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Go for the No
0 Playsin 33 minutes
Usually, we'd never want to hear a "no" from all of our follow-up questions, but what if that was in our favor? This episode is gonna teach you a unique way of framing your questions in sales that provides more agency for the customer.
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Transcript
Introduction to the Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level. My name is Taylor Armstrong. went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fail.
00:00:19
Speaker
I teach you avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
00:00:31
Speaker
What is a solopreneur you might ask? solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery and you are about to become one.
Understanding the 'Go for the No' Sales Strategy
00:00:41
Speaker
Hey, what's happening, Solopreneurs? Today, we're gonna be talking about why you should go for the no.
00:00:46
Speaker
You heard me right, go for the no. Most of the time in sales, we're traditionally taught to get yeses from the customer, but I'm gonna flip the script. We're gonna talk about why you should get the no. Welcome to the podcast. My name's Taylor Armstrong. We're here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry. We're recording this in April.
00:01:05
Speaker
I'm having the best month of the year so far. I hope you are as
Invitation to Sales Blitz and Listener Engagement
00:01:09
Speaker
well. If you're not, please consider joining us on our next Blitz and we can teach you to crush deals like the best of them are doing. So go ahead and click the link. We have a link if you are interested in potentially joining us for our next Blitz or looking into joining our team. If you have not left us comment or review for the podcast, that would be much appreciated.
Sales Tactics from 'Never Split the Difference'
00:01:31
Speaker
So today's podcast got me thinking because i've been re-listening to one of my favorite books that has taught me a lot about cells and that book is none other never split the difference by chris voss okay we've referenced it couple times in the podcast but if you've not listened this would highly recommend going and giving that book a a listen uh chris voss he actually came and spoke at door to door con i think it was two years ago i think a very underrated person to learn sales from he teaches all the negotiation tactics so many things that we can apply not only in knocking doors and in prospecting but also in closing deals i think especially in closing deals if you have read that book recently one of the things he talks about is going for no and this was a little bit eye-opening to me at first when i heard it i came from a pest control background
00:02:23
Speaker
And in pest control is drilled into us that we need to get yes. You know, most of you have probably heard the close where you're trying to get like three yeses from the customer and go straight into the close.
00:02:35
Speaker
You're trying to get agreement from the customer. You're doing the head nods. This is what we were taught in pest control. And we would ask things like, so it works if we come by in the afternoon and send the trucks out.
00:02:46
Speaker
Right. And we just get those little mini yeses that would lead to the bigger yes of the close, you know, which I think can work. And that's the traditional sales method. But what opened eyes eyes to this whole going for the no is we've got some of the smartest consumers, people, they're sold things left and right. and people are smart.
00:03:05
Speaker
I think a lot of folks out there, they recognize that when you're trying to get that yes, that they're being led, that they're being sold something. So what I love so much about going for no, because it just I can see it causes less buying friction,
00:03:20
Speaker
It's less pressure, you know, and they're you're not trying to get an agreement from them. Just relaxes things, calms things down, takes off the buying pressure. so I'm going to give you two ways that you can use this, whether you are setting appointments on the doors or in closing.
Techniques for Using 'No' in Sales
00:03:35
Speaker
And then I'm going to show you one of the real life applications, a little recording that I got from a recent customer of mine.
00:03:43
Speaker
Okay, so here's how you can use it when you're knocking on doors out there today. When we're setting the appointment, you know, we get the typical stuff, we get the time, we get the name, phone number, email. And then once you get all the contact information, from there you're trying to solidify the appointments. And I think a lot of people, sometimes they get nervous to solidify the appointment and really ask tough questions because they're like, ah you know, we need to walk on eggshells. If we ask the tough questions and customers might cancel at the door, they might just cancel the appointment on the spot. So we need first of all, we need to get over that fear that people are going to cancel the appointment because if you you've been in this for a while, you'll find that it's much better.
00:04:22
Speaker
to have a sticky, solid appointment than just be someone that you're having to chase appointments, you're booking all these soft leads, and you're just running around all over the place. Much better to have a stickier appointment and have them just cancel at the door than have then go and chase the customer the next day and they don't even show up. So one way you can get the no at the door when you're setting the appointments is you ask the customer, hey, Mr. Homeowner, aside from there being like a ah earthquake tomorrow, you get in a car accident. There's no reason you guys wouldn't be here at five o'clock yet and you're going for the no. So you're asking a question. It's not a yes question, right? You're asking a no question to double confirm the appointment. You can also ask them, hey, as long as it's exactly how I'm telling you guys, pay a lower bill, panels go up, battery goes in the home, setup you got with the solar you're offering in your particular area.
00:05:12
Speaker
But you ask them, hey, Mr. Homeowner, if it's exactly how I'm saying, there's there's not a reason you guys wouldn't be pretty open to something like that, right? And then the answer is no. So it's just changing these little questions where, you know, when I first started in solar, I was making those yes questions, but it's changing it. So the answer to the question is a no. Then once you get in inside the home, there's all sorts of these mini no's you can be getting.
00:05:37
Speaker
when you're in the home. Yeah, you know, again, Chris Voss, he talks, he goes into depth about why these questions work, you know, the exact strategies, the exact, all the all the reasons it works better than getting a yes. So you can listen to this chapter. I think it's near the end of the book.
00:05:52
Speaker
in the second half of the book. But in the close, especially when you're nearing towards the end, then you ask a similar question. You know, you go through all the reasons, all the you just went through all the numbers. You just went went through all the features and benefits of the soul where you're going to get them. And then it's like, Hey, Mr. Homeowner, first they're going to check the home. They got to see if the home is approved and eligible. Assuming they give us the green light, assuming everything works out on our end, exactly how we're thinking. You can't think of any reason why there'd be a downside to you guys getting in on a program like this, can you?
00:06:23
Speaker
Then you're asking them for that no. And then when they say no, they just that was essentially yes that they want to move forward. okay But you'll hear in the example that I'm about to play here. A lot of times when you ask a question like this, it'll actually bring up more concerns. okay you know It's also in a very effective way to have potential customers bring up their additional concerns where a lot of times when you're going for that yes, People are saying yes just to get you out of their hair. People are saying yes just because they want to avoid the hard confrontation.
00:06:51
Speaker
When you go for the no, I found that people are way more open to sharing the reasons that they might be concerned about whatever you're offering. Let me pull quick recording. You'll hear a real life example.
00:07:04
Speaker
of how I use this recently in a deal here. This particular customer, he was pretty old, older guy in his 80s. Like happens a lot of times with these older customers, they have family they want to talk to, right? Especially in this case, it was an older guy just living alone in his house. He has daughters in other states. So he brings up that he wants to talk to his daughters before moving forward with the program.
00:07:28
Speaker
so i'm gonna play when this concern comes up and you'll hear the question i asked to get to a no see what happens after that and yeah how on lot of older folks a lot of times we try to get the kids involved here just to especially if you're saying she's gonna be kicking over that doesny when she comes out the end of my
00:07:58
Speaker
Yeah. Yeah. Yeah. looks good i'm not want to say yes or no yeah i'm saying no in effect i yeah i don't just seeing this can you think of any reason why she might it be opposed to something like that if all i did was just slower the ba and helped out with the other things i was mentioned but somebody has fake you click the same Hopefully it came out a little quiet on the audio end there. So hopefully you heard the gist of what this customer is saying. You know, it's a typical scenario where he doesn't want to move forward until he talks to the daughter, as you should do in this situation. i did try to get in touch with the daughter, but um unfortunately he says shortly after the daughter's out of the country, you know, couldn't talk. Yeah, just was a situation where he couldn't contact the daughter right there on the spot. But, you know, typically you want to get in front of the ah other decision makers because a lot of times a call is
Success Story: Applying the 'No' Strategy
00:08:59
Speaker
not going to do it. And so a long story short, with this customer, you hear I ask them the no question, right? Hey, well, if everything's exactly how we're talking and it just gives you the benefits that we went over, is there any reason you think your daughter wouldn't be open to something like this, wouldn't want you to get involved to something something like this?
00:09:16
Speaker
And then instead of saying no, he proceeds to tell me his concerns. So he spits out his concern. Well, I don't understand how I'm not going to have to pay anything out of pocket. And then it gives me a chance to really dig in and resolve his concerns, explain to him exactly how this program works, that he's not having to pay anything out of pocket for it, explain to him the incentives we get, federal government tax incentives that we get to be able to do the program. then I end up being able to solidify them where a lot of times you just go for the yes.
00:09:46
Speaker
Customers aren't going to tell you what their true concerns was. So it did help me dig those out. i was able to sign the deal. You know, it's got an asterisk in it because we still do need to meet with the daughter, but we got the ball moving forward. And of course, we're going make sure the daughter's fully on board with it before we install. But what it was at least able to set the deal in motion, you know, hopefully we're going to have everything lined up, teed up, ready to go. we We have a meeting set up with the daughter here in a couple of weeks from there, install it. Hey, but he did give me several...
00:10:16
Speaker
he He gave me no several times because he just wasn't understanding how the funding works. So I'm going for that. No did help me dig out some of those additional concerns and then help me get him comfortable with moving forward on his part because the home is his. It is his decision. But, you know, we, of course, want to make sure the kids are comfortable with it. Hey, so I hope this helps. Hope this gives you a few ways that you can use no to help dig out additional concerns and use no to really get you closer to the yes. um As you gain more experience in solar, just takes off so much buying pressure.
00:10:49
Speaker
Instead of trying to get the yes yes yes, yes, yes, go for no, no, get that no question. Turns out they're actually saying yes, but in the customer's head, they're not committing to anything. in The customer's head is there's way less buying pressure because they're telling you no. And they're saying yes in an indirect way.
00:11:05
Speaker
But to them, it feels like they're still in the control. But really, we are the ones guiding them through the process. So let me know how you've used these no questions to get more sales in solar. Hope this helps you out there when you're in the doors and when you're closing doors, at closing deals rather. Okay, go crush it this week. Hope you get many, many sales and we'll see you on the next episode.
Introducing Solar Scout Platform
00:11:27
Speaker
So some of you already know that I run my own door door sales team here in San Diego. And as we are gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results. But if I want to increase my deal flow, I need to do something different to get an advantage.
00:11:43
Speaker
Then we discovered an app called Solar Scout, but it's not a door knocking app. It's a data platform that shows us who is likely to go solar in our market. It shows us who has previously applied for solar, but later canceled the deal. who has moved in recently, and even how much electricity the homes are using in a given neighborhood.
00:12:01
Speaker
It's been working for a lot of teams across the country and now I'm on board too. I'm going to be one of the first to use SolarScout in San Diego, so I decided to partner up. But I told them, hey, if I'm going to talk about SolarScout on my show, you need to give my listeners a great deal. And they did.
00:12:16
Speaker
So go to solarscout.app forward slash Taylor and book a demo with them and you'll get 10% off your first month when you sign up. That's solarscout.app forward slash Taylor.
00:12:29
Speaker
Okay, back to the show. What's up, solarpreneurs? Hope you enjoyed
Resources for New Listeners
00:12:33
Speaker
the episode. Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created specifically for you in mind.
00:12:44
Speaker
One of the top questions I get asked on Instagram, on Facebook by our listeners is, Taylor, where should I start? What episodes should I listen to in the podcast? You got too many podcasts, man, because now we have over 200 episodes.
00:12:59
Speaker
So what we've done, we created the top 10 most downloaded, most listened to, and i would say widely accepted, most useful podcasts that we've done here on Solrepreneur.
00:13:12
Speaker
We put them together all in one sheet so you can go, you can hit the ground running, especially if you're new, you do not want to not have this sheet. So go download it right now. It's going to be top10.solarpreneurs.com. Again, that's top10, the number 10,.solarpreneurs.com. Don't forget the S on solarpreneurs.
00:13:34
Speaker
We will have that in the show notes. Go download it right now. And especially if you have not listened to them, go listen to them and you can re-listen to them. That's going to show you how. So go download it and we'll see you on the other side.