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Breaking Down Failed Credit
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In today's episode, we'll be breaking down a presentation by one of my coaching students that establishes an impressive common ground with the customer. He integrates sales tactics from the industry's greats such as Mike Brand and Taylor McCarthy, which veer the presentation away from being a transactional sale.
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Transcript
Taylor's Journey from $50 to 150 Sales
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 fail.
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.
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.
Analyzing Live Sales Footage
00:00:41
Speaker
Hey, what's going on, solopreneurs? Today, we're going breaking down some live sales footage from one of my former coaching students, Joseph. He sent us some footage to use here on the podcast. So shout out to Joseph. We're going breaking it down live on the podcast today. So let's see what's going on. Thank you for
Knee Injury Recovery Update
00:01:00
Speaker
tuning in. 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.
00:01:08
Speaker
I hope you are ramping up for the summer. We are coming up on the hottest months of the year at the timeless recording. I am, in case you were wondering, making a recovery with my knee. Some of you know had the knee.
00:01:19
Speaker
I had a knee injury. I recently had surgery for her. So thank you for all the kind messages. Yes, my leg is still intact. um Yes, I am not permanently damaged. but I had a meniscus repair on the knee. Feeling better now. so I'm hoping I can be back to standing up for the podcast pretty soon. Hopefully these are the last couple of episodes where um we're in our little handicapped seat here. Hey, with that being said, I still need to bring the content every week.
Listener Participation Invitation
00:01:46
Speaker
That's what we aim to do.
00:01:47
Speaker
And like I mentioned in the beginning, one of my ah previous coaching clients, Joseph, he sent over them some footage for us to a review on the podcast. So we're going to be breaking down some good, some bad, some areas of um improvement, and ah hopefully you can get a takeaway or two from the podcast. And if you would like your sales footage reviewed, we'd love to feature you on the show as well. Shoot me an email, taylorsolarprunters.com, or shoot me a DM on Instagram or Facebook, and we'd love to consider featuring your footage, your content on the show to help you make improvements as well.
00:02:25
Speaker
Hey, and so let's jump into it before we get into the breakdown,
Using AI Tools for Sales Improvement
00:02:29
Speaker
though. My favorite way to review transcripts like this and review audio, Joseph, he sent me his audio from it, is we have so many tools with AI now. You've heard on the podcast, one of our sponsors, one of my favorite tools is Cero. That's the best way where you can review your own cells audio and get direct feedback. But even if you don't use a tool like Cero, you can always record it just on your voice memos on your iPhone or whatever. if you're using the Android, I'm sure they have something as well. And you can get the transcription of that audio. You can dump it straight into ChatGPT or you can take the audio, you can dump it. There's other apps such as Otter. That's another one.
00:03:11
Speaker
and They give a free access. There's a free version of it. and it'll transcribe it for you and it'll do the similar thing as like a zero where it will tell you sections you can improve on. So my first suggestion to Joseph is he should take he should get in the habit of recording his cells and then he should do some self analysis just by taking the transcript, have an AI act as a sales coach. You know, the prompt is act as a world class or sales coach and give me areas of improvements. Give me some areas where I can improve. promise you if you do that, you're going to realize probably some things you could have done better. ai is going to be brutally honest with you. It'll tell you where you can improve as well. So that's the first place I would start. You know, obviously we're going dive a little bit deeper here and give them some specific feedback. So let's jump into
Preventing Cancellations with Accurate Billing
00:03:58
Speaker
it. He is selling in Florida. He's with Duke.
00:04:01
Speaker
And so in this section that we start at he's going to be breaking down the customer's usage and just digging a little bit, figuring out what they're paying on average. So let's hear what he's doing. this is 38,825 kilowatt hours.
00:04:19
Speaker
To put it perspective, if you divide that by 12, well, it's actually already right here. 3235, that's how much you're using, right? Every month on average. Now, you they charge about 18 cents for every kilowatt
00:04:35
Speaker
It doesn't show the price on here. That's okay. What I'll do, though, I'll take $32.35, and multiply that by Does sound about average guys? have these Sounds like a great...
00:04:47
Speaker
and great So right away, I love what he's doing here. He's breaking down the customer's usage and he's giving them what their average bill is. And if you don't do this, it's a great opportunity, great thing you can implement in yourselves too. Love that Joseph breaks it down this way. um This is a mistake I was making for a long time, I think, is just looking at the bill and asking the customer, hey,
00:05:10
Speaker
does this sound about right? This bill was 200. like the other ones have been higher. what do you, what would you say you guys pay on average? And then I would have the customers just kind of guess and give an estimate what they paid and that works. But I think what was happening in my personal situation, I would get cancels because you know, people are smart.
00:05:31
Speaker
Homeowners would go, they would look at their bills later. and then they would get their actual average. And if it was way less than what they told me, then all of a sudden they're worried that you know it's not accurate or they're saving less than they thought. And so I love breaking down a bill this way, getting their total kilowatt hour usage and then dividing it by 12, helping them see what the average rate is for the utility and then doing the math with them so they can see, hey, this average is based on what you're using here.
00:06:00
Speaker
And um this based on what the average rate is, that's what you guys are paying a month. Does that sound about right, Mr. Customer? If you do it that way, it is going to be pretty accurate. And then ah they're seeing it themselves. They're not going to feel like they need to go and look at all their averages and numbers later. It's a mistake I was making and I lost deals because of it, because I wouldn't break it down with them that way.
00:06:21
Speaker
So great thing he does here to break down the actual bill. So let's move on. So essentially, you're paying $5.50, let's say, on average, you take the highest and the lowest. And we want to make sure that we're not going to charge you more than that, right?
00:06:35
Speaker
We want to get you to where it's something that will be less, but also consistent. So the problem is when you guys moved here, why did you choose Duke Energy? was told that's how I think it was.
Understanding Emotional Motivations in Sales
00:06:47
Speaker
I know. They're kind like Monopoly, right? Yeah. This might sound like a dumb question, but are they a charity or a definite forpro andfor profitt you know you nice stocks in it too shareholders and over time they may have done a little decrease here and there like this year i think they did a little decrease in the rates i don't even know if you noticed probably it didn't sound like it um are the shareholders going to want to see that go down or obviously up right so the issue is well change gears really quick
00:07:19
Speaker
Okay, so he's doing a great job asking some good questions, breaking down the bill. And you can tell he's done some studying. ah He's using actually some really good questions that you hear in some podcasts we've done with some of the top closers in the industry. You hear some ah Taylor McCarthy questions sprinkled in there. if you haven't listened to our episode with Taylor McCarthy, you go check it out.
00:07:41
Speaker
You hear some Mike Brand e ah questions sprinkled in there. It's another top closer in the industry, a thousand ah plus installs. um You hear some of his questions sprinkled in there. So I love to see that. um i I love it when you guys actually implement and you can tell that they're listening to podcasts hey because Joseph, he's done his his homework here. and So Joseph does a lot of great things here, but without listening to the entire audio, I would say the main feedback we can give him, I think just being a little more concise in this recording, he goes on for looks like about three, three, four minutes breaking down and the utility monopoly, which are great things to do. But especially with this customer, it seems like the customer is pretty on board that he does not like his utility, that he's paying too much. And so especially when customers are sold on that, I think can be a little more concise.
00:08:32
Speaker
You can move on to your next point and you have to pick your battles. Also, some some customers are going to have way less of an attention span. So you do need to read the body language. You do need to speed things up. You know, a lot of customers out there.
00:08:45
Speaker
But just in general, I think it could be a little more concise here is a little one piece of feedback we could give them. So we're going skip a little bit forward here. Keep it ah concise ourselves for the show. And so let's jump to another section a few minutes later and see yeah what the customer here.
00:09:06
Speaker
that's a new
00:09:18
Speaker
So one so this is how another option that people are like oh we can actually avoid them this way so the best part is about us our rates taken so one thing i think joseph could have done here It's good, you know, agrees with the customer customer. Customers are saying, homeowners are saying things like that. Oh, I just want to get away from the corporate corporate juggernaut. It's like, man, these guys seems like they're going to be a prime sell, right? But I think Joseph could have dug into that pain a little bit more. Customers like, I like the freedom. I'm not relying on a corporate juggernauts to like live. So press on that pain a little bit.
00:09:58
Speaker
Dig in the wounds. make the pain little bit more. So he could ask Mr. Homeowner, what does the what doess freedom look like to you? In a perfect world, what would freedom look like? What would that look like?
00:10:09
Speaker
You know, see what they say. You know, question you could ask is, what does that mean for you guys financially? When you say freedom, what does that mean for you guys financially, Mr. Homeowner? oh Maybe it's having more money for the kids. Maybe it's having money more money for retirement. Why would that be important for you guys? Having more money for retirement? It's like dig a little deeper, right? Figure out what it means to them. Because what you're doing, you're trying to personalize the sell to them.
00:10:33
Speaker
You're trying to... get them emotionally attached. right People buy it with the emotion, they justify it with the logic. So figure out what that means to them. Then they're just giving you the reasons. They're giving you the way they want to be sold.
00:10:46
Speaker
So Joseph could have dug in a little bit more and I think missed a little opportunity in that section. So let's jump a little bit further. We're going to jump to how Joseph explains their net metering for this utility.
00:10:59
Speaker
um I like his explanation here. So let's jump to this section.
Explaining Net Metering with Customer Examples
00:11:03
Speaker
where will be right now. So you can see it goes back into the house at nighttime.
00:11:11
Speaker
do you remember rollover minutes if you didn't use them what happened hold over right they would go on so they didn't fire and that's exactly how solar works too the power that you grasp from the sun and apply into your household usage you make it and generate it and many excess and so during the daytime you're sending it to to do so you're using it during the daytime and you're sending it to duke why We have to put on enough panels that you'll make enough so that you're not being charged by Duke at nighttime.
00:11:45
Speaker
Follow me there. So we're having to make enough during the day to cover your daytime usage and all your activities and at night. So then at night, you just draw back what you gave.
00:11:57
Speaker
So let's say you gave them 10 kilowatt hours. it'll be a long gave them ten and gonna give me or is he only use eight <unk>ll have two left over So let me show you a cool example of this.
00:12:12
Speaker
This is my customer, Mike. He's just the most recent one, I have 152 customers that I've done solar with. And this was just one of them on Friday. was like, hey, could you send me a call?
00:12:28
Speaker
thanks for the mic you said that he would send it earlier but look he was this was january what he was paying to this is seco secret and then this is what this is pretty cool right imagine getting a bill like that they really i mean okay so Okay, good explanation there. Love the rollover minute examples. This is the analogy I used to use all the time. Unfortunately, um you know, in California, where we're at, we don't really have, we can't really use this analogy as much anymore because um it's not how the net metering may works. They don't get a rollover minutes here, unfortunately, in California anymore with net metering 3.0. But if you are in a utility where they do get those credits to use, fire analogy, love the roll over minute analogy.
00:13:15
Speaker
And then um I love that he also brought in a customer example, you know, build little credibility with that. um I assume he showed him maybe a picture of his customer or something, brought in, brought up the fact that he's helped 152 That's great. sprinkling in some ah authority right there.
00:13:32
Speaker
um you know One small tweak, I wouldn't refer to the people you've helped as customers. right This can be and sometimes a trigger word for people. Taylor McCarthy talks about referring to, instead of customers, families you've served.
00:13:47
Speaker
It's one of the ah homeowners I've helped. you know Anything besides customers, because I think sometimes customer can feel like, oh, you're selling people. right So small thing right there, to tweak.
00:13:57
Speaker
But other than that, yeah, I like what he did there. good analogy and then brought up the customer example. Okay, and so for the next section, um I'm going to jump to where Joseph, yous he
Connecting Savings to Personal Benefits
00:14:07
Speaker
did something good here. I mentioned earlier that he could have got some more emotion involved. So he actually does do that in this section. So um maybe jump the the gun a little bit on that because he comes back and does do a good job here. going to play this section here and then ah we probably will break this into a second episode just because don't want to extend this super lengthy today. But going to play this section here. You can hear how he brought in some emotion when he was talking about extra money. so let's see what he did here. So let's say for 30 months, let's use 30 months as an example.
00:14:41
Speaker
If you've paid, let's say $550.
00:15:01
Speaker
yeah
00:15:09
Speaker
a new ah new car
00:15:13
Speaker
fors savings yeah See, and that's the thing is that's what most everyone else tells me too, is I'm going to show you how you can actually get that money back into your pocket.
00:15:24
Speaker
set of and no monopoly Okay, so great. He does tie in some money savings to what they can do with that money, which is great, right? You want people thinking about what are they actually going to do with that extra money?
00:15:38
Speaker
And now it's all of a sudden about a new car, which people want more than just extra money in their pocket. It's a great job there. All right. And so he does some great things here. So what we're going to do, we're going to break this into a second episode and um you're going to hear what happens. You're you're not going to want to miss out them because the overarching principles, we're going to make sure we break those down in the second episode. And the biggest areas for improvement are actually more simple than you would think.
00:16:05
Speaker
right. And so stay tuned for the second episode. We're going to be breaking it down even further. But ah thank you so much to Joseph for sending us this recording that he was willing to use for a podcast today.
00:16:17
Speaker
will break down a part two for the next episode. Keep crushing. Hope you're also recording your deals and learning from them. We'll see you on the next
Introducing SolarScout Data Platform
00:16:26
Speaker
episode. So some of you already know that I run my own door to door sales team here in San Diego. and As we were 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.
00:16:42
Speaker
Then we discovered an app called SolarScout. 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 a given neighborhood.
00:17:01
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.
00:17:16
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.
Announcing Solciety Learning Community
00:17:29
Speaker
Okay, back to Hey Solarpreneurs, quick question. What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs and learn from their experience and wisdom in less than 20 minutes a day.
00:17:41
Speaker
For the last three years, I've been placed in the fortunate position to interview dozens of elite level solar professionals and learn exactly what they do behind closed doors to build their solar careers to an all-star level. That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry. And it's called Solciety.
00:18:06
Speaker
This learning community was designed from the ground up to level the playing field and give Solar Pros access to proven mentors who want to give back to this community and help you or your team to be held accountable by the industry's brightest minds for, are you ready for it, less than $3.45
00:18:25
Speaker
Currently, SoulCity is open, launched, and ready to be enrolled. So go to SoulCity.co to learn more and join the learning experience now.
00:18:39
Speaker
This is exclusively for solopreneur listeners, so be sure to go to SoulCity.co and join. We'll see you on the inside.