Transcript
Speaker: Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
Speaker: My name is Taylor Armstrong.
Speaker: I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
Speaker: I teach you how 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.
Speaker: What is a Solarpreneur you might ask?
Speaker: A Solarpreneur is a new breed of Solar Pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
Speaker: What's going on, solopreneurs?
Speaker: Taylor Armstrong back with another episode.
Speaker: If you're new to the podcast, we are here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry.
Speaker: Hope you're doing well.
Speaker: Hope you're having a great start of the fourth quarter.
Speaker: It's game time, and it's all about finishing the year strong.
Speaker: Unless you're listening to this at a different time of the year, it's always welcome.
Speaker: But today we're going to be talking about something that I have been asked quite a bit, and that's just when should you close?
Speaker: Okay.
Speaker: And when I first started out in solar, this is something that I had no idea.
Speaker: It's like, when do you actually close a deal?
Speaker: Do you just tell them in the beginning?
Speaker: Yeah, let's do this.
Speaker: Sign here and here.
Speaker: Put your John Hancock and we're getting those bad boys up on the roof.
Speaker: And there's a ton of confusion just around when should I actually try to close them?
Speaker: Okay.
Speaker: And it helped.
Speaker: My company eventually gave me some slideshows and kind of walked them through slides and that gave me a structure, which might be a good idea if you're new to closing.
Speaker: I think it's great to start out with just some slides.
Speaker: I recommend not using slides and just tailoring it to each person.
Speaker: I think you can kind of get robotic with slides, but I think great way to start and it will help you stay organized.
Speaker: But make sure you have some sort of closing script, some sort of way to keep on pace when you're closing, because especially starting out, that's going to help you out a ton.
Speaker: So let's jump into the topic.
Speaker: When should you actually close?
Speaker: And we're talking about this in a knockstar call with over with Taylor McCarthy, Danny Pesce.
Speaker: Taylor, he was giving us his thoughts on this and what he said, four things.
Speaker: Hey, solopreneurs, are you sick and tired of spinning your wheels every month and not seeing your sales increase?
Speaker: Well, so was I, and the truth is I was never able to improve it until I figured out what was going wrong.
Speaker: So that's why I'm excited to announce for a limited time, we are doing a free cells diagnostic.
Speaker: We'll break down your cells process.
Speaker: figure out the holes in your business and see how we can help you improve.
Speaker: So act now we have six bucks for this month.
Speaker: So book a call now.
Speaker: Don't miss out.
Speaker: What you're going to do is send an email to taylor at solarpreneurs.com.
Speaker: That's taylor at solarpreneurs with an s.com.
Speaker: I'll send you out a calendar link and we will figure out the time that works best.
Speaker: So shoot that email and let's increase your sales.
Speaker: Said you close when they slow down the pace.
Speaker: You close when they ask more questions.
Speaker: You close when you receive positive stimulus.
Speaker: You close when they favor your test close.
Speaker: So let's unpack that a little bit.
Speaker: First of all, when they slow down the pace, what does that mean?
Speaker: Well, if you've been closing for a little bit, a lot of times you can sense in the deal when things are slowing down a little bit, they have a lot of questions, and maybe you've gone through numbers, they like it, they start to relax a little bit, there's signs that they don't really have other questions, and we'll talk about some of the nonverbal cues you can use to pick up on this.
Speaker: But when they slow that pace down, great time to start going into your closing questions.
Speaker: Okay, Mr. Homeowner.
Speaker: So now that we've gone through all this, do you guys have any other questions before we fill out the forms, start the application?
Speaker: No?
Speaker: Or Mr. Homeowner.
Speaker: So now that we've gone through all this, we have to obviously see if your home qualifies.
Speaker: But assuming it does and we're able to approve it, can you think of any reason this would not be a good idea?
Speaker: Two transitions I use quite frequently.
Speaker: Number two, you close when they ask more questions.
Speaker: And specifically buying questions.
Speaker: But when people ask questions, depending on the questions, you can tell when they are ready to close or not close.
Speaker: If they're asking questions like...
Speaker: Why should I go slower?
Speaker: Or I don't know.
Speaker: You can tell when they're not buying questions.
Speaker: But when they're asking very specific questions, like how long does it take to install this?
Speaker: What's the process like?
Speaker: How do I actually get approved?
Speaker: What's the chance I can do this and can't do it?
Speaker: Those are all great questions to close after.
Speaker: And we'll get into this a little bit more, but pay attention to the buying questions.
Speaker: You close when you receive positive stimulus.
Speaker: What's positive stimulus?
Speaker: Maybe they're getting stoked about it.
Speaker: Maybe they're like, wow, these numbers are way better than I thought.
Speaker: Maybe they're like, oh, this is a no-brainer.
Speaker: Why don't more people do it?
Speaker: Any type of positive stimulus, great time to close after.
Speaker: So pay attention to that positive stimuli.
Speaker: Sound like a scientist or something.
Speaker: Hopefully this takes you back to middle school science.
Speaker: Pay attention to that, and that is a great time to close.
Speaker: And number four, you close when they favor your test close.
Speaker: or some call it a trial close.
Speaker: But your test close are the little closes you sprinkle throughout the cell.
Speaker: Hey, when do you want your site survey done?
Speaker: Do you guys want it in the morning or afternoon work better for you?
Speaker: Hey, if you were to do this, do you think you guys would want your solar pretty quick?
Speaker: Awesome.
Speaker: Hey, can you see any reason that solar wouldn't be a good idea for you?
Speaker: No?
Speaker: Great.
Speaker: Those are all test closes, trial closes.
Speaker: In previous episodes, we have talked about questions, good questions to ask in the close.
Speaker: But there's a million test closes you could ask, a million trial closes.
Speaker: Great idea to write them out, experiment with them, and use them in your closing.
Speaker: But more importantly, drill them, practice, and rehearse.
Speaker: You don't want to be just throwing this in a close and having it be a train wreck.
Speaker: You want to practice these and drill them and rehearse them.
Speaker: before you get to the game.
Speaker: Right.
Speaker: Okay.
Speaker: So those are four points you should close out.
Speaker: Now let's talk about what are some cues you can look for.
Speaker: So there's two cues.
Speaker: You got the nonverbal cues and you got verbal cues.
Speaker: Hey, I remember when I was doing pest control back in the day, 2012, I sold for AppDame.
Speaker: And this is something they talked about all the time.
Speaker: It's like, oh, look for nonverbal cues.
Speaker: Look for them leaning in.
Speaker: Look for them, I don't know, raising their eyebrows, looking interested.
Speaker: And so we would always try to do that in pest control.
Speaker: Just look for these little signs and look for them on the head.
Speaker: Pest control is huge on up and down after every single point, trying to get them to do that and agree with you.
Speaker: So it's something I've noticed we don't talk about as much in solar.
Speaker: What are some nonverbal cues you can look for?
Speaker: So I'm going to tell you a few.
Speaker: Just like pest control, any cells, you can look for these nonverbal cues.
Speaker: Hey, solopreneurs, are you sick and tired of spinning your wheels every month and not seeing your sales increase?
Speaker: Well, so was I, and the truth is I was never able to improve it until I figured out what was going wrong.
Speaker: So that's why I'm excited to announce for a limited time, we are doing a free sales diagnostic.
Speaker: We'll break down your sales process, figure out the holes in your business and see how we can help you improve.
Speaker: So at now we have six bucks for this month so book a call now don't miss out.
Speaker: What you're going to do is send an email to taylor at solarpreneurs.com that's taylor at solarpreneurs with an s dot com.
Speaker: I'll send you out a calendar link and we will figure out the time that works best.
Speaker: So shoot that email and let's increase your sales.
Speaker: So one is the hand rubbing the face.
Speaker: If someone puts their finger on their chin, it's like, hmm, hmm.
Speaker: When you're going over the numbers, that's a good nonverbal cue that shows they're interested.
Speaker: Okay, again, if they're nodding in agreement, if they're showing enthusiasm, if they're leaning forward, if they're uncrossing their arms or legs, those are some nonverbal cues.
Speaker: They're interested.
Speaker: Okay, and I mean, it's not going to work if they just give you one head nod, you close.
Speaker: It's not to say they're going to do it right away, but you look for combinations.
Speaker: You look for clusters of these things.
Speaker: Maybe they touch their chin.
Speaker: Maybe they lean in after that.
Speaker: Maybe they do all three.
Speaker: They start nodding their head.
Speaker: Maybe they jump up and down and say, where do I sign the best non-RoboQ yet?
Speaker: But look for little clusters of these, and then you know it's probably a good time to close.
Speaker: Hey, and then verbal cues.
Speaker: We talked about buying questions when they ask more questions.
Speaker: So what are some verbal cues?
Speaker: What are some questions that you should be paying attention to?
Speaker: Maybe about the timeline of the project, right?
Speaker: Hey, so when can I expect my solar to go up there?
Speaker: Great buying question.
Speaker: Great verbal cue right there.
Speaker: Maybe it's a question about the customization of it.
Speaker: You show them the design.
Speaker: Hey, can we put a few panels on that side actually right there?
Speaker: That's a great buying question.
Speaker: So anything specific about the timeline?
Speaker: Oh, do I have to be here when they come put it up?
Speaker: Great buying question.
Speaker: What does my credit have to be in order to qualify?
Speaker: Buying question right there.
Speaker: How much am I looking at saving?
Speaker: Could be a buying question.
Speaker: Obviously, there's stronger buying questions than others.
Speaker: But something I want to bring up with this too, this is another point that we learned when I was doing pest control.
Speaker: People would ask, hey, do you guys do the yard too?
Speaker: And a lot of people, the rookie salesman, if someone asks a question, they jump on it and they're like, oh yeah, for sure we do that.
Speaker: We do that 100%.
Speaker: But the experienced salesperson, he turns that question into another question.
Speaker: What I mean by that is when they asked us, hey, do you guys do the yard too?
Speaker: Well, what the experienced salesman does, he said, do you want us to do the yard?
Speaker: When we come out this afternoon, do you want us to go ahead and take care of the yard?
Speaker: And you're turning that into basically asking for the sale because if they respond to that, if they acknowledge your question after that, it's a done deal.
Speaker: So take their question that they threw at you and throw it back at them.
Speaker: Use it as ammo.
Speaker: What you're doing, you're just pouring gasoline on the flame when you do this.
Speaker: If you can ask them another question and just solidify it.
Speaker: So in solar, how do we use this?
Speaker: A customer asks you, when would you guys be able to actually put it up there?
Speaker: Mr. Customer, when do you want it up?
Speaker: Would you guys want it up this month or next month?
Speaker: If they respond, guess what?
Speaker: They're sold.
Speaker: Taylor, how much can we expect to save going solar?
Speaker: How much would you guys want to save?
Speaker: If we could do this, how much would be worth it for you guys to save?
Speaker: Throw it back at them.
Speaker: Then they're going to tell you.
Speaker: They're going to tell you how they're going to be sold.
Speaker: Another way to use it.
Speaker: When would they come do the actual inspection for the home?
Speaker: When would you want them to inspect it?
Speaker: When would you want the site survey?
Speaker: Morning or afternoon work better for you guys.
Speaker: So think of ways when people throw a buying question at you, throw it right back at them and you're just pouring gasoline right on that fire.
Speaker: You're solidifying it.
Speaker: You're, um, you're putting basically to test their statement.
Speaker: You're putting, you're just validating their buying question even more.
Speaker: So when you do that, it's a great way to do it.
Speaker: So hope that helps.
Speaker: Remember what point do you close?
Speaker: Well, another thing I want to bring up, make sure you get them all the information.
Speaker: Because sometimes I will admit I've closed after they've asked me some buying questions where I have not gone over it, the essentials.
Speaker: So make sure you are going through the essential details.
Speaker: You can't just get a buying question right off the bat.
Speaker: Because let's say someone says, hey, Taylor, I want to do this.
Speaker: You don't need to explain anything.
Speaker: Should you close right after that?
Speaker: No, you should not close.
Speaker: You need to go through the details.
Speaker: You need to make sure they know the essential information.
Speaker: Because if you close after that, like I have...
Speaker: then you'll get some cancels coming back because they need to know what the details are.
Speaker: They need to know it's a loan.
Speaker: So make sure, especially if you get someone that appears a lay down sell like that, go through the hard questions.
Speaker: Make sure they know it's a loan.
Speaker: Make sure they know their credit's being run.
Speaker: At least a soft check.
Speaker: Make sure they know what happens if they move.
Speaker: Because if you don't handle these frequently asked questions, it can come back to bite you.
Speaker: It can cause cancellations.
Speaker: And sometimes if you go to save it, it will be too late.
Speaker: So that's my thoughts on when you should close.
Speaker: Okay.
Speaker: Close when they slow down the place.
Speaker: Close when they ask more questions.
Speaker: Close when you receive positive stimulus.
Speaker: Close when they favor your test.
Speaker: Close.
Speaker: So shout out to Taylor McCarthy for giving me some more ideas for this.
Speaker: More thoughts on it.
Speaker: But let me know what your thoughts are.
Speaker: Love to hear them.
Speaker: Shoot me a message.
Speaker: Shoot me an email.
Speaker: TaylorSolarpreneurs.com or over on Instagram or Facebook.
Speaker: Would love to hear your thoughts.
Speaker: And to end, I just want to say hang in there.
Speaker: Last month, I had a string where I think it was four cancels in a row.
Speaker: Probably the worst stretch of cancels in my career.
Speaker: So wherever you're at in this journey, whatever's going on, make sure you don't give up.
Speaker: I was listening on another podcast.
Speaker: They were talking about the quarterback that got knocked down the most times.
Speaker: I did some research on this.
Speaker: And Ben Roethlisberger...
Speaker: He has the record for the most career sacks, or rather he's been sacked the most time.
Speaker: He's a quarterback that has been sacked the most times.
Speaker: He's been sacked 554 sacks.
Speaker: But this podcast was talking about why don't they flip it to Ben Roethlisberger got up 555 times.
Speaker: He got sacked 554, but he got up 555.
Speaker: So keep that in mind.
Speaker: Are you focusing on the negative in your solar journey?
Speaker: Are you going to focus on the positive?
Speaker: It's not about the cancels.
Speaker: It's about how many cancels can you have and keep moving forward.
Speaker: Hey, solarpreneurs, are you sick and tired of spinning your wheels every month and not seeing your sales increase?
Speaker: Well, so was I, and the truth is, I was never able to improve it until I figured out what was going wrong.
Speaker: So that's why I'm excited to announce for a limited time, we are doing a free sales diagnostic.
Speaker: We'll break down your sales process, figure out the holes in your business, and see how we can help you improve.
Speaker: So at now, we have six bucks for this month, so book a call now.
Speaker: Don't miss out.
Speaker: What you're going to do is send an email to taylor at solarpreneurs.com.
Speaker: That's taylor at solarpreneurs with an s dot com.
Speaker: I'll send you out a calendar link and we will figure out the time that works best.
Speaker: So shoot that email and let's increase your sales.
Speaker: Just like Rocky Balboa puts it best, how many hits can you take and keep moving forward?
Speaker: It's not about how hard you can get.
Speaker: Yeah, it's about how hard you can get hit and keep moving forward.
Speaker: How much you can take and keep moving forward.
Speaker: That's how winning is done.
Speaker: So remember that if you're going through a rough stretch, that is part of the solar coaster.
Speaker: We all got to keep pressing forward.
Speaker: That's how we're going to change this industry.
Speaker: So send this to someone today who could use some help in their closes or needs to know when to close.
Speaker: And appreciate you guys again.
Speaker: Love you all.
Speaker: Thanks for sharing the podcast.
Speaker: Thanks for being loyal listeners.
Speaker: Next episode, we're going to have a fire guest on.
Speaker: Do not miss out.
Speaker: His name is Brian Leposki.
Speaker: He was recommended by Taylor McCarthy, friend of his.
Speaker: He's even outsold Taylor McCarthy a couple of times.
Speaker: Great guest, owns his own solar company.
Speaker: It's going to be sharing how to use CRMs, how to follow up with customers, closing tactics, a whole bunch of other stuff.
Speaker: So make sure you don't miss out.
Speaker: We'll see you guys on the next episode.
Speaker: Close some deals this week.
Speaker: Let's change the world.
Speaker: Peace out.
Speaker: See you next time.
Speaker: Hey Solarpreneurs, quick question.
Speaker: 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.
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.
Speaker: 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.
Speaker: And it's called Solciety.
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 a day.
Speaker: Currently, Soul Society is open, launched, and ready to be enrolled.
Speaker: So go to soulcidity.co to learn more and join the learning experience now.
Speaker: This is exclusively for solopreneur listeners, so be sure to go to soulcidity.co and join.
Speaker: We'll see you on the inside.
