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It's Not Over Till It's Over
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Being persistent costs nothing, yet it's the best trait you could have in solar sales. This episode, I'll be sharing a surprise deal I closed last week that would have never happened without committing to persistence.
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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 fell.
Avoiding Mistakes & Industry Insights
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 defeat mastery and you are about to become one.
Innovating Sales Strategies for Summer
00:00:41
Speaker
So some of you already know that I run my own door to door sales team here in San Diego.
00:00:46
Speaker
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.
Partnership with Solar Scout
00:00:53
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But if I want to increase my deal flow, I need to do something different to get an advantage.
00:00:57
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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.
00:01:16
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 give my listeners a great deal. And they did.
00:01:31
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. Okay, back to the show.
Persistence in Sales: A Personal Experience
00:01:46
Speaker
Hey, what's going on, solopreneurs? We are back with another episode. Today, we're to talking about why you must persist in your sales. Had a pretty crazy experience last week.
00:01:57
Speaker
First time it's ever happened to me. So wanted to share this experience that reminded me of this very important principle. We're gonna be talking about that today and a whole lot more. Welcome to the show. My name is Taylor Armstrong.
00:02:09
Speaker
We're here here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry. We're kicking off the summer season. Hopefully you're grinding. If not, please apply. We got some spots open for upcoming blitzes. We have the link down in the show notes if you would like to be considered to come. sell with us or do a blitz with us. Would love to have you. Recently, we've had some people come out. Shout out to my guy Rosenberg. he yeah He's been with us on a few blitzes.
00:02:42
Speaker
Got ah four deals with us last week on his first blitz, I guess second. um But yeah, we got some guys that are cranking deals, so would love to have you experience the sunny wonderland that is California.
00:02:56
Speaker
Come sell with us. Okay, well, let's jump into the episode.
Grant Cardone's Influence on Sales Persistence
00:03:00
Speaker
Last week, um we'll get to the story here in a second, but um it reminded me of a very important principle. This is one of my favorite books, Incels, Grant Cardone's Closer Survival Guide.
00:03:12
Speaker
I've referenced this book a lot, particularly the beginning section. um The closes, in my opinion, a lot of them aren't super smooth for solar. I didn't have a ton of success with the actual closes in the book, which is the whole second half. But the principles and just the way he talks about closing, the mindset, the attitude you should have, I thought it was super applicable to what we do in solar.
00:03:36
Speaker
So if you go to this is page 76 or 77 of the book, and he goes through with the rules of closing. He has, think it's 10 rules in there um that we should be following when we're closing. Okay, it's more than 10.
00:03:52
Speaker
Must be 20. But number seven rule of closing is always ask one more time. And so the principle of it, just to reference a section of it on page 78, he says this area of persistence is also a social issue issue since you were told as a child that persistence was a bad thing because it was rude and and obnoxious.
00:04:12
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Can't you listen? Don't ask me again. and you are so stubborn. Our common negative response is to persistence. However, being stubborn is a good thing. Asking again and again and again is a sign of someone who knows how to get what they want in life. It is not rude to continue to persist. It is a sign of success and prosperity.
00:04:30
Speaker
Because I continue to ask in another way for a yes after being told no does not mean I did not i did not listen. It only means I am more sold on my view than I am the other's view. Vince Lombardi says, Winners never quit and quitters never win. Who wants to say yes to a quitter and how can they if you quit?
00:04:46
Speaker
To persist and ask another way means you must be completely sold. You must have complete confidence in yourself and your product and you must be absolutely clear about what you want and how importantly it is to your survival. You should treat each opportunity to close like your life depends on it, and it does. So just a paragraph from that section, and so applicable. So many people do not persist, do not ask one more time.
00:05:11
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And this leads to the experience that I had last week.
The Unexpected Sale Story
00:05:15
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Hey, this was a sale. my My guy Rosenberg, he said it. And we went there. there's This older lady, you know, already had actually a system on her house. And um she wanted to add up panels. So we go through the process.
00:05:31
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We try to get her signed up, submit the app, credit application, and boom, she fills credit. i'm Sorry, can't help you. Good luck with everything. We leave. And that's that. But here's where it gets crazy.
00:05:43
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So this happened on a Thursday. Saturday rolls around and we get a text from this customer and she says, hey, ah I want you guys to come back. I have something for you.
00:05:54
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Please come by my house when you can. um And in my head, I'm like, I've been there, done that. This lady, she's old. She just wants company. um She already felt credit. She just wants to go there and talk our ears off. um I'll just tell her that we're too busy. So I text her, I say, wellll we'll see if we have time. We'll see if we can stop by. And in my head, we're not we're not going back to the house.
00:06:19
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Hey, but then lunch rolls around. We go grab a quick bite to eat. And then as I'm talking to Rosenberg, who had set the appointments, I tell him that, hey, I got this text from her. But it's probably not a good use for a time to go back.
00:06:31
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Yeah, I wonder what she wants. I'm thinking maybe she wants to come back and give us like, i don't know, some breakfast or food, something like that. Or just chat. um But Rosenberg, the setter, he's like, you know what? We're pretty close by. Why don't we just run by see what she wants?
00:06:50
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And finally, I'm like, okay, well, I guess we can just run by. But hey, five minutes max, we're getting out of that house. And so we go back there and she invites us in Right when we get in, she goes straight to her purse.
00:07:04
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She says, hey, um open my wallet. And ah we open it and she hands us both $100 bill each. And I'm like, what is this for?
00:07:15
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She's like, yeah, um you know, I feel so bad that I wasted your time the other day that my credit wasn't good enough to do this program. i just it's not right by me unless I compensate you guys for the time you spent the other day. And we're like, oh, no, you don't need to do that. It's part of her job. Some people get approved. Some people don't.
00:07:36
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That's just how it is. But she's just totally adamant. No, you're not leaving. um You have to accept this money. I'm not. If not, I'm mailing it to you. Just please accept this. So we're like, OK.
00:07:47
Speaker
That could have been it. But here's where it gets even better. We start talking to her. You know, we were thanking her. We're telling her what's what a great late because really that's I mean, who else has gotten paid 100 bucks? I think yeah there's one other time in my solar career in the past nine years now where a customer gave me, I think, 30 bucks.
00:08:06
Speaker
um And this was someone that just decided he didn't want to do it. So he felt bad. He gave me 30 bucks to go buy lunch or whatever. That's the only other time someone's like giving me money after an appointment unless it was to pay for the solar. um But we get talking to her and I start asking her about her system and it was a lease system. So I'm like, hey, have you ever thought about just buying the system?
00:08:31
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That way you don't have a payment. and And she had mentioned to us that she would like to just own her panels. And so we get talking. She starts asking me, well, I don't know, maybe...
00:08:43
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How much are we talking here? I'm like, well, let me ah run run some numbers, see how much it would be. So we submit for a proposal. We get the ah numbers all figured out. um Came out to about 20,000, and she was...
00:08:58
Speaker
She was like surprised. She's okay, that's actually a little bit less than I thought. And I'm like, yeah, I mean, you would own it. You'd get the benefits. You wouldn't have a monthly bill.
00:09:09
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And she starts thinking about it. And she's like, you know what? Yeah, we can do that. So she pulls out a checkbook. She writes me a thousand dollar check for the deposit on solar to buy outright. We get the site service scheduled.
00:09:23
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We lock her down. on top of that, we walk out. We still we tried to give her money back again for her signing up. She still would not allow us. So we walk out of there with the money and the cell. Pretty incredible. I still can't believe it myself.
00:09:38
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And um I think God helped us that day. we' We're just talking that um myself and Rosenberg, the setter that God really just probably more him, but gave us just kind of the ah push to go back there and ah paid off.
00:09:51
Speaker
And it it was a win, win, win for everybody that day. So this isn't going to happen every time, but it goes back to that
The Power of Asking Again
00:09:58
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principle. Always one more, always ask one more time. always maybe go back one more time in this instance. one A great book that I've talked about in the podcast is The Power of One More, um Ed Milet. Great book if you haven't read that one.
00:10:12
Speaker
um It's just so powerful to keep pushing past the point where you think it's not going to work out. ah If we hadn't gone back that day and then if I hadn't thought to offer her a cash purchase deal, we wouldn't have made the sale.
00:10:27
Speaker
And I think so many times this job, it can go back to, it can be a difference of, I would say, hundreds of thousands that you're going to make. Just the difference between that effort, right? Are you the person that gives up after the first no? Are you the person that ah gives up after the first credit fell? Are you the person that persists?
00:10:46
Speaker
Are you the person that follows up with your failed credits? Okay, ah Will Brinley, he's another guy I've had on the podcast. he's made He makes an extra six figures a year just by following up with the people that have failed credits, staying organized, remembering that they were really interested in solar, they couldn't do it. He follows up with them and they sign up later.
00:11:05
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Makes them an extra six figures a year just doing that. So think about in your life, in your sales career, where can you apply that principle? Where can you ask one more time?
00:11:15
Speaker
Where can you take one more no Where can you persist a little bit more? And I guarantee you there's ways you can you can be a little more persistent. There's ways you can ask one more time and it's going to make you some extra money this year.
00:11:28
Speaker
So hopefully that story happens to you. That's the first of my career where I walked out of a house with a cell and a $200 tip. But hey, it was great.
00:11:39
Speaker
People are nice. And um I hope you can experience something like that in your sales career. So I hope you enjoyed the podcast today. Please let us know if you like this type
Engagement & Feedback from Listeners
00:11:49
Speaker
of content. Let us know for guests that you'd like to see on the show here.
00:11:53
Speaker
Let us know for questions you would like answered. We're always looking for content and people to feature on the podcast. But thanks for tuning in today. Hope you get some deals this week. Hope you grow your solar career and we'll see you on the next one.
Introducing Solcitee: A Learning Community
00:12:08
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?
00:12:19
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.
00:12:42
Speaker
And it's called Solcitee. This learning community was designed from the ground up to level the playing field and give solar pros access to proven mentors who want to give back to this community and help you or your team to be held accountable by the industry's brightest minds for, are you ready for it, less than $3.45 a day. Currently, Soul Society is open, launched, and ready to be enrolled. So go to soulciety.co to learn more and join the learning experience now. This is exclusively for solopreneur listeners, so be sure to go to soulciety.co and join. We'll see you on the inside.
00:13:26
Speaker
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