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The 4 Different Solar Buyer Types & How To Sell To Each One Like A Grandmaster
81 Plays6 years ago
On this episode you'll learn the 4 different solar buyer types and how to masterfully sell to each one of them.
Once you understand the 4 different personality types and how to effectively close each one, you'll essentially learn how to read the minds of your prospects and know exactly what they're thinking.
Be careful with what you learn within the episode as the effects can be unimaginable success if applied correctly.
If you enjoy these shorter tactical episodes give us a review on Itunes and share it with a friend.
Want to learn more about our solar pitch methodology and how to make $100,000 or more in less than 9 months?
Check out a free demo of the Solar Spartan System at solarspartansystem.com
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Transcript
Introduction to Solar Biotypes and Sales
00:00:00
Speaker
Guys, welcome back to the Solopreneur Podcast.
00:00:03
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.
00:00:14
Speaker
Coming right up.
00:00:15
Speaker
Look, in the solar business, there's really only two types of people.
00:00:18
Speaker
There's the ones that crush it, make six, seven, and eight figures, and then there's everyone else.
00:00:23
Speaker
The question is, which one will you be?
00:00:27
Speaker
Over the last four years, we've studied the sharpest solar sales and marketing pros.
00:00:32
Speaker
how they build multi-million dollar incomes using only the best solar sales and marketing strategies.
00:00:38
Speaker
So how do these solarpreneurs do what they do and what makes them so successful?
00:00:44
Speaker
This podcast is your answer.
00:00:47
Speaker
Join us and
Importance of Buyer Psychology in Sales
00:00:48
Speaker
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.
00:00:58
Speaker
Welcome to the Solarpreneur Podcast.
00:01:02
Speaker
Alright, I am excited to get into this podcast episode, guys.
00:01:07
Speaker
I know the audio is pretty bad.
00:01:09
Speaker
I apologize for that.
00:01:11
Speaker
I'm getting a new mic here pretty soon just because we're now dishing out these episodes every single day.
00:01:16
Speaker
So time to upgrade the equipment.
00:01:18
Speaker
But this will not change the quality of the episode at all.
00:01:23
Speaker
So this is still going to be value-packed.
00:01:24
Speaker
It's probably one of the most important and best episodes that I personally am just doing alone here.
00:01:30
Speaker
But we're going to dive right into it, guys.
00:01:32
Speaker
So the first thing that I want to talk about is buyer psychology, right?
00:01:37
Speaker
If we want to understand the four different solar buyer types, we have to understand what makes people buy.
00:01:41
Speaker
And I know James touched on this a little bit in the previous episode, about two episodes ago.
00:01:46
Speaker
But I want to go a little bit more in depth about it, right?
00:01:49
Speaker
Generally, people don't buy what you're selling.
00:01:53
Speaker
People buy why you're selling it.
00:01:56
Speaker
And this is the case, especially for big companies like Apple.
00:02:00
Speaker
But people don't buy what you're selling.
00:02:03
Speaker
For example, in solar, think about it.
00:02:05
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?
00:02:16
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.
00:02:23
Speaker
Like, do people really care about that solar cell?
00:02:26
Speaker
Do people really care about the technology that goes into a solar panel?
00:02:29
Speaker
Like we're talking about the panel itself here, right?
00:02:32
Speaker
People don't buy solar for the actual panel.
00:02:35
Speaker
People buy solar for the benefit that solar gives.
00:02:40
Speaker
That's the why behind what you're selling.
00:02:42
Speaker
And this is the case for almost every single
The Role of Storytelling and Emotion in Branding
00:02:45
Speaker
major product that we buy, right?
00:02:48
Speaker
People, we buy the reason, like,
00:02:51
Speaker
We buy the reason and the vision and the mission behind what the product actually is.
00:02:56
Speaker
We buy the reason or we actually buy the benefit of what the product is doing.
00:03:03
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
00:03:21
Speaker
the benefits of it.
00:03:23
Speaker
And this is so key because if we only talk about, like people don't buy off of specs only, right?
00:03:29
Speaker
If that were the case, people would just order solar online.
00:03:32
Speaker
Why don't people just order solar online?
00:03:34
Speaker
It's because they don't know the reason, right?
00:03:36
Speaker
Or the vision or the mission or the benefits they could get from it.
00:03:40
Speaker
And you can't get that from a website.
00:03:42
Speaker
You can't tell the story in the same way.
00:03:44
Speaker
You can't convince someone in a similar fashion without first prefacing it with emotions.
00:03:51
Speaker
And so you might think that people buy things based on logic.
00:03:55
Speaker
You might think you buy things based on logic as well.
00:03:57
Speaker
I used to think that too.
00:03:59
Speaker
But then I learned, right, how to sell.
00:04:01
Speaker
And once I learned that, I learned that people buy based on emotion and then justify with logic.
00:04:10
Speaker
For example, that G-Shock that you have, right?
00:04:13
Speaker
When you bought it, did you buy it because it would tell time better than your phone?
00:04:19
Speaker
No, you bought it because it looks good.
00:04:21
Speaker
It feels good.
00:04:22
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?
00:04:27
Speaker
The status that comes with it, how good it makes you feel.
00:04:31
Speaker
For example, why do people buy Apple products?
00:04:35
Speaker
Apple is notorious for having lower or worse specs than their competitors, quote unquote competitors, right?
00:04:42
Speaker
But Apple has one of the strongest cult following fan bases in the entire world, especially for the tech industry.
00:04:49
Speaker
Why is this?
00:04:49
Speaker
Even though the technology is behind it, right?
00:04:52
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?
00:05:00
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.
00:05:10
Speaker
Or you can get a four times better computer for the same cost of an Apple computer.
00:05:15
Speaker
But people still buy Apple computers online.
00:05:17
Speaker
more than any other one.
00:05:19
Speaker
Why is that?
00:05:20
Speaker
It's because of the status that Apple has and the status that it gives people, right?
00:05:24
Speaker
It's that sophistication.
00:05:26
Speaker
It's that elegance, right?
00:05:28
Speaker
People buy Apple because it feels good and people look at them and say, dang, that is a nice laptop.
00:05:33
Speaker
That's a nice desktop, right?
00:05:35
Speaker
Your status is automatically elevated when you have Apple products and that's what Apple sells so well.
00:05:41
Speaker
They sell simplicity.
00:05:42
Speaker
They sell sophistication with an elegance wrapped into that.
00:05:46
Speaker
It's just so sleek and simple.
00:05:50
Speaker
On that same note, we can transition into a different industry.
00:05:52
Speaker
And look how this happens in the clothing and athletic industry.
00:05:58
Speaker
Why do people buy Nike versus New Balance versus Skechers?
00:06:04
Speaker
Nike is twice or three times more expensive than New Balance and stuff.
00:06:08
Speaker
But the quality of the build are pretty much the same.
00:06:12
Speaker
Maybe New Balance even has more comfortable shoes or Skechers, but we would never know because we don't buy those things, right?
00:06:17
Speaker
And what's the reason that we buy Nike, though?
00:06:19
Speaker
It's the status again.
00:06:20
Speaker
It's that prestige.
00:06:22
Speaker
It's that athleticism.
00:06:23
Speaker
It's the vision that Nike has, the inclusivity, right?
00:06:26
Speaker
It's when you wear Nike, you're an athlete, right?
00:06:30
Speaker
You don't feel that same thing when you buy a New Balance shoe, right?
00:06:33
Speaker
You don't look the same way to other people, especially if you buy Skechers, right?
00:06:37
Speaker
No one's going to buy Skechers because of the status that Skechers gives.
00:06:41
Speaker
even though it might be cheaper, even though it might have better build, right?
00:06:44
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.
00:06:50
Speaker
Everyone would be walking around with just a $1 watch, right?
00:06:53
Speaker
Like why do people buy Rolexes versus a Walmart watch?
00:06:55
Speaker
Does a Rolex tell time better than a Walmart watch, like a $1 store watch?
00:07:01
Speaker
No.
00:07:02
Speaker
What's the reason that people buy it?
00:07:03
Speaker
It's because of emotion.
00:07:04
Speaker
It's the feeling that you get when you wear that thing or
00:07:08
Speaker
The status that you get when other people see you wearing that.
00:07:12
Speaker
Those are the reasons why we buy it.
00:07:13
Speaker
And that's purely emotional.
00:07:15
Speaker
So don't sell solar based on logic.
00:07:18
Speaker
You have to sell it based on emotion.
00:07:21
Speaker
So people don't buy the product.
00:07:23
Speaker
People buy the feeling that comes from the product.
00:07:25
Speaker
Right?
00:07:26
Speaker
So that's the most important thing to remember about these biotypes.
00:07:31
Speaker
And they all, even though there's four different solar biotypes, four different personalities, right?
00:07:35
Speaker
They all buy the same way.
00:07:37
Speaker
And
00:07:38
Speaker
Just the way that you deal with every single personality changes, but everyone does buy off of emotions.
00:07:44
Speaker
So here's something to remember as well.
00:07:47
Speaker
If people buy based on emotions, then why do we keep telling facts, right?
00:07:53
Speaker
Emotions come from stories, not statistics.
00:07:57
Speaker
Facts tell, stories sell.
00:08:01
Speaker
We keep getting into, we keep getting caught up with just trying to sell, sell, sell, sell.
00:08:05
Speaker
with facts and statistics and logistics and those things, but those aren't the things that convince someone to buy.
00:08:12
Speaker
We have to start focusing on story selling, right?
00:08:15
Speaker
It's not just storytelling, it's story selling.
00:08:17
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?
00:08:27
Speaker
It's essentially, you have to kind
Understanding Solar Buyer Personality Types
00:08:29
Speaker
of play out a movie for them, right?
00:08:31
Speaker
There's a reason why people don't watch documentaries as much as they watch movies.
00:08:34
Speaker
Documentaries tell.
00:08:36
Speaker
Movies are stories, and that's what sells way more.
00:08:39
Speaker
You don't see a documentary breaking like boxes, right, and just like insane numbers.
00:08:46
Speaker
It's literally just movies that break those ticket records or how many tickets are sold.
00:08:52
Speaker
And so here's another concrete example, right?
00:08:55
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,
00:09:03
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?
00:09:13
Speaker
Probably not, right?
00:09:14
Speaker
It's dusty, it's old, it's just overused.
00:09:18
Speaker
Like, no one would want that for 30 bucks.
00:09:19
Speaker
You can get a brand new one for 20 bucks at Sports Authority or something, right?
00:09:22
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?
00:09:35
Speaker
would you buy it then?
00:09:36
Speaker
Or maybe I would tell you that you can't even buy it for 30 bucks anymore.
00:09:39
Speaker
Like what price would you put on that, right?
00:09:41
Speaker
Do you see how the price automatically increased and the value increased of that just because of what?
00:09:47
Speaker
I only changed one thing.
00:09:48
Speaker
The basketball is still exactly the same, but what did I change?
00:09:51
Speaker
It was the story.
00:09:53
Speaker
So that's why stories sell and facts only tell.
00:09:56
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
00:10:04
Speaker
And so that's how you do that, guys.
00:10:06
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.
00:10:15
Speaker
So let's dive right into it.
00:10:17
Speaker
So four reds, right?
00:10:19
Speaker
So there's four different personality types, blue, red, green, and yellow.
00:10:25
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.
00:10:34
Speaker
So the first personality type we'll talk about is Reds.
00:10:36
Speaker
This is James, right?
00:10:37
Speaker
If you guys couldn't tell already.
00:10:39
Speaker
James is completely red.
00:10:41
Speaker
He has some blue in it, but it's mostly red.
00:10:43
Speaker
So Reds care about objectives, goals, and getting results.
00:10:47
Speaker
They're extremely powerful, right?
00:10:51
Speaker
They're extremely confrontational, forward.
00:10:54
Speaker
They love competition.
00:10:55
Speaker
They love to dominate, right?
00:10:57
Speaker
They don't like being told what to do.
00:10:58
Speaker
They're fairly disorganized with details.
00:11:00
Speaker
They care less about people and more about getting results.
00:11:03
Speaker
They love prestige, status, high quality products, right?
00:11:07
Speaker
They just love having higher status and being elevated above everyone else.
00:11:13
Speaker
They don't like to waste time.
00:11:15
Speaker
And they're willing to push boundaries and do things that no one else is really doing, right?
00:11:19
Speaker
They like to be trailblazers.
00:11:20
Speaker
That's why a lot of them start businesses.
00:11:21
Speaker
That's why a lot of them are salespeople, right?
00:11:24
Speaker
Think about any top salesperson in any single industry.
00:11:27
Speaker
They're all reds.
00:11:27
Speaker
Look at all the entrepreneurs that you might follow, right?
00:11:29
Speaker
Gary Vaynerchuk, Tim Ferriss, Tim Grover.
00:11:33
Speaker
Ed Milet, like all these guys are red, like hardcore red.
00:11:38
Speaker
And so they're powerful people.
00:11:40
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.
00:11:46
Speaker
And so make sure that you're ready.
00:11:48
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.
00:11:54
Speaker
But let's jump into the next personality type, which is blue.
00:11:58
Speaker
Blues are purpose and cause driven.
00:12:00
Speaker
This is my personality type, right?
00:12:02
Speaker
You guys couldn't tell already.
00:12:04
Speaker
They care about others a lot and care about the environment.
00:12:08
Speaker
Typically, they're really polite and soft spoken.
00:12:10
Speaker
They like to follow rules.
00:12:11
Speaker
They want to make sure that everything is in order, right?
00:12:13
Speaker
Like ethically and morally, like they won't ever do anything that they don't feel ethically and morally aligned with.
00:12:20
Speaker
Integrity is first and foremost.
00:12:22
Speaker
They highly, highly, highly value trust, but they really love people.
00:12:27
Speaker
They love helping other people as well.
00:12:29
Speaker
These are the types of people that will always help others before they help themselves, right?
00:12:33
Speaker
I'm sure you guys can relate a lot to that.
00:12:35
Speaker
And they don't like confrontation.
00:12:38
Speaker
They're typically self-conscious as well.
00:12:40
Speaker
And they won't ever really speak their mind.
00:12:42
Speaker
They think a lot.
00:12:44
Speaker
They're pretty introspective.
00:12:46
Speaker
They are a lot in their head.
00:12:48
Speaker
And their heart goes out to people.
00:12:50
Speaker
But they will never or they rarely ever share their actual thoughts and feelings just because they don't like confrontation.
00:12:56
Speaker
They like to be agreeable with other people.
00:12:58
Speaker
And they like to be seen a certain way in public.
00:13:02
Speaker
And so this is the thing about blues, right?
00:13:05
Speaker
So they care a lot about trust and integrity.
00:13:08
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.
00:13:16
Speaker
And if you come at them too strong and too confrontational or anything of that nature, it will drive them away.
00:13:23
Speaker
And they'll start to become reclusive and shielded off and blocked off and put up walls.
00:13:29
Speaker
And that's because they might see confrontation as offensive or abrasive.
00:13:33
Speaker
And they don't like that.
00:13:34
Speaker
They really don't like confrontation.
00:13:35
Speaker
So if you're a red personality, don't come at blues strong because they will crawl up.
00:13:42
Speaker
They will put up walls and be defensive, right?
00:13:45
Speaker
And ask questions like I need to do or tell you and give you objections like I need to do my research.
00:13:49
Speaker
I don't trust it or things like that.
00:13:51
Speaker
But that's blues, right?
00:13:52
Speaker
They really care about people and are purpose and cause driven first and foremost.
00:13:56
Speaker
They really care about their family.
00:13:59
Speaker
Hey listeners, it's James Swiderski here.
00:14:01
Speaker
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00:14:15
Speaker
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00:14:18
Speaker
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00:14:32
Speaker
forces you, yeah, that's right, forces you to have success in reaching your goals.
00:14:37
Speaker
And the best part is, guys, it's designed specifically for solar, and it's been tested on over 800 solar professionals to date.
00:14:46
Speaker
Now, you might be saying, James, that's cool, but...
00:14:48
Speaker
How does it force me to have success?
00:14:50
Speaker
And this is where it gets pretty ninja, my friends.
00:14:53
Speaker
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00:14:54
Speaker
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00:14:58
Speaker
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00:15:07
Speaker
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00:15:16
Speaker
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Speaker
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Speaker
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00:15:48
Speaker
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00:16:05
Speaker
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Speaker
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00:16:06
Speaker
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Speaker
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Speaker
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Speaker
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Speaker
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00:16:24
Speaker
It's something I trust my clients, but as well, my own solar company, my own reps,
00:16:30
Speaker
They go through this exact same training.
00:16:32
Speaker
So again, head over to solarspartansystem.com to get started and my team and I will see you inside.
00:16:39
Speaker
Let's get back to the show.
00:16:43
Speaker
Next is green, right?
00:16:45
Speaker
Green personality types are the engineer or analysts.
00:16:48
Speaker
That's the best way to describe them.
00:16:50
Speaker
So you probably already know, um, you've probably dealt with a lot of greens before.
00:16:53
Speaker
So they care a lot about the specs, the details.
00:16:56
Speaker
I'm getting straight to the facts, the details, the financing, the
00:17:00
Speaker
calculating the ROI of solar, busting out a calculator, getting spreadsheets up.
00:17:04
Speaker
They don't like to waste time.
00:17:05
Speaker
They're like reds in that regard, that they don't like to waste time.
00:17:10
Speaker
They want to get right to it.
00:17:11
Speaker
They don't want any fluff.
00:17:13
Speaker
And they're driven by cheap prices and saving money.
00:17:16
Speaker
So they're less picky about quality and appearance of what you're selling, and they prioritize saving money first and foremost.
00:17:22
Speaker
So they're very results-driven, just like reds.
00:17:25
Speaker
But they're more reserved.
00:17:27
Speaker
They're very orderly.
00:17:28
Speaker
So you can think of these guys as like executive producers in movies, just like producers.
00:17:32
Speaker
Like everything has to be on time, in order, predictable, consistent.
00:17:37
Speaker
And they don't like fluff.
00:17:39
Speaker
But they're going to ask a lot, a lot of questions.
00:17:41
Speaker
So you have to be prepared to deal with that.
00:17:43
Speaker
And I'll tell you in a bit of how to deal with greens.
00:17:47
Speaker
But lastly, yellow is the last personality type.
00:17:50
Speaker
These people are the life of the party.
00:17:52
Speaker
So you probably already know that already.
00:17:55
Speaker
and they love to talk to socialize the people.
00:17:57
Speaker
They don't like to really show their true intentions.
00:17:59
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?
00:18:13
Speaker
And that's because they want to be agreeable, and they want to have a good time pretty much all the time.
00:18:17
Speaker
They love to be flashy, right?
00:18:19
Speaker
Like just Gucci stuff, like Michael Kors or like watches and
00:18:24
Speaker
really nice suits, crazy ties, bow ties, wear crazy colors, those types of things.
00:18:31
Speaker
They're typically really loud talkers, and they love to make their presence known.
00:18:36
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.
00:18:46
Speaker
And they're able to change the environment to what they want, to wherever they go.
00:18:51
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.
00:18:57
Speaker
So they like to be agreeable.
00:18:58
Speaker
They don't like problems.
00:18:59
Speaker
They don't like issues.
00:18:59
Speaker
They don't like to be direct.
00:19:01
Speaker
Right.
00:19:01
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.
00:19:08
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.
00:19:15
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.
00:19:20
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.
00:19:30
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.
00:19:37
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.
Strategies for Engaging Different Personalities
00:19:44
Speaker
So once you identify them,
00:19:45
Speaker
What's the next step?
00:19:46
Speaker
Now you need to know how to be able to deal with every single personality type and how to close them.
00:19:51
Speaker
So we'll start with reds, right?
00:19:52
Speaker
So these are the people that care about objectives, goals, getting results, right?
00:19:56
Speaker
Very competition driven, results driven, and they really care about prestige status and high quality products.
00:20:03
Speaker
So how do we deal with them?
00:20:04
Speaker
So since they're results based, right?
00:20:07
Speaker
You really do want to push and remind them of why they met up with you in the first place.
00:20:14
Speaker
Right.
00:20:14
Speaker
So if you remind them of why they met, that's their result that they want.
00:20:18
Speaker
There's a reason why they're meeting with you and you have to really bank on that.
00:20:22
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.
00:20:29
Speaker
So keep reminding of that and they will push you out of your comfort zone and they will try to control you.
00:20:34
Speaker
They will command you and they will test you.
00:20:37
Speaker
But when they start questioning you with things, they might say like, hey, Joseph, like come over here and sit.
00:20:42
Speaker
I have about 12 minutes.
00:20:44
Speaker
You can then come back with them, right?
00:20:46
Speaker
Make sure that you are confrontational.
00:20:48
Speaker
Say like, okay, Mr. Prospect, that's fine.
00:20:49
Speaker
I only have 10 minutes.
00:20:50
Speaker
Can we sit over here?
00:20:51
Speaker
Right?
00:20:51
Speaker
So take control back immediately.
00:20:54
Speaker
You have to do that.
00:20:55
Speaker
And if you don't do that, they're going to have control of the whole situation.
00:20:58
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.
00:21:05
Speaker
I'm sure you've had that experience before.
00:21:07
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.
00:21:17
Speaker
That's the key here with Reds.
00:21:19
Speaker
Most people don't have the balls to just say like, hey, Mr. Prospect, this is not how I operate.
00:21:24
Speaker
I'm going to have to get going now because I do have another appointment.
00:21:27
Speaker
I don't think this is going to be a good fit for either one of us.
00:21:30
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.
00:21:37
Speaker
Because
00:21:38
Speaker
The person that is willing to walk away always has more power in a negotiation.
00:21:43
Speaker
So the next personality type is the blue.
00:21:45
Speaker
So how do we deal with blues, right?
00:21:47
Speaker
So the way that you do that is you have to show a lot of empathy.
00:21:51
Speaker
Remember, these people are very cause and purpose driven.
00:21:54
Speaker
So you have to show a lot of emotion here.
00:21:57
Speaker
So you have to show that you care about their situation and care about getting them the result that they want.
00:22:01
Speaker
And you must build trust with them first and foremost.
00:22:04
Speaker
If they don't trust you, they won't ever buy from you.
00:22:07
Speaker
That's a guarantee for blues.
00:22:09
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.
00:22:19
Speaker
And so they operate off of integrity as well.
00:22:22
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.
00:22:31
Speaker
Right.
00:22:32
Speaker
And so
00:22:33
Speaker
You already know now that you have to build trust with them.
00:22:36
Speaker
But how do we do that specifically?
00:22:38
Speaker
The way that we build trust with them is by telling stories.
00:22:41
Speaker
So you have to have a lot of them prepared.
00:22:43
Speaker
And I'm not talking about just general stories.
00:22:45
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.
00:22:58
Speaker
Once you share things that are personal, what happens is that they start sharing things that are personal for them as well.
00:23:03
Speaker
And the quickest way to build rapport or build a relationship with anyone is start to share personal things, right?
00:23:09
Speaker
And so this is the key to getting through to blues and getting them to trust you.
00:23:15
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.
00:23:21
Speaker
And they want to make sure that they're doing the right thing.
00:23:24
Speaker
They're making the right choice.
00:23:25
Speaker
And so leveraging other people's stories and testimonials, what their neighbors are doing is extremely, extremely effective.
00:23:31
Speaker
They always want to make sure that they're doing things
00:23:33
Speaker
the right thing.
00:23:33
Speaker
So obviously, one of like a basic human psychology notion is that if most people are doing it, it must be right.
00:23:43
Speaker
Although that's not really true, that's what people believe to be true, right?
00:23:46
Speaker
In life, it doesn't matter what is true, only what you believe to be true.
00:23:49
Speaker
And so what most people believe to be true is that if most people are doing it, then it must be right.
00:23:53
Speaker
And so if you show that, hey, look, like 1.9 million people are already switching to solar.
00:23:57
Speaker
Look, your neighbor Rob over there has already switched to solar.
00:24:00
Speaker
You know Rob, right?
00:24:01
Speaker
And so by doing that,
00:24:03
Speaker
That is how you help convince or persuade a blue to go solar.
00:24:07
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.
00:24:15
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.
00:24:20
Speaker
And they'll open up themselves.
00:24:21
Speaker
And so once you open up, it kind of opens up new doors, so to speak.
00:24:26
Speaker
So you really do.
00:24:27
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.
00:24:34
Speaker
what's happening over the weekend.
00:24:35
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.
00:24:40
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?
00:24:47
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.
00:24:54
Speaker
So these are the things that Blue's want to talk about because they're extremely cause and purpose driven above all things.
00:25:00
Speaker
So that's Blue's.
00:25:02
Speaker
The next is green, right?
00:25:04
Speaker
So green, remember, those are the engineer or analyst.
00:25:06
Speaker
They care about the specs, details, getting straight to the facts, details, financing, all those things.
00:25:11
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.
00:25:14
Speaker
So these guys are going to come right off the bat.
00:25:16
Speaker
These guys are kind of like reds in the aspect of they don't like to waste time.
00:25:21
Speaker
They're very cutthroat.
00:25:21
Speaker
They're very punctual to the point.
00:25:23
Speaker
They don't want fluff.
00:25:25
Speaker
And so they're going to interrupt you a lot.
00:25:27
Speaker
And so they're going to ask you a lot of questions, interrupt you, and kind of cause a disruption in your flow.
00:25:33
Speaker
But what you want to do is you want to show them that you're going to give them the details.
00:25:36
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.
00:25:42
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.
00:25:50
Speaker
If you have any questions, I will answer it at the end.
00:25:53
Speaker
And I will write them down to show you that I will answer them.
00:25:55
Speaker
And we'll get to every single one of them, I promise, by the end of this presentation.
00:25:59
Speaker
And to be honest, most of your questions will be answered as we go through this.
00:26:04
Speaker
And so that's pretty much like how you deal with that.
00:26:08
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.
00:26:15
Speaker
And they're going to try to get you to give them the quote or the price right off the bat.
00:26:20
Speaker
but you have to remind them that you have an agenda to stick to.
00:26:23
Speaker
And this is what you have to do in order to get your questions answered.
00:26:27
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.
00:26:34
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.
00:26:41
Speaker
And you have to physically show them.
00:26:42
Speaker
This is the part, I know I glossed over this part, writing it down, but this is so, so important.
00:26:47
Speaker
If you physically whip out a notepad,
00:26:49
Speaker
and write down the questions that they have as they ask them during the middle of the presentation, they will feel heard.
00:26:54
Speaker
That's what these guys want, right?
00:26:56
Speaker
They want predictability.
00:26:57
Speaker
They want consistency.
00:26:58
Speaker
They want to know the facts.
00:26:59
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.
00:27:10
Speaker
And so that's just like one ninja tactic that kind of makes them like you more because who doesn't like
00:27:16
Speaker
when someone jots down notes when you're speaking, right?
00:27:18
Speaker
You kind of feel important, you feel like the president, things like that.
00:27:21
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.
00:27:30
Speaker
And I'm sure you guys have had that, like, what's the specs on the system?
00:27:33
Speaker
How many kilowatts does this produce?
00:27:35
Speaker
Like, so all these questions, right, that will throw you off your game, essentially.
00:27:41
Speaker
And if you answer them, it will interrupt your frame.
00:27:45
Speaker
your status will be lowered because you're succumbing to their wishes.
00:27:49
Speaker
And what's happened is it's going to interrupt the emotion that you're building within your presentation.
00:27:54
Speaker
So if you're telling a story and they interrupt, it's going to completely destroy the movie.
00:27:59
Speaker
Or, you know, not the movie, but the presentation that you have.
00:28:02
Speaker
And it's kind of like in a movie, right?
00:28:03
Speaker
Like they don't show commercials in the middle of a movie.
00:28:06
Speaker
And if it did, it would completely destroy the whole entire movie, the emotion that they built up.
00:28:09
Speaker
And in that same way, you don't want them to interrupt your presentation or your movie, right, filled with emotion that
00:28:16
Speaker
with random little questions that they have.
00:28:18
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.
00:28:26
Speaker
And so the best way to sell a green actually is through emotion, just like everyone else, because they're human as well.
00:28:33
Speaker
Even though they're very detail oriented, they want the stats and facts and figures.
00:28:37
Speaker
The reason why they want that though is because they just want to make sure that the facts justify their emotional decision.
00:28:42
Speaker
Everyone makes decisions based on emotions when they buy some things.
00:28:45
Speaker
but we all justify it with logic.
00:28:47
Speaker
And that's what these guys care about the most, the justification after the fact that they invest in this emotionally.
00:28:57
Speaker
And so hold back the info that they want, but tell them that you will answer every single question.
00:29:02
Speaker
And just make sure that you keep the suspense the whole time throughout the presentation in order to take control of it.
00:29:09
Speaker
And that's how you deal with greens.
00:29:11
Speaker
And yellows now.
00:29:12
Speaker
So for yellows, remember, these guys are the lifestyle
00:29:15
Speaker
the life of the party.
00:29:16
Speaker
They love to talk to people.
00:29:17
Speaker
They love to socialize.
00:29:19
Speaker
They're hyper-agreeable.
00:29:20
Speaker
They love to be flashy, loud talkers, love to make their presence known.
00:29:23
Speaker
So how do we deal with these people?
00:29:26
Speaker
It's very, very simple.
00:29:27
Speaker
You just have to structure and set the intention of the appointment, right?
00:29:31
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.
00:29:35
Speaker
This is the agenda that we're sticking to.
00:29:36
Speaker
I have a schedule.
00:29:37
Speaker
I really do have to get out of here in 15 minutes.
00:29:39
Speaker
I have another appointment that I had to get to and help more people, right?
00:29:44
Speaker
And so they're similar to Blue.
00:29:45
Speaker
in the aspect that they want to connect with people.
00:29:47
Speaker
They want to connect with you personally.
00:29:49
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.
00:30:01
Speaker
So make sure you listen to them closely.
00:30:02
Speaker
Make sure that you're empathetic towards them.
00:30:05
Speaker
And if you can, match their energy level.
00:30:07
Speaker
Because if you do this, you'll really build quick, quick, quick relationships and rapport and just be more in sync with them.
00:30:13
Speaker
Because people like people that are like them, right?
00:30:15
Speaker
And if you show that you have the same energy level with them, the same enthusiasm, they will like you a lot.
00:30:20
Speaker
And yellows love to be liked and that they like you.
00:30:26
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.
00:30:34
Speaker
So I know I said that, like, hey, I got 12 minutes, but
00:30:37
Speaker
You do want to set that schedule, right?
00:30:39
Speaker
But you have to emphasize the fact that, hey, I do have a schedule.
00:30:42
Speaker
And the reason why I have to get out here in 15 minutes is because I have to help more people, right?
00:30:47
Speaker
I have to save the world.
00:30:48
Speaker
I have to save the environment.
00:30:50
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.
00:31:00
Speaker
And so just remember that these people are going to be very chatty.
00:31:03
Speaker
So just be careful, tread carefully.
00:31:05
Speaker
And just make sure that you set the structure and lay down the law when necessary.
00:31:08
Speaker
But just do it in a very friendly and purpose-driven way.
00:31:11
Speaker
Talk about your mission, why you're doing things.
00:31:13
Speaker
So if you just tell them your intention of why you're saying these things, they will like you and respect you tremendously.
00:31:22
Speaker
But
Conclusion and Call to Action
00:31:23
Speaker
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.
00:31:33
Speaker
I hope you guys enjoyed this podcast episode.
00:31:36
Speaker
Make sure, guys, if you like it, leave a review.
00:31:39
Speaker
Guys, that is the lifeline of this podcast.
00:31:43
Speaker
Please help spread the message.
00:31:44
Speaker
If you like this, we're doing all this for free, taking the time out of our day to help you in the best way possible.
00:31:49
Speaker
If you guys can, please do, or if you guys have any suggestions for the podcast, please do message us.
00:31:56
Speaker
Tell us how you're doing, how you're implementing this, right?
00:31:59
Speaker
So don't listen to this podcast just to listen to it.
00:32:01
Speaker
Make sure you guys are implementing.
00:32:02
Speaker
So find one thing, just one thing that you took from this podcast episode and you'll implement this immediately, every single time.
00:32:09
Speaker
That is how you effectively change your life by immediate action.
00:32:13
Speaker
No one ever changed their life by just listening to something, right?
00:32:16
Speaker
It's action that has changed people's lives more than anything else.
00:32:20
Speaker
Thank you guys for listening once again.
00:32:23
Speaker
And go kill it out there.
00:32:24
Speaker
Go close some deals and change the world.
00:32:28
Speaker
I believe in you guys.
00:32:29
Speaker
Keep it up.
00:32:30
Speaker
Wow.
00:32:30
Speaker
What another amazing episode of the Solarpreneur podcast.
00:32:34
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.
00:32:43
Speaker
It helps us get the word out about the solopreneur movement and impact more entrepreneurs, sales professionals, and marketers just like you.
00:32:52
Speaker
And hey, don't forget to head over to Facebook and join the solopreneur group for more daily content that's going to impact you and help you take your sales game to the next level.
00:33:01
Speaker
See you guys in the next episode.