Transcript
Speaker: Guys, welcome back to the Solopreneur Podcast.
Speaker: This is Joseph, and today we're going to be talking about the four different solar biotypes, how to sell to each and every single one of them, and how to close them like a grand master.
Speaker: Coming right up.
Speaker: Look, in the solar business, there's really only two types of people.
Speaker: There's the ones that crush it, make six, seven, and eight figures, and then there's everyone else.
Speaker: The question is, which one will you be?
Speaker: Over the last four years, we've studied the sharpest solar sales and marketing pros.
Speaker: how they build multi-million dollar incomes using only the best solar sales and marketing strategies.
Speaker: So how do these solarpreneurs do what they do and what makes them so successful?
Speaker: This podcast is your answer.
Speaker: Join us and thousands of sales pros, marketers, and entrepreneurs as we take the solar industry by storm and uncover what it takes to sell more solar with less effort.
Speaker: Welcome to the Solarpreneur Podcast.
Speaker: Alright, I am excited to get into this podcast episode, guys.
Speaker: I know the audio is pretty bad.
Speaker: I apologize for that.
Speaker: I'm getting a new mic here pretty soon just because we're now dishing out these episodes every single day.
Speaker: So time to upgrade the equipment.
Speaker: But this will not change the quality of the episode at all.
Speaker: So this is still going to be value-packed.
Speaker: It's probably one of the most important and best episodes that I personally am just doing alone here.
Speaker: But we're going to dive right into it, guys.
Speaker: So the first thing that I want to talk about is buyer psychology, right?
Speaker: If we want to understand the four different solar buyer types, we have to understand what makes people buy.
Speaker: And I know James touched on this a little bit in the previous episode, about two episodes ago.
Speaker: But I want to go a little bit more in depth about it, right?
Speaker: Generally, people don't buy what you're selling.
Speaker: People buy why you're selling it.
Speaker: And this is the case, especially for big companies like Apple.
Speaker: But people don't buy what you're selling.
Speaker: For example, in solar, think about it.
Speaker: Does anyone really want a huge hunk of metal just slapped onto their roof that maybe does or doesn't look the best, that maybe doesn't complement their roof, their housing, all that stuff?
Speaker: Go through all of this trouble, go through a loan, right, to get that, finance it, and just to, like, and that's it.
Speaker: Like, do people really care about that solar cell?
Speaker: Do people really care about the technology that goes into a solar panel?
Speaker: Like we're talking about the panel itself here, right?
Speaker: People don't buy solar for the actual panel.
Speaker: People buy solar for the benefit that solar gives.
Speaker: That's the why behind what you're selling.
Speaker: And this is the case for almost every single major product that we buy, right?
Speaker: People, we buy the reason, like,
Speaker: We buy the reason and the vision and the mission behind what the product actually is.
Speaker: We buy the reason or we actually buy the benefit of what the product is doing.
Speaker: So this is something that I really want you guys to understand because a lot of us when we sell solar, we start talking about the specs or we start talking about things that are specifically about the panel only and not enough about the story behind solar, about why people are investing in solar, about
Speaker: the benefits of it.
Speaker: And this is so key because if we only talk about, like people don't buy off of specs only, right?
Speaker: If that were the case, people would just order solar online.
Speaker: Why don't people just order solar online?
Speaker: It's because they don't know the reason, right?
Speaker: Or the vision or the mission or the benefits they could get from it.
Speaker: And you can't get that from a website.
Speaker: You can't tell the story in the same way.
Speaker: You can't convince someone in a similar fashion without first prefacing it with emotions.
Speaker: And so you might think that people buy things based on logic.
Speaker: You might think you buy things based on logic as well.
Speaker: I used to think that too.
Speaker: But then I learned, right, how to sell.
Speaker: And once I learned that, I learned that people buy based on emotion and then justify with logic.
Speaker: For example, that G-Shock that you have, right?
Speaker: When you bought it, did you buy it because it would tell time better than your phone?
Speaker: No, you bought it because it looks good.
Speaker: It feels good.
Speaker: You bought it because of what people will think or what people will, yeah, what people will think when they see your watch, right?
Speaker: The status that comes with it, how good it makes you feel.
Speaker: For example, why do people buy Apple products?
Speaker: Apple is notorious for having lower or worse specs than their competitors, quote unquote competitors, right?
Speaker: But Apple has one of the strongest cult following fan bases in the entire world, especially for the tech industry.
Speaker: Why is this?
Speaker: Even though the technology is behind it, right?
Speaker: So if you look at the price of Apple products and then look at other like Dell products, Gateway or like Alienware, anything like that, right?
Speaker: You could literally get a two or three times better computer, better processor, better screen, better resolution, better computing power, everything better for maybe half the cost.
Speaker: Or you can get a four times better computer for the same cost of an Apple computer.
Speaker: But people still buy Apple computers online.
Speaker: more than any other one.
Speaker: Why is that?
Speaker: It's because of the status that Apple has and the status that it gives people, right?
Speaker: It's that sophistication.
Speaker: It's that elegance, right?
Speaker: People buy Apple because it feels good and people look at them and say, dang, that is a nice laptop.
Speaker: That's a nice desktop, right?
Speaker: Your status is automatically elevated when you have Apple products and that's what Apple sells so well.
Speaker: They sell simplicity.
Speaker: They sell sophistication with an elegance wrapped into that.
Speaker: It's just so sleek and simple.
Speaker: On that same note, we can transition into a different industry.
Speaker: And look how this happens in the clothing and athletic industry.
Speaker: Why do people buy Nike versus New Balance versus Skechers?
Speaker: Nike is twice or three times more expensive than New Balance and stuff.
Speaker: But the quality of the build are pretty much the same.
Speaker: Maybe New Balance even has more comfortable shoes or Skechers, but we would never know because we don't buy those things, right?
Speaker: And what's the reason that we buy Nike, though?
Speaker: It's the status again.
Speaker: It's that prestige.
Speaker: It's that athleticism.
Speaker: It's the vision that Nike has, the inclusivity, right?
Speaker: It's when you wear Nike, you're an athlete, right?
Speaker: You don't feel that same thing when you buy a New Balance shoe, right?
Speaker: You don't look the same way to other people, especially if you buy Skechers, right?
Speaker: No one's going to buy Skechers because of the status that Skechers gives.
Speaker: even though it might be cheaper, even though it might have better build, right?
Speaker: So you can't say that people buy stuff based on logic because if that were the case, everyone would be walking around with Skechers.
Speaker: Everyone would be walking around with just a $1 watch, right?
Speaker: Like why do people buy Rolexes versus a Walmart watch?
Speaker: Does a Rolex tell time better than a Walmart watch, like a $1 store watch?
Speaker: No.
Speaker: What's the reason that people buy it?
Speaker: It's because of emotion.
Speaker: It's the feeling that you get when you wear that thing or
Speaker: The status that you get when other people see you wearing that.
Speaker: Those are the reasons why we buy it.
Speaker: And that's purely emotional.
Speaker: So don't sell solar based on logic.
Speaker: You have to sell it based on emotion.
Speaker: So people don't buy the product.
Speaker: People buy the feeling that comes from the product.
Speaker: Right?
Speaker: So that's the most important thing to remember about these biotypes.
Speaker: And they all, even though there's four different solar biotypes, four different personalities, right?
Speaker: They all buy the same way.
Speaker: And
Speaker: Just the way that you deal with every single personality changes, but everyone does buy off of emotions.
Speaker: So here's something to remember as well.
Speaker: If people buy based on emotions, then why do we keep telling facts, right?
Speaker: Emotions come from stories, not statistics.
Speaker: Facts tell, stories sell.
Speaker: We keep getting into, we keep getting caught up with just trying to sell, sell, sell, sell.
Speaker: with facts and statistics and logistics and those things, but those aren't the things that convince someone to buy.
Speaker: We have to start focusing on story selling, right?
Speaker: It's not just storytelling, it's story selling.
Speaker: So wrapping up, this is literally an art, you have to wrap up stories infused with emotions that get the buyer to feel something and then become emotionally invested in it, right?
Speaker: It's essentially, you have to kind of play out a movie for them, right?
Speaker: There's a reason why people don't watch documentaries as much as they watch movies.
Speaker: Documentaries tell.
Speaker: Movies are stories, and that's what sells way more.
Speaker: You don't see a documentary breaking like boxes, right, and just like insane numbers.
Speaker: It's literally just movies that break those ticket records or how many tickets are sold.
Speaker: And so here's another concrete example, right?
Speaker: So if I gave you a beat-up, dusty, spalding basketball, let's say you love basketball, right, and I gave you this beat-up, dusty, spalding basketball,
Speaker: basketball that barely has any grip on it left, and I just picked it up from a garage sale and told you that you can have it for 30 bucks, would you take it?
Speaker: Probably not, right?
Speaker: It's dusty, it's old, it's just overused.
Speaker: Like, no one would want that for 30 bucks.
Speaker: You can get a brand new one for 20 bucks at Sports Authority or something, right?
Speaker: But what if I told you that that was the exact basketball that Michael Jordan used when he won the 1995 championship and became the six-time MVP within that sport?
Speaker: would you buy it then?
Speaker: Or maybe I would tell you that you can't even buy it for 30 bucks anymore.
Speaker: Like what price would you put on that, right?
Speaker: Do you see how the price automatically increased and the value increased of that just because of what?
Speaker: I only changed one thing.
Speaker: The basketball is still exactly the same, but what did I change?
Speaker: It was the story.
Speaker: So that's why stories sell and facts only tell.
Speaker: This is why it's so important that we have to use stories in order to convince someone or persuade someone or get them emotionally invested
Speaker: And so that's how you do that, guys.
Speaker: And so now we're going to dive into the four different buyer types and how to specifically sell to each one now that you understand the buyer psychology and what gets every single person to buy.
Speaker: So let's dive right into it.
Speaker: So four reds, right?
Speaker: So there's four different personality types, blue, red, green, and yellow.
Speaker: I'm going to give an overview of each and every single personality type, and then I'll go into how to specifically sell or deal with these guys and then close them.
Speaker: So the first personality type we'll talk about is Reds.
Speaker: This is James, right?
Speaker: If you guys couldn't tell already.
Speaker: James is completely red.
Speaker: He has some blue in it, but it's mostly red.
Speaker: So Reds care about objectives, goals, and getting results.
Speaker: They're extremely powerful, right?
Speaker: They're extremely confrontational, forward.
Speaker: They love competition.
Speaker: They love to dominate, right?
Speaker: They don't like being told what to do.
Speaker: They're fairly disorganized with details.
Speaker: They care less about people and more about getting results.
Speaker: They love prestige, status, high quality products, right?
Speaker: They just love having higher status and being elevated above everyone else.
Speaker: They don't like to waste time.
Speaker: And they're willing to push boundaries and do things that no one else is really doing, right?
Speaker: They like to be trailblazers.
Speaker: That's why a lot of them start businesses.
Speaker: That's why a lot of them are salespeople, right?
Speaker: Think about any top salesperson in any single industry.
Speaker: They're all reds.
Speaker: Look at all the entrepreneurs that you might follow, right?
Speaker: Gary Vaynerchuk, Tim Ferriss, Tim Grover.
Speaker: Ed Milet, like all these guys are red, like hardcore red.
Speaker: And so they're powerful people.
Speaker: And what you have to watch out for is that you will get pushed around if you're dealing with this type of prospect, if they're red.
Speaker: And so make sure that you're ready.
Speaker: And I'll talk about it in a little bit after I talk about all the personality types, exactly how to deal with reds.
Speaker: But let's jump into the next personality type, which is blue.
Speaker: Blues are purpose and cause driven.
Speaker: This is my personality type, right?
Speaker: You guys couldn't tell already.
Speaker: They care about others a lot and care about the environment.
Speaker: Typically, they're really polite and soft spoken.
Speaker: They like to follow rules.
Speaker: They want to make sure that everything is in order, right?
Speaker: Like ethically and morally, like they won't ever do anything that they don't feel ethically and morally aligned with.
Speaker: Integrity is first and foremost.
Speaker: They highly, highly, highly value trust, but they really love people.
Speaker: They love helping other people as well.
Speaker: These are the types of people that will always help others before they help themselves, right?
Speaker: I'm sure you guys can relate a lot to that.
Speaker: And they don't like confrontation.
Speaker: They're typically self-conscious as well.
Speaker: And they won't ever really speak their mind.
Speaker: They think a lot.
Speaker: They're pretty introspective.
Speaker: They are a lot in their head.
Speaker: And their heart goes out to people.
Speaker: But they will never or they rarely ever share their actual thoughts and feelings just because they don't like confrontation.
Speaker: They like to be agreeable with other people.
Speaker: And they like to be seen a certain way in public.
Speaker: And so this is the thing about blues, right?
Speaker: So they care a lot about trust and integrity.
Speaker: They want to make sure that if you're selling to these people, you have to make sure that they feel like they're in good hands and that they can trust their family and livelihood with.
Speaker: And if you come at them too strong and too confrontational or anything of that nature, it will drive them away.
Speaker: And they'll start to become reclusive and shielded off and blocked off and put up walls.
Speaker: And that's because they might see confrontation as offensive or abrasive.
Speaker: And they don't like that.
Speaker: They really don't like confrontation.
Speaker: So if you're a red personality, don't come at blues strong because they will crawl up.
Speaker: They will put up walls and be defensive, right?
Speaker: And ask questions like I need to do or tell you and give you objections like I need to do my research.
Speaker: I don't trust it or things like that.
Speaker: But that's blues, right?
Speaker: They really care about people and are purpose and cause driven first and foremost.
Speaker: They really care about their family.
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Speaker: Next is green, right?
Speaker: Green personality types are the engineer or analysts.
Speaker: That's the best way to describe them.
Speaker: So you probably already know, um, you've probably dealt with a lot of greens before.
Speaker: So they care a lot about the specs, the details.
Speaker: I'm getting straight to the facts, the details, the financing, the
Speaker: calculating the ROI of solar, busting out a calculator, getting spreadsheets up.
Speaker: They don't like to waste time.
Speaker: They're like reds in that regard, that they don't like to waste time.
Speaker: They want to get right to it.
Speaker: They don't want any fluff.
Speaker: And they're driven by cheap prices and saving money.
Speaker: So they're less picky about quality and appearance of what you're selling, and they prioritize saving money first and foremost.
Speaker: So they're very results-driven, just like reds.
Speaker: But they're more reserved.
Speaker: They're very orderly.
Speaker: So you can think of these guys as like executive producers in movies, just like producers.
Speaker: Like everything has to be on time, in order, predictable, consistent.
Speaker: And they don't like fluff.
Speaker: But they're going to ask a lot, a lot of questions.
Speaker: So you have to be prepared to deal with that.
Speaker: And I'll tell you in a bit of how to deal with greens.
Speaker: But lastly, yellow is the last personality type.
Speaker: These people are the life of the party.
Speaker: So you probably already know that already.
Speaker: and they love to talk to socialize the people.
Speaker: They don't like to really show their true intentions.
Speaker: They like to mask it in like fun, in a frenzy, with talking a lot to other people, and you'll never really know what they're actually thinking unless you isolate them and then talk to them like straight up, right?
Speaker: And that's because they want to be agreeable, and they want to have a good time pretty much all the time.
Speaker: They love to be flashy, right?
Speaker: Like just Gucci stuff, like Michael Kors or like watches and
Speaker: really nice suits, crazy ties, bow ties, wear crazy colors, those types of things.
Speaker: They're typically really loud talkers, and they love to make their presence known.
Speaker: So wherever you go into, wherever you go to, you'll pretty much know who's a yellow just based on if you can sense them in the room or not.
Speaker: And they're able to change the environment to what they want, to wherever they go.
Speaker: And they're similar to the blue personality in the sense that they don't like confrontation or people being too forward and abrasive with them.
Speaker: So they like to be agreeable.
Speaker: They don't like problems.
Speaker: They don't like issues.
Speaker: They don't like to be direct.
Speaker: Right.
Speaker: They just like to have a good time and talk and kind of like go around sometimes and not very results driven at all.
Speaker: And so you have to be careful with these people because they will draw your presentations for hours and hours if you let them.
Speaker: But that's pretty fairly easy to deal with by just making sure that you set a schedule and that you stay with it.
Speaker: obviously you don't want to be too strict or rigid with it because they will be turned off by that, but just make sure that you do have some sort of schedule and that you're somewhat flexible, but still have that schedule.
Speaker: And that's how you can deal with yellows for a little bit, but I'll go into more detail in a little bit.
Speaker: So now that you guys know the four different personality types, I'm sure you can see how powerful this is in a selling situation.
Speaker: So once you identify them,
Speaker: What's the next step?
Speaker: Now you need to know how to be able to deal with every single personality type and how to close them.
Speaker: So we'll start with reds, right?
Speaker: So these are the people that care about objectives, goals, getting results, right?
Speaker: Very competition driven, results driven, and they really care about prestige status and high quality products.
Speaker: So how do we deal with them?
Speaker: So since they're results based, right?
Speaker: You really do want to push and remind them of why they met up with you in the first place.
Speaker: Right.
Speaker: So if you remind them of why they met, that's their result that they want.
Speaker: There's a reason why they're meeting with you and you have to really bank on that.
Speaker: So they wouldn't have agreed with you for an appointment if they didn't have a good reason or good result that they wanted from this.
Speaker: So keep reminding of that and they will push you out of your comfort zone and they will try to control you.
Speaker: They will command you and they will test you.
Speaker: But when they start questioning you with things, they might say like, hey, Joseph, like come over here and sit.
Speaker: I have about 12 minutes.
Speaker: You can then come back with them, right?
Speaker: Make sure that you are confrontational.
Speaker: Say like, okay, Mr. Prospect, that's fine.
Speaker: I only have 10 minutes.
Speaker: Can we sit over here?
Speaker: Right?
Speaker: So take control back immediately.
Speaker: You have to do that.
Speaker: And if you don't do that, they're going to have control of the whole situation.
Speaker: And they're just going to keep asking questions, drilling you, commanding you to do things, demanding you of the quote before you even get into your presentation and all those things.
Speaker: I'm sure you've had that experience before.
Speaker: And so what happens is that you want to come back at them very, very strong and show them that you're in charge and that you're capable of holding your ground and willing to walk away if you need to.
Speaker: That's the key here with Reds.
Speaker: Most people don't have the balls to just say like, hey, Mr. Prospect, this is not how I operate.
Speaker: I'm going to have to get going now because I do have another appointment.
Speaker: I don't think this is going to be a good fit for either one of us.
Speaker: And so if you do that, if you show that you are willing to leave if you need to, that is how you can take control of the whole situation.
Speaker: Because
Speaker: The person that is willing to walk away always has more power in a negotiation.
Speaker: So the next personality type is the blue.
Speaker: So how do we deal with blues, right?
Speaker: So the way that you do that is you have to show a lot of empathy.
Speaker: Remember, these people are very cause and purpose driven.
Speaker: So you have to show a lot of emotion here.
Speaker: So you have to show that you care about their situation and care about getting them the result that they want.
Speaker: And you must build trust with them first and foremost.
Speaker: If they don't trust you, they won't ever buy from you.
Speaker: That's a guarantee for blues.
Speaker: So they're people, they're very, very people driven and they must know, like, and trust you before they do anything or before they move forward with anything.
Speaker: And so they operate off of integrity as well.
Speaker: And they won't ever do anything that doesn't feel morally and ethically aligned with who they are, or it isn't in the best interest for them or their family.
Speaker: Right.
Speaker: And so
Speaker: You already know now that you have to build trust with them.
Speaker: But how do we do that specifically?
Speaker: The way that we build trust with them is by telling stories.
Speaker: So you have to have a lot of them prepared.
Speaker: And I'm not talking about just general stories.
Speaker: I'm talking about personal stories, your own story of why you got into solar, why your mom has solar, or why your family member has solar, or the things that solar has been able to do for you, how it gives you hope and those things.
Speaker: Once you share things that are personal, what happens is that they start sharing things that are personal for them as well.
Speaker: And the quickest way to build rapport or build a relationship with anyone is start to share personal things, right?
Speaker: And so this is the key to getting through to blues and getting them to trust you.
Speaker: And so once you've done that, right, they're extremely driven by what other people are doing and what other people's experiences have been.
Speaker: And they want to make sure that they're doing the right thing.
Speaker: They're making the right choice.
Speaker: And so leveraging other people's stories and testimonials, what their neighbors are doing is extremely, extremely effective.
Speaker: They always want to make sure that they're doing things
Speaker: the right thing.
Speaker: So obviously, one of like a basic human psychology notion is that if most people are doing it, it must be right.
Speaker: Although that's not really true, that's what people believe to be true, right?
Speaker: In life, it doesn't matter what is true, only what you believe to be true.
Speaker: And so what most people believe to be true is that if most people are doing it, then it must be right.
Speaker: And so if you show that, hey, look, like 1.9 million people are already switching to solar.
Speaker: Look, your neighbor Rob over there has already switched to solar.
Speaker: You know Rob, right?
Speaker: And so by doing that,
Speaker: That is how you help convince or persuade a blue to go solar.
Speaker: So make sure you share personal things with them, connect with them on a deeper level, start sharing things that you haven't really shared before.
Speaker: And if you tell them that, they're going to be really, really, really respectful of that and like you so much more because of it.
Speaker: And they'll open up themselves.
Speaker: And so once you open up, it kind of opens up new doors, so to speak.
Speaker: So you really do.
Speaker: Your objective with blues is to get past the surface level stuff, the stupid things, you know, like the weather, how their house is, how it looks.
Speaker: what's happening over the weekend.
Speaker: And what you want to do is you want to get to the true purpose of what they want and why they're talking to you.
Speaker: So talk about the reason of why they're on this planet, what legacy they want to live for their family, why they have a family in the first place, right?
Speaker: And what kind of future that they want for them and what it would mean for them to become an environmental hero and help save the planet.
Speaker: So these are the things that Blue's want to talk about because they're extremely cause and purpose driven above all things.
Speaker: So that's Blue's.
Speaker: The next is green, right?
Speaker: So green, remember, those are the engineer or analyst.
Speaker: They care about the specs, details, getting straight to the facts, details, financing, all those things.
Speaker: And how you want to sell to a green is that you want to show them that you're going to give them the details.
Speaker: So these guys are going to come right off the bat.
Speaker: These guys are kind of like reds in the aspect of they don't like to waste time.
Speaker: They're very cutthroat.
Speaker: They're very punctual to the point.
Speaker: They don't want fluff.
Speaker: And so they're going to interrupt you a lot.
Speaker: And so they're going to ask you a lot of questions, interrupt you, and kind of cause a disruption in your flow.
Speaker: But what you want to do is you want to show them that you're going to give them the details.
Speaker: You have to show them that you care and that you're listening and that you're attentive, but that you also have an agenda to stick to.
Speaker: So you have to say that, hey, Mr. Prospect, this is the agenda that we're going to set, and this is what we have to go through before we get to anything else.
Speaker: If you have any questions, I will answer it at the end.
Speaker: And I will write them down to show you that I will answer them.
Speaker: And we'll get to every single one of them, I promise, by the end of this presentation.
Speaker: And to be honest, most of your questions will be answered as we go through this.
Speaker: And so that's pretty much like how you deal with that.
Speaker: And what you want to do with Greens is, or actually what Greens will do is, since they interrupt a lot, they're going to try to get you to skip to the very end of your presentation.
Speaker: And they're going to try to get you to give them the quote or the price right off the bat.
Speaker: but you have to remind them that you have an agenda to stick to.
Speaker: And this is what you have to do in order to get your questions answered.
Speaker: And they have to understand the whole entire full picture of solar in order to understand the price and the quote and every single thing like that.
Speaker: And so once they do that, right, you have to show them that you will answer the questions by the end of the presentation.
Speaker: And you have to physically show them.
Speaker: This is the part, I know I glossed over this part, writing it down, but this is so, so important.
Speaker: If you physically whip out a notepad,
Speaker: and write down the questions that they have as they ask them during the middle of the presentation, they will feel heard.
Speaker: That's what these guys want, right?
Speaker: They want predictability.
Speaker: They want consistency.
Speaker: They want to know the facts.
Speaker: And just by whipping on a notepad and writing down every single one of their questions, that gives them a sense of security and peace of mind that you will answer every single question by the end of the presentation.
Speaker: And so that's just like one ninja tactic that kind of makes them like you more because who doesn't like
Speaker: when someone jots down notes when you're speaking, right?
Speaker: You kind of feel important, you feel like the president, things like that.
Speaker: And so what you want to do is you don't want to stop and address every single little question that they have because they will ask so many questions.
Speaker: And I'm sure you guys have had that, like, what's the specs on the system?
Speaker: How many kilowatts does this produce?
Speaker: Like, so all these questions, right, that will throw you off your game, essentially.
Speaker: And if you answer them, it will interrupt your frame.
Speaker: your status will be lowered because you're succumbing to their wishes.
Speaker: And what's happened is it's going to interrupt the emotion that you're building within your presentation.
Speaker: So if you're telling a story and they interrupt, it's going to completely destroy the movie.
Speaker: Or, you know, not the movie, but the presentation that you have.
Speaker: And it's kind of like in a movie, right?
Speaker: Like they don't show commercials in the middle of a movie.
Speaker: And if it did, it would completely destroy the whole entire movie, the emotion that they built up.
Speaker: And in that same way, you don't want them to interrupt your presentation or your movie, right, filled with emotion that
Speaker: with random little questions that they have.
Speaker: And so to make sure that you prevent that from happening, you have to make sure that you have a schedule to stick to and that they know of your agenda.
Speaker: And so the best way to sell a green actually is through emotion, just like everyone else, because they're human as well.
Speaker: Even though they're very detail oriented, they want the stats and facts and figures.
Speaker: The reason why they want that though is because they just want to make sure that the facts justify their emotional decision.
Speaker: Everyone makes decisions based on emotions when they buy some things.
Speaker: but we all justify it with logic.
Speaker: And that's what these guys care about the most, the justification after the fact that they invest in this emotionally.
Speaker: And so hold back the info that they want, but tell them that you will answer every single question.
Speaker: And just make sure that you keep the suspense the whole time throughout the presentation in order to take control of it.
Speaker: And that's how you deal with greens.
Speaker: And yellows now.
Speaker: So for yellows, remember, these guys are the lifestyle
Speaker: the life of the party.
Speaker: They love to talk to people.
Speaker: They love to socialize.
Speaker: They're hyper-agreeable.
Speaker: They love to be flashy, loud talkers, love to make their presence known.
Speaker: So how do we deal with these people?
Speaker: It's very, very simple.
Speaker: You just have to structure and set the intention of the appointment, right?
Speaker: If you set a structure, then they can't really go out of it because you can remind them, hey, this is the structure.
Speaker: This is the agenda that we're sticking to.
Speaker: I have a schedule.
Speaker: I really do have to get out of here in 15 minutes.
Speaker: I have another appointment that I had to get to and help more people, right?
Speaker: And so they're similar to Blue.
Speaker: in the aspect that they want to connect with people.
Speaker: They want to connect with you personally.
Speaker: And so what you want to do is kind of deal with them in the same way of glues, that you want to share personal things about yourself so that they share personal things about themselves and feel more deeply connected to you and build a relationship that way.
Speaker: So make sure you listen to them closely.
Speaker: Make sure that you're empathetic towards them.
Speaker: And if you can, match their energy level.
Speaker: Because if you do this, you'll really build quick, quick, quick relationships and rapport and just be more in sync with them.
Speaker: Because people like people that are like them, right?
Speaker: And if you show that you have the same energy level with them, the same enthusiasm, they will like you a lot.
Speaker: And yellows love to be liked and that they like you.
Speaker: And so once you stick to an agenda and once you set the intention and the schedule, right, you want to make it more about people and less about your time.
Speaker: So I know I said that, like, hey, I got 12 minutes, but
Speaker: You do want to set that schedule, right?
Speaker: But you have to emphasize the fact that, hey, I do have a schedule.
Speaker: And the reason why I have to get out here in 15 minutes is because I have to help more people, right?
Speaker: I have to save the world.
Speaker: I have to save the environment.
Speaker: And if you make that well known about what your intentions are, what your passion is, and what your mission is, they will respect that greatly because they care about people too.
Speaker: And so just remember that these people are going to be very chatty.
Speaker: So just be careful, tread carefully.
Speaker: And just make sure that you set the structure and lay down the law when necessary.
Speaker: But just do it in a very friendly and purpose-driven way.
Speaker: Talk about your mission, why you're doing things.
Speaker: So if you just tell them your intention of why you're saying these things, they will like you and respect you tremendously.
Speaker: But guys, that's how you deal with, or that's the four personality types that you will encounter when you're selling solar and how to effectively sell to every single one of them.
Speaker: I hope you guys enjoyed this podcast episode.
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Speaker: Tell us how you're doing, how you're implementing this, right?
Speaker: So don't listen to this podcast just to listen to it.
Speaker: Make sure you guys are implementing.
Speaker: So find one thing, just one thing that you took from this podcast episode and you'll implement this immediately, every single time.
Speaker: That is how you effectively change your life by immediate action.
Speaker: No one ever changed their life by just listening to something, right?
Speaker: It's action that has changed people's lives more than anything else.
Speaker: Thank you guys for listening once again.
Speaker: And go kill it out there.
Speaker: Go close some deals and change the world.
Speaker: I believe in you guys.
Speaker: Keep it up.
Speaker: Wow.
Speaker: What another amazing episode of the Solarpreneur podcast.
Speaker: Now, before we take off here, do us a favor and go leave an honest review on your platform of choice or wherever you're listening to this podcast.
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Speaker: See you guys in the next episode.
