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How to Handle Holiday Objections
99 Plays2 days ago
Knocking on the holidays might be a turn off for most customers, but it's actually your best chance at creating quality deals: a silver lining for the end of the year. This episode gives you some phrases to use your for next door-to-door and will help solidify them and your momentum for next year.
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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. I 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.
Overcoming Sales Objections During Holidays
00:00:41
Speaker
What's going going on, Solar Pinners? Merry Christmas, happy holidays, or if you're not listening to this during the holidays, hope you're doing awesome. Today, we're going talking about how you can overcome any objection when it comes to the holidays. People have excuses, people want to put things off, so we're going to talk about how we can overcome them and some habits you should be working, implementing during the holiday season. 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. Hope you're doing awesome. Hope you are getting lots of deals during this holiday season or whenever you are tuning in to the podcast. This something I've been thinking about. Holidays are typically tough time to run appointments. People do have excuses.
00:01:25
Speaker
But ah I think the first thing you got to think about is, if you listen the previous episode, i actually talked about this, but whatever you think about is going to become a reality. So the first step is make sure you don't believe it yourself that people shouldn't go slower during this month. Make sure you don't believe it yourself that this is going to be a slow month because if you believe that, then it's probably going happen. We'll create some affirmations around that. Make sure you don't have that belief in that this month is going to be a difficult month. Because it's not. There's plenty of deals out there for everybody. I know people that are having record-breaking months during the holidays, record-breaking weeks, I should say. Go out and grind, and you can have an awesome, productive holidays and still be able to take time off and celebrate ah with the family.
Handling Postponement Objections
00:02:08
Speaker
Yeah, but we're going to go through a few things, a few different objections that people come typically ah come up with during the holidays. And we're going to come up with some reframes. I'm going to give you some word tracks today that you can use. You can go out and apply while you're out there. Knocking doors, closing deals, running appointments, ah talking to people over the phone. And so we're going to go over just a few different holiday of the objections. When people say this, you say that.
00:02:33
Speaker
hey So the first one is anytime people are saying, oh, it's the holidays. oh Let's look at this. Let's look at this in January. Let's look at this after the holidays. Let's push it to the next year. The thing you got to remember is that almost every utility, for the most part, they have changed. They change their rates. They switch rates, rate plans. Things change in January.
00:02:54
Speaker
So what we do? We can use this to our advantage. I know where I'm at down here in San Diego, California, there's already been articles talking about how the rates are going change and how they're going up. So first step, go on Google rate increases 2026 or whenever you're listening to this in the next year. Google that you should have some articles, some things come up. And you use that your advantage. Maybe print it off, use a slick. Hey, but here's little word track you can use.
00:03:20
Speaker
So something like this and say, totally, December is crazy for everyone. The good news is you're not installing anything, paying anything or changing anything in December. You're simply locking in your place before the January rate increase hits, waiting actually costing more. You know, anytime you can treat it as, hey, it's nothing you're changing or doing right now. all we're doing is just coming by with the info. And then um if you guys like what you see, we will get your place in line before a lot of this changes in the new year.
Using Incentives to Boost Sales
00:03:49
Speaker
People know that things change from year to year, right? So it's a good good way to use, hey, our rates change as well. um Right now, we got the stuff going on with Trump's big, beautiful bill. We know things in solar are very likely that they change next year. So you're not lying by by saying this stuff changes for us too, right? We have incentives, vocal incentives, there's federal incentives.
00:04:10
Speaker
They help us with these programs, but everyone's just looking at it before a lot changes in the new year. And maybe we don't know exactly when it changes, but things do change in the new year. And so gives people great reason to look at it now. Throw in some names. If you see me on social media, I'm always getting photos with customers. Use this to your advantage. Take pictures of the people you're helping and then tell a story around any objection people have. We use this to set an appointment today.
00:04:35
Speaker
and worked wonders lady was trying to put it off told a story or around the neighbor showed the picture and makes the story actually real and boom we got a solid appointments for this weekend okay so there's the first one another one another common little objection let me think about it after the holidays okay which similar okay but here's another word track you can use i You can say, I get it, but here's the truth. We don't install in December. Nothing changes for you this month.
00:05:03
Speaker
Today, we're just doing the paperwork to secure your rate protection so January doesn't hit you with higher bills. and This would be more in the home. And so, yeah, just make sure you're giving them a solid reason to actually make a decision to move forward with something now.
00:05:20
Speaker
the more compelling you can be and the more reason you give them. Something that helps us too is give old holiday special, right? We're going to cover the first three months the bill so you guys don't pay a bill for the first three months of the new year. Throw throw some incentives at them.
00:05:34
Speaker
ah Build some additional urgency with that. And there's no reason why you can't make this your best month of the year. yeah Another great idea i heard from one of our other team members down here is she raffle going for all the people willing to set up an appointment.
00:05:50
Speaker
Anyone that actually sits their appointments, she has, she raffles off, I think like Disneyland tickets, Home Depot gift cards. So she uses that as just kind of like a fun thing to do during the holidays.
00:06:03
Speaker
but Like, hey, Mr. mr Jones, i know I get it. Everyone's super busy. And so this is just something to help you. We're not trying to take a ton of time. But since we understand that people are busy, we're trying to give back the community as well and help people even more while incentives are here. We'll come back with the info tomorrow, but when we come back, we're also going to put you in a raffle. we're raffling with Disneyland tickets, Home Depot gift cards, tickets to TV. And so I haven't tried this personally, but according to my ah my team team member, she ah crushes it with this. And she's yeah she's having a lot more appointments. It's just because she's kind of creating a game. Fun little thing, fun little way to give back, gets people some extra Christmas money. Some extra incentive up for sitting down. So be creative. Think of things like that. hey You don't want to come across as needy. It can. There's a fine line between giving things away, but also giving them too much where people already think this is too good to be true. And you're giving them, you you don't want to come across as like you're begging them to sit the appointment and make sure you hold the frame. But I don't think it's a bad idea doing a little raffle, giving them an extra reason to sit down with you and ah help themselves out before
Maintaining Momentum into the New Year
00:07:07
Speaker
the end of the year. Okay, so yeah, there's a few different ways you can overcome some common holiday objections. You can rewind, listen those word tracks.
00:07:15
Speaker
The last thing I'll say is just December. Most people, they do work less, but um some solid habits you want to get into place. are just sticking to exact start and finish time.
00:07:27
Speaker
Some people, they just go out, they do whatever. But tell yourself when you're going to start, when you're going finish. And remember, this month, it's all about build momentum into the new year. The people that take the entire month of December off They're going to go into the new year and they're not going to have a lot in their pipeline. It makes tough to start a new year like that.
00:07:44
Speaker
Keep that in mind as you're grinding this month at end of the year. Whatever you do now, it's going to reflect in January. And that's going to be how you're going to start your year. So going to choose to start it off with momentum and with prosperity, or going to take the whole month off and have to restart everything. Okay, so I believe you should spend time with the family. This shouldn't be a summer grind month. I don't think it should be that, but just some habits you can put into place are having a solid start, a solid finish time. maybe you know you're going to work less. don't know, four hours for the day. So just make sure you stick to your commitment of when you're going to put those hours in. And another few other things we talked about. This was based off a correlation we had for our team. We were talking about this. So shout out to my guy, Tyler, who had a lot of these good ideas as well. But yeah, just having gratitude around the holidays. We talked about having three gratitude items every morning and then devoting some extra time to sharpen the saw, right? If you're going to work a little less, make this month the month where you can sharpen the saw, improve your skills, listen few more of these podcasts,
00:08:50
Speaker
record yourself, listen to some more in-home presentations. The last thing we talked about is just setting personal rewards. So maybe there's that thing you've been wanting. Maybe ah you're trying to buy that extra gift for the holidays. Set an incentive for yourself around it. Hey, the example ah one of our managers gave is he ah he had lost his Apple Watch.
00:09:09
Speaker
So his goal, I think it was if he goes and gets 10 deals this month, he's going to buy himself the new Apple Watch. And so he's creating a game for himself. He's creating incentive an incentive for himself, making it that much easier for him to get out and push
Conclusion and Future Insights
00:09:22
Speaker
this month. So I hope these things give you some ideas around the holidays, quicker podcasts today, just about how you can maximize the month of December. And you can apply these principles really around any holiday, day but we're recording this in the month of December.
00:09:35
Speaker
So I hope this gives you some ideas on some things you can go out and apply today. Please share with your teams. Please like, so comment, subscribe, especially if you haven't left us a review. Would be much appreciated. And stay tuned. We've got some killer guests coming up for the year of 2026. So can't wait to roll into the new year and ah just dominate with y'all. So thank you so much for listening to the podcast. I love you and we'll see you on the
Introducing Solar Scout App
00:10:01
Speaker
next one. 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.
00:10:17
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.
00:10:36
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, I'm going to talk about SolarScout on my show. you need give my listeners a great deal. And they did.
00:10:51
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.
00:11:04
Speaker
Okay, back to the
Solarpreneur Cheat Sheet Announcement
00:11:05
Speaker
show. What's up, solarpreneurs? 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.
00:11:19
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.
00:11:33
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.
00:11:47
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.
00:12:09
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.
00:12:19
Speaker
So go download it and we'll see you on the other side.