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Sales Lessons Learned From Mexican Timeshares
1 Playsin 1 hour
Whatever sales tactics we're not doing in solar, is what Mexican timeshares are doing this very moment. This episode discusses the sales principles and strategies of a timeshare appointment I booked in Cancun, and what we can learn from them to make solar more welcoming and customer-centered.
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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.
Taylor's Success Story
00:00:08
Speaker
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.
Sales Mistakes and Lead Generation
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.
Defining Solopreneurs
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.
Live from Cancun: Local Sales Lessons
00:00:42
Speaker
Hey, what's going on, solopreneurs? Today, we're coming at you live from Cancun, Mexico, at a little resort here. so we're going to be doing a podcast on the lessons learned in sales from all the Mexican salespeople here. These people are constantly selling, we're going to do some analysis. Welcome to the show. my name is Taylor Armstrong. We're to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry.
Episode Value and Audio Apology
00:01:07
Speaker
Now, I hope whether you're taking a little vacation like myself or you're grinding in the field, you can get some value from today's episode. we have brought you any value at all, please go leave us a rating or review. on Apple, iTunes, Spotify, wherever you found this podcast.
Analyzing Timeshare Sales Techniques
00:01:22
Speaker
And want to apologize, forgot our mics, so audio may be a little lower quality, but hopefully we can still capture some good messages here. Here's some birds tripping in the background, just out on our little patio here at Resorts in Cancun. And so this resort, it's a timeshare and it's my parents timeshare. They invited us. And so I've been doing some analysis just while we're here with these timeshares. They use so many different sales principles. I'm like, this is a good opportunity to talk about some of the sales I've been seeing here at the resorts.
Consistent Messaging in Sales
00:01:59
Speaker
So I'm going to through a few lessons I've learned some ways we can apply it to our door-to-door sales, our solar sales and take back to our teams. So the first lesson learned right when I stepped on the property here in Cancun, you instantly notice they create this whole ecosystem. where everyone's greeting you pretty much the same way. Everyone's friendly. Everyone's greeting you by your name. Every interaction is pretty standard across the board and you know what you're getting. So it got me thinking. They're creating this ecosystem where they're trying to sell you more stuff. They're trying to make you feel comfortable. And so I'm like, man, sometimes I'm noticing I'm not creating that in my own cells in solar. For example, sometimes I have...
00:02:41
Speaker
setters that will go set up an appointment for a solar deal and they're saying something that's pretty different from what I'm saying. You know, a couple my setters that might be listening to this have to have I've had to give a few of them a hard time because I go to the appointment and sometimes they say something that's pretty different from the message I want to convey to the customer. And to be fair, sometimes customers and men stuff and just try to get you off their porch. So they say, say whatever. But we should be conveying the same message from the setter to the closer to the person that's doing the site survey to the person that's communicating with them, project management, customer service. If we can create an ecosystem just like they do at these resorts, it's going to lead to less cancellations, it's going to lead to easier sales. And it's going to make your job much, much easier. And so take a look at your sales process. Is everyone conveying the same message? Are you all saying the same thing to customer? Because let me tell you, when a customer feels like they're being told of one message from one person, another message from ah another, it leads to cancellations.
Selling Experiences vs. Products
00:03:44
Speaker
And I've had a few of these myself to where our our company, we have a retentions department and they're overhauling it. They're making some changes, but...
00:03:53
Speaker
Four or five months back, I had some people calling from retentions that were conveying a completely different message than what I told them during the sale. caused confusion. It caused mistrust.
00:04:04
Speaker
And I lost the deals because of it, because we were not on the same page. So try to create that familiar ecosystem. Make sure everyone is communicating in the same way. The second message here in Mexico at a resort, they're selling the experience before they're selling the products. So yesterday we all went, we were invited to this, you know, exclusive breakfast and it's not my timeshare, my parents' timeshare, but my parents, they signed up for the timeshare presentation, you know, where they try to upgrade you to the next package in exchange for our whole family. We've got 20 of us here or something, 15 of us.
00:04:39
Speaker
So our exchange for our whole family getting VIP breakfast. So we all went, we had this great breakfast and we all got comfortable. The timeshare guy, he's wine and dine my dine and my parents, course, sitting next to them because they're the main decision makers. And then ah he's come, he comes and greets all of us as well. And so before they even got into their sales process of the whole meeting, he's making them feel comfortable. He's again creating this little ecosystem where there's trust, where there's comfort.
00:05:11
Speaker
He's making them think about the ah benefits, not just buying something for a price. But really, if they choose
Introducing Solar Scout
00:05:17
Speaker
to upgrade, he's getting to think about, hey, you're gonna you're going to have more memorable memorable moments with your family like this. You're going to be eating good food. You're going to be comfortable. And so I realized this is...
00:05:28
Speaker
it's a smart thing they're doing before even talking about money before even talking about what they're selling they're getting the customer the prospects to focus on those emotional things those feel good things and it may be a little bit tougher for us and solar but how can we tie what we're doing into more comfort into more security into a more secure future 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.
00:06:01
Speaker
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 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.
00:06:24
Speaker
It's been working for a lot of teams across the country and now I'm on board too.
Customer-Centric Sales Pitch
00:06:28
Speaker
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.
00:06:39
Speaker
So go to solar scout dot 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 solar scout dot app forward slash Taylor.
00:06:52
Speaker
Okay, back to the show. And so something I changed recently, especially when I've gone to these appointments that are set up by setters. a lot of times they come, I've had some come to the door be like, Hey, so what exactly you guys doing wasn't clear. What do you sell on my response? changed it used to be, oh, it's the solar program. But I started thinking about, no, we're not selling that. I started saying, hey, I'm just here to actually help you guys lower the bill, put a cap on it so you're not subject by all the future increases. So simple as that. I'm not here for solar. I'm not here for batteries. I'm here to help lower the bill and help make sure you guys aren't affected by future increases. Because really, at the end of the day, that's what we're doing. Yeah, the method of that may be solar in a battery, but what we're actually doing, what I'm here for to help them feel more comfortable in the future and help them have a more predictable bill.
Micro Commitments in Sales
00:07:42
Speaker
So for you in your sales process, are you helping your customers feel those benefits? Are you tying it to the benefits for them? You know, you got the features and the benefits. What's in it for them? Every customer wants WIIFM. Brian Tracy talks about that in his books. Best radio station for your prospects. WIIFM. What is in it for them? What is in it for me? So if you can do a similar process, then you're going to much more success in yourselves. In the third, last but not least, these guys are pros at creating micro commitments. Whether you go on the touristy places in Mexico, whether you're on your in a resort, they're always creating some sort of micro commitment. Right. For my parents, was like, hey, come to the breakfasts. And they also invited and them go tour the new like suites they're building here. Hey, just come on the tour. Come check these things out. They're not making a big ass to upgrade their timeshare but they're asking all these small commitments. say you get your family here. Hey, come to breakfast.
00:08:39
Speaker
Hey, come sit down. Parents, they're telling me yesterday that they said no to the first salesman. So it was like another guy that comes out and then another guy, another guy. So they're doing they're doing all these small little things before they ask for something big and something that's I think is underestimated in solar too. So what are some small micro commitments we can ask for in solar? Maybe it's when you're getting inside the home, you're asking for a glass of water. Maybe you're asking to use their bathroom. Maybe you're asking for the bill, right? You're setting appointment. You're asking for the bill or you're bringing them around to the electric meter. You're asking to see their meter or their electric panel because creating the movement creates emotion. asking for the small commitments, it's going to be lot much easier to get the bigger commitments. So what are small commitments and you that you can make when you're inside the home or you're outside the door? Another small commitment is just getting inside the home. How can you go from outside the home to inside the home? If you can master these small commitments, it's going to be so much easier to actually get the sale and ask the customer to sign the agreements, to authorize the agreements.
Learning from Other Industries
00:09:43
Speaker
Don't say sign, right? Yeah, these are just a few things I noticed in Mexico. They involve the decision makers. That's another thing.
00:09:49
Speaker
They made sure that they're not doing presentations with just one person. My mom, she did not want to go to this presentation at all. But the only way they gave us free breakfast for everyone is if my mom also went to the presentation for the timeshare after. They're greeting us all by name. So think of these small little things. How can you incorporate them in your cells and start to notice anytime you go to different places, start to notice what are some of these tactics? What are some some of these things that other people are using in other industries?
00:10:18
Speaker
How can we apply them to solar? I think there's a lot that can be learned from other industries.
Encouragement for Solopreneurs
00:10:22
Speaker
So I hope that helped you today. And next time you're on a vacation, notice all the all the things they use as well.
00:10:28
Speaker
So I'm going to be out here enjoying my time in Mexico. Just wanted to shoot a little message for you all before we get into the grind of the summer. Hope you're having an awesome week. Hope you're closing lots of deals this week and growing your
Top 10 Episodes Cheat Sheet
00:10:40
Speaker
solar business. And we'll see you on the next podcast.
00:10:44
Speaker
What's up, solopreneurs? Hope you enjoyed 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 it specifically for you in mind.
00:10:57
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? And You got too many podcasts, man, because now we have over 200 episodes.
00:11:12
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.
00:11:25
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 at top10.solarpreneurs.com. Again, that's top10, the number 10,.solarpreneurs.com. Don't forget the S on solarpreneurs.
00:11:47
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.