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6 Closing Mistakes That Are Costing You Thousands
139 Plays2 days ago
Today's episode is a comprehensive training that I had with some closers in the San Diego area. From general tips to contract signing and referrals, I go through most of the things I do to keep my time with my customers as productive and valuable as possible.
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Transcript
Introduction to Sales Closure Mistakes
00:00:00
Speaker
Hey, what's up, Solorpreneurs? Just wanted to give a little intro to this podcast. This was taken from a training that I gave to our closers down here in San Diego, and it's on the six mistakes that are killing your closes.
00:00:14
Speaker
So thought it would be some valuable material to share in the podcast. So take a listen and let me know what you think. We'll break it in two parts. So take a listen.
Taylor's Journey in Sales
00:00:26
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong. 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.
00:00:42
Speaker
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.
00:00:54
Speaker
What is a solopreneur, you might ask? A solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery, and you are about to
Common Mistakes in Sales Closures
00:01:03
Speaker
be become one. All right, so today I want to go through just some closing mistakes that are costing you thousands of dollars.
00:01:12
Speaker
um I know we all talk about like what to do in the close, this and that, but I think there's some crucial mistakes that some people make that are costing them money.
00:01:24
Speaker
so I'm going to go through four or five mistakes that that I see, especially new closers make, and then even experienced ones. I think there's some stuff that we can do a little bit different to give us more success in the home.
00:01:40
Speaker
Um, okay. So if you guys are ready for some closing mistakes, everyone, uh, yeah, we, we got a couple of people dropping some emojis, but everyone put a a little heart in the chat. If you're right, I'm not going to start and until I see a couple of hearts in the chat, couple of emojis, everyone drop your favorite emoji.
00:02:01
Speaker
Give me a like, and then, uh, we'll get started as soon as I see some, uh, see some hearts here or something. Okay. right. As long as d to D with with with v gives me some hearts. All right, Rika.
00:02:14
Speaker
Okay, that's good. My guy, Michael. All right, all right. Thank you guys so much. Just wanted to feel heard, you know. Okay.
00:02:25
Speaker
All right, so we'll get this part started.
The Importance of Preparation
00:02:28
Speaker
So here's mistake number one, and that is not being prepared for your appointments. Hey, I say this and all of these are things I had to learn the hard way um because I'm a guy that I like to do a lot of same days. I like to just kind of wing it sometimes.
00:02:44
Speaker
And you can get you can get by to a point. But there's been some costly mistakes I've made that I'm like, man, maybe I should show up a little more prepared the appointment. Maybe I should have the proposal actually made out. ah um You know, sometimes we don't always have the bill for the appointment.
00:03:02
Speaker
So especially those ones, I got in the habit of just showing up and figuring it out. But you guys see now there's so many different portals we need to know there's so many difference, you know, panel types, batteries.
00:03:16
Speaker
And I had one recently. so I'll tell you guys this story. This was a customer I closed her last week. um And it was a referral.
00:03:27
Speaker
It's like a 10 kilowatt system. i actually a referral from my neighbor was their landlord. and so I went to the house. Everything was good. But I made a couple crucial mistakes.
00:03:40
Speaker
So let me see if I can show you guys here. um right. So I was on Aurora. Hopefully you guys can still see this. And I was going to close it through Good Leap.
00:03:51
Speaker
lot of you probably use Good Leap. And I was doing Good Leap LIS. But the big mistake I made was this. um I quoted her thought I was giving her like a killer deal.
00:04:02
Speaker
And i quoted her using the Q-cell batteries. Okay. And if you guys don't know this, here's the mistake I made is that we can't use the Q-cell batteries with Good Leap.
00:04:15
Speaker
I thought we could. And the Q cell batteries, it's a lot cheaper than the Enphase ones, right? I mean, it's like, I think it's like a $4,000 difference or something. So I was quoting her with the cell 20 kilowatt battery.
00:04:31
Speaker
And I'm thinking, oh I'm making i good commission on this, giving a great deal. And then I go to submit it. and then I get this error. And it's like saying, oh you can't. wrong equipment selected like what is going on so i'm texting people finally text says zach if guys don't have zach's number guys a great resource um i always have like my emergency contacts for when i get stuck in a deal i'm texting zach and he loads things up. He's like, Oh, this is why you selected the Q cell battery.
00:05:03
Speaker
And he's like, you're gonna have to resign it with the in phase batteries. And he gets all fixed. But then I look at the outer sheet and I'm like, it's extra $4,000 basically to use those batteries.
00:05:15
Speaker
I'm like, Oh my gosh. So this mistake, I mean, you guys know, once you give a customer a price, it's like you can't really go back and change it, right? Because you You can't really go back and like um reverse course and be like, oh, you know what? we got to charge you a lot more.
00:05:32
Speaker
so I'm like, what do I do? What do I do? What do I do? And so I go and I just kind of panicking, right? Cause we're in the deal. I don't want to like look, I'm professional. I don't want to lose the deal.
00:05:43
Speaker
and it had already taken a while. It already been like 20 minutes going back and forth with Zach while the customer is just sitting there. So I finally transitioned to better earth. um And I went to, um I switched it to a light reach, better earth and i ended up closing her through that. But the commission difference,
00:06:02
Speaker
Yeah, it was like, I think about $3,000 difference on the commission. And so got her sign and everything. But long story short, i ended up losing three three grand on this deal just because I wasn't prepared.
00:06:16
Speaker
And i didn't I didn't have my ducks in a row and I have my stuff lined up. Didn't know my battery types. So it cost me because if I would have known, I mean, I could have signed her with Enphase, probably quoted her an extra 20 bucks or whatever, and it would have been fine.
00:06:28
Speaker
But I can't like quote her 20 bucks higher after I already showed her the price, right? So I've lost out some money. The good news is i think I can switch her to Good Leap on Better. I don't know why. i don't really even like look at it. I was kind of in the heat of the moment.
00:06:42
Speaker
So I just signed her with Lightreach. But the good news is I think I can switch her to Good Leap on Better Earth and at least make some of that commission back. But... Yeah, still not going to be as good as it was from the beginning.
00:06:56
Speaker
So that's the story. Yeah, that's right. It's like a couple people have had some stuff like that, eat some costs. I gave her some options in the deal. I'm like, hey, we can we can.
00:07:07
Speaker
They're not letting me select this battery. It's little bit higher wattage battery, higher quality battery, but it's going to cost a little bit more. And she's, of course, like, oh, well, no, I'd rather save more money if it's going to be the same guarantees and all that.
00:07:19
Speaker
I'm like, ah okay, then yeah, just had to eat the cost. So hopefully you guys don't have to learn it the hard way as much as I did, okay? But that's what happened on that deal. And that's why the first mistake is make sure you are but prepared for your deals. Make sure you know which batteries are supposed to be selecting, especially if it's a installer or financer that you're not as familiar with. Make sure you look beforehand, okay, what batteries can I select?
00:07:46
Speaker
Yeah, what options? Another thing that happens recently is I had the wrong like rate plan selected. I had to go re-sign a customer with the correct rate plan. So yeah, have just make sure you have your ducks in a row.
00:07:57
Speaker
You have multiple proposals, know how to transition if they fail credit, know what panel type to use, what rate plans to select. That's what I was mentioning just barely. um i had to select a whole different rate plan and go re-sign a customer, start from scratch because I had Edison selected instead of SDG&E.
00:08:15
Speaker
So make sure you have the right right rate plan selected in Aurora if you're using that. And then yeah, know the battery types. Okay, so costly lesson, make sure you don't make it. That's mistake number one. All right, and so let's get into mistake number two.
Writing and Visual Evidence in Sales
00:08:28
Speaker
This is a kind of like a fundamental one. So hopefully most of you guys are doing this. That's right. Proper preparation prevents poor performance. Thank you, Mr. Valentine. That's right.
00:08:40
Speaker
And so this one, you guys probably we all know this already, but just writing down what you say. This is kind of like sales 101, right? um When I started closing, I wasn't doing this. I was just showing some slides, whatever.
00:08:53
Speaker
um and actually read a book called a Closer Survival Guide by Grant Cardone. It's a classic book. You guys can read it if you haven't already. It's got like a bunch of closes in there and just closing principles.
00:09:06
Speaker
So I would read it more for just kind of like the general advice on closing. But one of the things that Grant Cardone says in there is that you should always have... a pad of paper and just always be writing down everything.
00:09:19
Speaker
And that's because people believe what they see, not what they hear. And something fundamental, it's like people are always going to want to see things. That's why I like using slicks on the doors, too, because that's just so much more credible when they're seeing it.
00:09:33
Speaker
People believe it way more when they're seeing something with their eyes instead of just hearing it. Okay, so always carry a pen and ah pen and a legal pad, write down every detail. So probably a lot of you guys do the whole T-chart thing, write down the difference, write down ah what they're paying utility, what they pay with solar.
00:09:51
Speaker
But I like writing down too, as you start talking about warranties, production guarantees, just every little thing. I think it just adds ammo, fuel to the fire, right? They see 25 year guarantee.
00:10:04
Speaker
See power production guarantee. um Anything that could be a benefit for them. i think it's good that they can see that. And it's just giving them more reasons to actually go solar. So yeah, that's mistake number two is not writing out what you say.
00:10:18
Speaker
um Make sure you always carry a pen, pad of paper and write down everything you're telling them. So they can see with with their own two eyes what's going on with
The Role of Storytelling in Sales
00:10:28
Speaker
it. All right. and make Mistake number three is not telling enough stories in your presentation.
00:10:34
Speaker
This is another thing. So stories just keep people more engaged. Right. You guys see you probably get bored when I just like talk through slides and don't talk about anything else. So just in general, yeah, you should get in the habit of telling more stories.
00:10:49
Speaker
It looks like Rika says she has a closing sheet that has all this stuff on it. That's great. Everyone hit up Rika. I'm going to be hitting her up. It's probably better than what I got. So thank you, Rika.
00:11:00
Speaker
So yeah, if you guys don't have stories you're telling in your presentation, um this is, they say facts tell stories sell. You guys probably all heard that. So get in the habit, whatever point you're trying to make in your presentation, have a story to go with it.
00:11:16
Speaker
Right. I just told you guys a story about how I lost commission. And hopefully you guys are going remember that mistake more because I told a story. Right. It's the same for the customer. If you can tell them a story, they're going remember it better. They're going to be paying more attention and they're going to get more emotionally bought in to what you say.
00:11:33
Speaker
Solar, it's a pretty like logical thing. Right. um And it's easy to get in the habit of just saying, oh, your bill is going to be lower. This is so logical and think that people are just going to do it because of that.
00:11:44
Speaker
But the reality is that people don't get bought in emotionally. It's just always tougher to get the clothes. um You guys have probably heard people buy it with emotion and they justify it with logic.
00:11:55
Speaker
So I think that's true. You got to get them emotionally bought in through the stories you tell and then have them justify it with logic. So I'll show you guys an example. So have a story for every objection you encounter. Use Phil Felt Founds. If you don't know what that is, teach this to all our setters on the doors. It's like, oh, I understand.
00:12:16
Speaker
my ah The other family helped out the Joneses. They actually felt the exact same way. They were really concerned with um having to pay a bunch of money out of pocket. But what they found is with this,
00:12:28
Speaker
They're not paying a dime. They don't win the lottery. They don't take out of their check ins account. They're just getting a lower monthly bill on their electricity. So it actually helped them out a lot compared to everything else they had looked at before.
00:12:40
Speaker
So things like that, I think this can work in the close too. And then I like to just keep a section in your notes in your phone. Just ah put down every story. If you have like a good interaction with a customer or maybe you're selling to engineer that had all these crazy questions, then write that down, right? Because you can use it in your future sales.
00:13:01
Speaker
Maybe you got like an accountant that's crunching numbers like crazy. Then when you have someone that's giving you a hard time about numbers, Yeah, this reminds me actually helped another another family and the husband was an engineer, the wife was an accountant, so they just dug in like crazy to the numbers.
00:13:18
Speaker
They pulled up like 10 spreadsheets, broke down everything. And this is why they decided this program worked better than just like paying cash or, you know, whatever you want to demonstrate to the customer.
00:13:31
Speaker
So have stories like that. And yeah, just like helps out so much. Um, so I have one, if you guys aren't using recordings and we'll talk about this more, but for me, I record every close I go into so I can learn from it. Okay. So this is one, um that I did just the other day.
00:13:51
Speaker
see. me see if I can move this.
00:13:59
Speaker
So let's say, I think it was right here. one. Okay, so yeah, that wasn't even really ah great example. um But just some way you can illustrate to them. I'd say yeah, we've helped a lot of people, they had the same concern.
00:14:15
Speaker
and We helped another lady, it would have been even better if I would have brought up a specific example. But bringing up something like that to illustrate it, because you see the difference, I can just say, yeah, um this goes up three on or this goes up only 3%.
00:14:30
Speaker
SCG is going up 12%. And yeah, look at the difference. That's good. But instead, if you can get in the habit of having some way to illustrate it, yeah, we've helped a lot of people where they didn't even save money.
00:14:43
Speaker
So it's like, why would they do that? So Mr. Customer, here's why they're doing it. It's because they know, yeah, they can use more power. They know that they're going be locked. They're goingnna save much more money over time.
00:14:54
Speaker
They know they're going to have the peace of mind knowing that they know exactly what the is what the bill is um five years down the road versus we have no idea what it could be five years down the road with SDG&E or with Edison.
00:15:09
Speaker
So, yeah, that's the third mistake is... Okay. um Yep. Earl to Pearl. SD Genie went up 115%. Been increasing 15% on average. Yeah, that's fire.
00:15:24
Speaker
So yeah if you can say stuff like that, give them the logic, but then um yeah, like tie it in with some type of story. You guys are going to crush it in the home. It's going be so much easier.
00:15:35
Speaker
All right. And then speaking of recording your deals, this
Self-Analysis through Recording Sales
00:15:41
Speaker
is the... ah Fourth mistake, that's not analyzing your game film.
00:15:48
Speaker
So I would bet if you guys are currently recording your closes, um drop like a ah thumbs up emoji or drop like a raised hand emoji. i would be surprised if everyone here is recording their deals but uh yeah let's see if anyone is doing that drop some but type of emoji so we know but uh in my experience it's very few people that are doing this actually recording your closes trying to learn from it ah okay good ddd with a view he says he's going to be doing it now okay so most people aren't doing this okay and this is what separates the top guys from
00:16:23
Speaker
um average closers, I think, is you think of ah Michael Jordan, you think of Kobe, you think they're just showing up to games, game after game after game, and not learning from it.
00:16:34
Speaker
No, they were in the film room. They're breaking down, oh, if this guy is... If we set the pick here, and need to go here, need to take the shot here. Like they're breaking down the game film.
00:16:46
Speaker
So if you want to be a top closer in this industry, you need to be recording your closes. You need to be analyzing what went well, what can be improved on. and There's this thing called an after action review.
00:16:58
Speaker
They do this in the military. But that's every um operation they do in the military. they They have this after action review where they go see, OK, what went well? What can be approved?
00:17:10
Speaker
What didn't go well? And they break it down and they learn from it. and So some of us were expecting to make three, four or five hundred thousand in this industry. But ah yeah, Earl of Pearl knows.
00:17:22
Speaker
He knows about these. uh michael's recording all jack clothes that's smart thing to do man i'm i'm gonna pay i'm gonna pay michael some money for jack's closes love to get my hands on some of those but yeah that's another thing if you guys are newer at closing i would definitely recommend doing that go follow like a jack go follow someone that's having a lot of success say, Hey, can i record your clothes?
00:17:46
Speaker
And then that's the that's the best way i and learned I learned closing in the beginning is I would just go record our top closers. I would listen to it in the gym, I'll listen to it on the way to area. and ah that just jumpstarted my closing way quicker than anything else um that I could do.
00:18:02
Speaker
I would get in the habit of this. We use an app called Ciro. That's what I was showing you guys. And it's really good. It just breaks it all down. It lets you share it with the team. And yeah, it gives you the transcripts, which I showed this in one of our closing trainings the other day. Even if you don't have a Ciro, this, you know, costs money and everything. But um you can just record on the ah voice memos on your iPhone and it'll actually like break it down. I think it gives you a whole transcription now, even just on voice memos.
00:18:32
Speaker
And if you wanna take it to another level, you can download the texts either from audio or from um yeah your voice memos. You can drop it in the chat GPT, tell chat GPT, hey, act as my sales coach.
00:18:46
Speaker
Tell me what I could have done better. Could I have overcome objections better? Give me suggestions to improve my sales presentation for Solar. Chat GPT will give you a whole analysis, um pretty much tell you, you sucked. It's gonna make you feel terrible for a little bit.
00:19:01
Speaker
But you guys want to improve, yeah, use ah AI to your to your advantage. Have it analyze your closes and you're going to see a massive difference. You're going improve super quick. So some of you already know that I run my own door-to-door sales team here in San Diego.
00:19:17
Speaker
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.
00:19:28
Speaker
Then we discovered an app called SolarScout. But it's not 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 cancelled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood.
00:19:47
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 few SolarScout in San Diego, so decided to partner up. But I told them, hey, if I'm going to talk about SolarScout on my show, you need to give my listeners a great deal. And they did.
00:20:02
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.
00:20:15
Speaker
Okay, back to the show. Okay, yeah. Yeah, yeah. So go try it. Go try that. Not a lot of people are doing that. All right, so that's mistake number four.
00:20:28
Speaker
All right, and then we got a couple more here, guys, and then we'll um get in some questions if you guys have any questions as we wrap up here.
Setting Expectations and Creating Urgency
00:20:38
Speaker
But the last couple, mistake number five is not doing a solid pre-frame.
00:20:43
Speaker
ah And the pre-frame, you guys probably all know about the pre-frame, but that's just ah setting the expectations of the presentation. And this is, I think, the biggest mistake I made as a new closer.
00:20:57
Speaker
is just um not telling them what was going to happen in the close Right. And so what I've been doing now, I'll play just another example um because you got to have urgency in there, too.
00:21:10
Speaker
So this was another close from couple of weeks back. Let's see if I can find it. um So this guy, he was a little bit a little bit hesitant. But once I explained to him what was goingnna happen in the presentation and why he needed to do this, um why he needed to do it now.
00:21:29
Speaker
It's like he was basically sold after that point. He's like, oh, wow, I better get on this quick. And it's not going to work that way necessarily with everybody. But something like this, me just play the example here. Okay, so how about that for a buying question?
00:21:44
Speaker
ah You guys see what he's asking? He's like, oh, if we were to agree to it and sign it now, it's effective now, even though it's not installed yet. I mean, if they're asking you that, they're pretty much sold. It's like, it's like you just gotta to you just gotta to have a decent presentation after that and you're in.
00:21:59
Speaker
um But this is what I've been doing. You guys should all be taking advantage right now of the bill that passed. It's just like this. It's like stealing candy from a baby right now. Right. We have so much urgency.
00:22:10
Speaker
So many reasons they should do it now. So if I were you guys, I would be just pounding this like crazy. And ah you go through your fact finding. You ask them what they know about solar. then you bring up the pre-frame.
00:22:23
Speaker
So you frame it with urgency. Hey, Mr. Customer. So right now, just to let you know, we're in four or five of these a day. And just because don't know if you heard, but the big, beautiful bill passed with Trump, right? Not trying to get political, but unfortunately they're taking away a majority of incentive to go solar.
00:22:41
Speaker
So that's why so many people are trying to add on panels and get a piece of this pie. So what what I do with you today is obviously we'll make sure it makes sense. But if it does, then we're going to submit an application.
00:22:52
Speaker
And then that will grandfather you guys into the rates and the current incentives that we have before they go away. Because yeah, they're going away quick. We just need to make sure we can get them locked in. Yes, that's my goal today with you.
00:23:03
Speaker
As long as it looks good, we're going to be getting an application in fill out a couple forms so we can get ah the process started. But if it doesn't look good, then don't do anything. And then just get them to agree to that.
00:23:15
Speaker
If you add in the urgency, um it'll work way better. I used to just say, hey after at the end of this, we're going to get our application in and that was fine. But I've noticed that if you add in the reason why they should get it in, add in the urgency, then you're just going have so much more success because you're actually giving them reason. right You're giving them an external factor why they should want to do this now and why you're with so many people now.
00:23:38
Speaker
um So try that. And yeah, it's just going to make it so much smoother at the end. That way they can't they can't hit you with all I need to think about. Oh, I don't want to do this now. and And it's like, yeah, okay, well, I mean, you guys can wait. But like I said, we just have to get an application in because these things are changing like crazy. So and then it's, you know, a lot easier to get them bought in at the end once you framed it correctly in the beginning. Okay, so something like that.
00:24:02
Speaker
And yeah, make sure you have that solid pre
Using Social Proof for Credibility
00:24:05
Speaker
frame. right. And then last mistake here, guys, then we'll get into some questions if you guys have any is not using enough social proof.
00:24:14
Speaker
Hey, um you guys that especially San Diego office people, you guys have seen that I like to just use um a ton of social proof like photos with customers.
00:24:24
Speaker
um My guy DDD with Vili, I see him doing a lot of this stuff to getting like photo video content with his customers. I think that's great. um If you guys can get um a picture video.
00:24:36
Speaker
ah video I have some examples here. This is what I do. Keep like a testimonial folder, like a photo album with all your pictures and videos with customers. I have a CRM. I keep all that organized with my customers.
00:24:51
Speaker
And then i have a document that shows customers by area. um i haven't done this, but as I was thinking about this and This a good idea. Good idea to use Canvas, use the list featuring Canvas to keep a list of all your customers in there. I think that's a great idea. um And yeah if you can do this, it just makes it so much easier.
00:25:10
Speaker
People believe, you know, people want to keep up with the Joneses. People see what's what their neighbors are doing. Yeah, here's the CRM I use. Let's see. So I use one called CRMX.
00:25:22
Speaker
Hit me up if you guys want. We can ensure you do this. But this is nice because you can keep all your customers organized in there. um you can keep them organized by which stage they're in And then you just have like a database of everyone.
00:25:36
Speaker
Have ones that are... PTO granted, you know, got the addresses can search them can text them through here. So having some type of CRM helps with the organization and then having a photo album.
00:25:48
Speaker
Not sure gotta to share that on air. But yeah, just make a photo album with all your customer testimonials. And this will help you a lot just even knocking doors all the time when I'm knocking doors, I'll pull up, um you know, photos, videos with customers.
00:26:02
Speaker
Yeah, i had one. Yeah, this is lot one last recording didn't show you guys. But this was one a couple weeks ago, too. me find this guy, my guy, Willie. Where's Willie at? Here he is.
00:26:14
Speaker
So Willie, um he was a little bit hesitant, but in this neighborhood, I have i have like... customers in the pipeline that are getting installed. So once I brought up all the other neighbors that were doing it, it just like it was like an easy close after that.
00:26:29
Speaker
So I went through on a map and I showed this guy all his customers or all his neighbors that are going solar. And he's like, Oh, wow, you're taking over my neighborhood. I'm like, Yeah, where a lot of people are wanting to do it. Here's why. Yeah, I pulled up like the photos.
00:26:44
Speaker
I actually pulled up like photo video with the people that are going solar. He's like, oh yeah, I've seen them around there. And like once he recognized some people, was like all the credibility just went through the roof.
00:26:55
Speaker
It's like he believed me after that. It was a real thing. He was like, oh, solar now. It's like, but have to pay a bunch of money for this. Brought up all the other people and done deal. Yeah, that's right, Rico. He was a brother.
00:27:07
Speaker
i think he was a cool dude. and Super chill black guy. So, yeah, and it's it's going to depend on the personality type because I know we all run in those people that are like, ah you know, the bull type personalities. And sometimes the social proof stuff not going to work as well on those type of people.
00:27:25
Speaker
But if you can get the people that maybe they're just little bit hesitant or like they're social guys, but they just have doubts or whatever. um You've probably all heard like Mike and ah John's training on this on like the different personality types of customers.
00:27:42
Speaker
So ah yeah, if you haven't heard that training, it's a really good training just talking about like the bulls, the sheeps, the owl, all that type of stuff. So these type of testimonials and all that it works way better on like um I think it's the lamb personality.
00:27:56
Speaker
Yeah, there's a two that are like, the yeah, tigers and lambs. I mean, these things that work super well. um The other ones like owls and bowls um may not work as well still can help but just keep that in mind. That's especially for those personality types.
00:28:11
Speaker
You can be showing them the social proof that's going to make your job so much easier. Okay. And so, um yeah, I mean, I think that's pretty much it, guys. Just some mistakes that I've seen a lot of and some ways that you can take your closing to another level.
00:28:25
Speaker
So hopefully this helps you guys out today. So one more time, mistake number one just not being prepared for your appointments. Number two, not writing down what you say.
00:28:36
Speaker
Number three, not telling enough stories in your presentation. Number four, not analyzing your game film, not doing a solid pre-frame and not using enough social proof. So if you guys change some of those things, your closing ratio will go up.
00:28:52
Speaker
You will get more referrals. You'll make your job easier in the home. I promise you. So if you guys can all do those things, take your closing to another level. Okay, so um um that's all I had to share with you guys. So we'll take, if anyone has questions, one or two questions, we can take a question or two. If not, we can wrap up, but we'll give it a minute or two if anyone had a question just to finish up here.
00:29:17
Speaker
Cool. Looks like there's no questions. So I appreciate you
Podcast Subscription and Additional Resources
00:29:20
Speaker
guys. Go shoot me a follow. If you have not heard the podcast already, Solapreneur, we're coming at you with more tips, trips, and tricks, and advice.
00:29:30
Speaker
ah Yes, my birthday tomorrow. Thank you, Riga. So ah my birthday present. If you guys have not already ah subscribed to the podcast, go give it a follow. And ah your boy will be we be bringing you more heat as always.
00:29:42
Speaker
um But yeah, let's get out there today. Let's go close some deals. Let's push hard for the cup. And we'll see you guys on the scoreboard. Thanks again for showing up to the call today. Thank you, Taylor. Happy early birthday.
00:29:56
Speaker
Thank you, guys. Thank you, guys. We'll send it. Let's go, Taylor. Let's go. Appreciate that fire, man. I'll see you at the top, brother. Let's go. Let's go. you on the scoreboard.
00:30:07
Speaker
Thanks, guys. What's up, Solopreneurs? Hope you enjoyed the episode. 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.
Offering a Free Cheat Sheet
00:30:22
Speaker
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? You got too many podcasts, man, because now we have over 200 episodes.
00:30:37
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 Solrepreneur.
00:30:50
Speaker
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00:31:16
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.