hundreds of times until it's just, boom, automatic, right?
Speaker: And then you're going to review these because it's not like...
Speaker: Don't practice it.
Speaker: You will lose it.
Speaker: So practice and ingrain these over and over and over again.
Speaker: I'll go ahead and review this here at the end.
Speaker: And then the last one is force yourself to apply these new skills.
Speaker: Make a bet with yourself.
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.
Speaker: based off of price.
Speaker: I won't sell solar based off of ownership.
Speaker: I'm only selling the environment piece and the environment pitch the entire week.
Speaker: That's going to force me to apply it.
Speaker: It's going to force me to grow and adapt that so it actually gets better results.
Speaker: And at the end of the week, right, I have some crazy stuff going on, right?
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.
Speaker: So let me review this piece here, the drill piece.
Speaker: Number one, choose your skill.
Speaker: Let's say I want to learn how to approach people on LinkedIn.
Speaker: I want to learn how to generate leads on LinkedIn.
Speaker: It's a cool strategy I've been using for years and have closed dozens of deals doing so.
Speaker: I'm going to learn, all right, cool, what does the message sound like that I send out?
Speaker: to sending these messages over and over and over again.
Speaker: Maybe I send them to friends, family members, other LinkedIn users, Facebook users.
Speaker: I'm going to send those out, right?
Speaker: I'm going to observe what do other proper, like top LinkedIn professionals use when trying to meeting these people?
Speaker: What are they using?
Speaker: How do they sound the way they sound?
Speaker: Why are they saying this way?
Speaker: I'm going to observe it, tear it apart, and be a fly on the wall.
Speaker: Three, I'm going to imitate it.
Speaker: Maybe I literally copy their message and I apply it and paste it and see what kind of results I get.
Speaker: I'm going to imitate that and take the principles from it.
Speaker: Apply in multiple areas.
Speaker: What if I took that same LinkedIn script and I turned it into a cold call script now?
Speaker: What if I took that LinkedIn script and it's now a door approach?
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?
Speaker: Next, I ingrain it.
Speaker: I practice in all the different areas that exact approach over and over again until I autopilot.
Speaker: And then I'm going to review it.
Speaker: Typically, every 90 days, I like to go and review those strategies and force myself to apply those principles.
Speaker: So guys, I'm actually going to make a PDF on this one.
Speaker: I linked it.
Speaker: I know it's pretty crazy.
Speaker: So I have a PDF resource linked down below on what I just went over.
Speaker: I know it's a deep concept.
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.
Speaker: Guys, if you enjoyed this video, you like this type of strategy content and you like
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.
Speaker: Comment below, give me a thumbs up.
Speaker: I appreciate the support, and until next time, keep crushing it.
Speaker: We'll see ya.
Speaker: Bye-bye.
Speaker: Wow, what another value-packed episode of The Solarpreneur.
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.
Speaker: And we do it all for free.
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.
Speaker: so that we can help more solopreneurs like you to change the world.
Speaker: And as a gift for leaving us a review, we have a special training package exclusive for solopreneur listeners over at solopreneurs.com.
Speaker: Remember, you need to leave us a review on iTunes to qualify for the training package.
Speaker: So take care of that now, and we'll see you on the next episode.
