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Use This Technique To Dig Out Objections
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Whether you're sitting down with the homeowner or just at the door, it is crucial that every possible objection about solar gets resolved. This episode gives you direct strategies on how to probe objections so you can make even more solid presentations.
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Transcript
Taylor's Solar Success Story
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.
Rise of the Solopreneur
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? A 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. Hey, what's happening,
Ninja Techniques for Uncovering Objections
00:00:42
Speaker
solopreneurs? going to be talking about a ninja technique that you can use to disarm your prospects at the door and get them to spill the beans on why they have not gone solar yet. One of the most important ways to help people go solar is to uncover their hidden objections, but you need to know the ways to do this. So welcome to
Importance of Podcast Reviews
00:01:00
Speaker
the show. My name is Taylor Armstrong. We're here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry to help uncover people's objections. Before we get into the topic, please go leave us a review on Apple, iTunes, Spotify, wherever you listen to podcasts. It would be much appreciated. We're coming at you free and available wherever you can find podcasts every Tuesday and Friday. So your generous contribution
00:01:25
Speaker
to the comments, rating, and reviews is what makes this podcast possible. Thank
Techniques for Identifying Objections
00:01:30
Speaker
you very much. So I got thinking about this topic because i was listening to another podcast. Shout out to my guys over at, um it's called the Summer Sales Podcast. Pest Control Focus Podcast, but a lot of you know i sold pest control before I got into solar. So, um you know, I like hanging with my pest control peeps from time to time. The hosts in the podcast, they start talking about, you know, some of the strategies they use to follow up with people and to uncover pest control objections.
00:02:01
Speaker
And as they're going through this, I was reminded, man, this is actually a very powerful way that I've been using for a while to help in solar as well. So we're going go through what that secret technique is and how you can use it on the doors or in the home to help you figure out whatever the reasons that people haven't gone slower, what's holding them back. And so just some background on this technique and it's called mislabeling. So mislabeling is basically saying something that's wrong so people will correct you. All right, and if you want to take a deep dive on this, the book that goes through lot information, it's Chris Voss, Never Split the Difference, classic sales book. So definitely go check that book out if you've
Mislabeling to Reveal True Objections
00:02:45
Speaker
not read it already. He goes deep into all these techniques, one of my favorite books out there to better understand sales and psychology. But in this book, he talks about labeling, and that's for another podcast, but specifically mislabeling, which is giving people... a piece of information that's, you know, maybe slightly true, maybe not true, and having them correct you, okay? Because human nature is that people want to correct misinformation. You know, when you create false statement or statement that's maybe slightly off, then they want to correct you. So the example that they gave in this pest control podcast, summer sales podcast, they're just talking about trying to do follow ups when they're just talking to maybe a wife and the wife doesn't want to buy the pest control without her husband being there. So instead of saying, okay, well, you know, what time does your husband get home?
00:03:38
Speaker
Which can work, right? But the ah suggestion they gave instead of saying that is you assume that the husband's going to get home a specific time. and then if it's correct, they're going to say yes.
00:03:48
Speaker
But if it's not correct, then human nature is they want to correct you. And you can test this out on the doors. I, for years, I would ask questions and then I would get frustrated because people wouldn't want to answer the questions. They would feel like I'm interrogating them. They say, oh it's none your business. I'm not going to get into that. I don't want to take it because the natural reaction is people know that people are smart, right? They know that we're salespeople. They don't want to give you information because what they think is that you're going to use that information to sell them, to drag on a conversation, to try to overcome their objections.
00:04:20
Speaker
So the way you need to do this is mislabel it, right? And that's what they suggested in this podcast is, you know, in that example, um you say, well, your husband, he probably gets home what after six o'clock.
00:04:32
Speaker
Oh, yeah, it's actually no more like 530.
Creating Demand in Sales
00:04:35
Speaker
Okay, great. Well, I can't promise that I'd have time. um you know We're between people all day long. But I'll tell you what, um if I have a minute, I'll see if I can loop back around and fill him in. Hey, and then not only you're assuming the time and then they're correcting you, they're giving the right time, but then you're also not giving off the needy vibes that, hey, I'm going to come back when he's here. And ah you know you're not creating that pressure. You're creating the ah sense that you're the one that's needed. Everyone wants you in the neighborhood, not the other way around. So I want you to think, how can you use this in solar? It's just as applicable in solar. as pest control, or I think in any cells, right? And so some specific ways that I've used this in solar, the mislabeling is, you know, when people say, ah you know what, i already looked into solar, it doesn't make sense for us.
00:05:23
Speaker
And if you're in pretty much any solar market where people have been talked to about solar, if you say, oh, well, why haven't you gone solar? Most of the time people say, ah you I don't want to get into it.
00:05:34
Speaker
Yeah, I don't have time to get into it or whatever. They'll make up some reason. okay But the misdirection you give, the mislabeling you give is you assume what the reason was that they didn't go solar. they say, yeah, solar doesn't make didn't make sense for us. I'm sure it's i'm guessing just because it because of all the out-of-pocket costs that it was going to cost you. hey And just that statement alone, most of the time people will be like, they'll say yeah. Or if not, they'll say no and they will literally correct you like magic. They'll correct you and they'll give you the reason why they didn't go solar.
00:06:06
Speaker
So try that out. Promise you, you're going to be surprised with people's reactions to it. It lowers defensiveness, right? And ah Chris Voss in his book...
00:06:16
Speaker
you know His thing is that people should label other other people's emotions or situations. And the reason it works, he says, because it shows tactical empathy. You're acknowledging how the other person might feel.
00:06:28
Speaker
When people feel understood, they actually expand and explain more. And it's human human nature. It's back to our biological nature that we want to correct misinformation, just how people are.
00:06:40
Speaker
So when you give them that misinformation, they want to correct you. They want to get to the point of what's actually correct. And yeah, it's going to save you a lot of headache out there as you're knocking doors. So just a quick tip today. i Hope you can go out and apply it this principle today, just misinformation. And yeah, if you use that on the doors, promise you it will help you buy yourself more time. It will help you get to the bottom of why people haven't gone
Introduction to SolarScout
00:07:07
Speaker
solar.
00:07:07
Speaker
And it will help you close more deals. right, so I hope that helps. Get out there, give it a try today, and we'll see you on the next episode. So some of you already know that I run my own door-to-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. Then we discovered an app called SolarScout.
00:07:34
Speaker
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 a given neighborhood.
00:07:49
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 two SolarScout in San Diego so I decided to partner up. But I told them, hey, I'm going to talk about SolarScout on my show, you need to give my listeners a great deal. And they did.
00:08:04
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.
00:08:17
Speaker
Okay, back to the show.
Announcing Solciety
00:08:20
Speaker
Hey, solopreneurs, quick question. What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs and learn from their experience and wisdom in less than 20 minutes a day.
00:08:32
Speaker
For the last three years, I've been placed in the fortunate position to interview dozens of elite level solar professionals and learn exactly what they do behind closed doors to build their solar careers to an all-star level. That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry. And it's called Solciety.
00:08:57
Speaker
This learning community was designed from the ground up to level the playing field and give Solar Pros access to proven mentors who want to give back to this community and help you or your team to be held accountable by the industry's brightest minds for, are you ready for it, less than $3.45
00:09:16
Speaker
Currently, SoulCity is open, launched, and ready to be enrolled. So go to SoulCity.co to learn more and join the learning experience now.
00:09:30
Speaker
This is exclusively for solopreneur listeners, so be sure to go to SoulCity.co and join. We'll see you on the inside.