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LIVE Door Presentation Breakdown
88 Plays4 years ago
SOLARCON April 21st - 23rd, 2022
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Transcript
Introduction to Solarpreneur Podcast
00:00:03
Speaker
Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
Taylor's Solar Sales Journey
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you how to 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 a Solarpreneur
00:00:31
Speaker
What is a Solarpreneur you might ask?
00:00:33
Speaker
A Solarpreneur is a new breed of Solar Pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
Podcast Goals and Community Engagement
00:00:41
Speaker
What's going on, solopreneurs?
00:00:43
Speaker
We are back with another powerful episode.
00:00:46
Speaker
And if this is your first time listening, we are here to help you close more deals, generate more leads and referrals, and hopefully have a much better time in the solar industry.
00:00:56
Speaker
For those that have been longtime listeners, you've heard me say that a million times now, but we got to remind people, sometimes you forget what the point of the show is.
00:01:06
Speaker
And that is about helping you make more money and have a much better time.
00:01:11
Speaker
So let's jump into it.
00:01:13
Speaker
Before we get into the topic today, this is something we've never done before ever on the podcast.
Ethical Selling in Solar
00:01:19
Speaker
I think you're going to enjoy it.
00:01:22
Speaker
But before we get into that, I want to remind you, please, if you have not shared the show before, if you have not given us a comment or a review, please
00:01:33
Speaker
Please, please, please go do it.
00:01:35
Speaker
I just looked at our iTunes account and appreciate all our views.
00:01:41
Speaker
But we are on a review drought.
00:01:43
Speaker
We have not had one for like three months now.
00:01:47
Speaker
And I'm like...
00:01:49
Speaker
Yeah, so I'm like, man, am I doing that bad of a job?
00:01:52
Speaker
No, I'm just kidding.
00:01:53
Speaker
I know it is tough, but if you haven't, please consider leaving us a review or sharing the show.
Live Sales Presentation Review
00:01:59
Speaker
That is obviously what gets this into the hands of more people and helps us spread the word and...
00:02:05
Speaker
helps us have more honor in the industry and hopefully helps us all sell more accounts because sometimes there's a lot of misinformation that goes around.
00:02:14
Speaker
That is the goal to help us all sell in a way that's ethical, that is powerful, and that's not spreading misinformation because let's be honest, we all hate it when people ruin areas for us.
00:02:29
Speaker
When we get in an area and someone is like, oh, the last solar guy that came here, he told us this, this doesn't happen.
00:02:36
Speaker
Like I could have so many more cells if there weren't guys running around, you know, spread misinformation.
00:02:42
Speaker
So please do not be one of those reps.
00:02:45
Speaker
And please, let's all up level the industry.
00:02:49
Speaker
So let's jump into today's episode.
00:02:51
Speaker
And like I said, this is something we have never done before.
00:02:53
Speaker
And that is it's a live presentation review.
00:02:59
Speaker
So basically what's going to happen is we're going to get a live presentation that was recorded on the doors.
00:03:06
Speaker
And I know a lot of you say pitch, but I have gone to too many trainings where they make us do push-ups if we say pitch.
00:03:13
Speaker
So we're saying a presentation now, your door presentation.
00:03:18
Speaker
As Taylor McCarthy would say, you only use the word pitch if you're in a baseball game or to describe, I don't know, the pitch of a roof or something.
00:03:28
Speaker
So we're talking presentations today.
00:03:30
Speaker
We're going to hear a live presentation that was recorded here in San Diego.
00:03:35
Speaker
And keep in mind, if you are in other markets, you're going to hear some stuff that is specific to San Diego.
00:03:40
Speaker
SDG&E is the utility company out here.
00:03:43
Speaker
The rates are insanely high.
00:03:45
Speaker
Some of you are probably going to want to come out here and sell after you hear this presentation because, I mean, our rates, they're like averaging, I don't know, 35, 40 cents, something like that for those that aren't on discounts.
00:04:00
Speaker
So that may be surprising for some of you to hear depending on what market you're in.
00:04:05
Speaker
This is San Diego.
00:04:06
Speaker
Hit me up if you want to come out here and give it a shot.
00:04:09
Speaker
We got the Cells superstars that are here in SD.
00:04:14
Speaker
So just to give you a little, I guess, preparation for some stuff you're going to hear specific to San Diego.
00:04:19
Speaker
And this particular presentation, he is also talking about a PPA, which if you're not familiar with that,
00:04:26
Speaker
That is a power purchase agreement.
00:04:28
Speaker
That is also more specific to California.
00:04:33
Speaker
They may do those.
00:04:35
Speaker
I'm trying to think if they do them in other states, but I think PPAs are pretty much just in California.
00:04:40
Speaker
I need to go do my market research a little bit more.
00:04:43
Speaker
Hit me up.
00:04:43
Speaker
Maybe you could answer that question for me.
00:04:46
Speaker
But anyways, PPAs are a power purchase agreement.
00:04:50
Speaker
It is similar to a lease, but the customers are just buying power from the solar company, right?
00:04:56
Speaker
They're not taking out a loan to buy the panels.
00:04:59
Speaker
They're just buying power.
00:05:00
Speaker
And you'll hear a lot of companies are just doing these PPAs for two reasons.
00:05:04
Speaker
Number one, typically,
00:05:06
Speaker
You make more commission off of them, depending on how high you sell it and if you sell it with an increase.
00:05:13
Speaker
And number two, it is really easy to explain to a customer.
00:05:17
Speaker
And sometimes less complicated.
00:05:19
Speaker
You don't have to worry about debt.
00:05:21
Speaker
You don't have to worry about loans.
00:05:23
Speaker
All you're doing is selling them on a cheaper rate than they're getting from the utility company.
00:05:28
Speaker
So I will say it's generally not as good as a loan.
00:05:33
Speaker
Most of the time, it is better for the customer to have a loan to finance the system, in my opinion.
00:05:40
Speaker
I know some of these hardcore Sunrun guys or people that are selling a ton of these maybe beg to differ, but I think the general consensus is that loans are generally better in most situations.
00:05:51
Speaker
But that being said, I'm of the school of thought.
00:05:55
Speaker
that if someone is not going to go into debt, if someone's going to have paralysis by analysis because they are scared of taking out a loan or having more debt, by all means, let's just get them a PPA.
00:06:09
Speaker
And even though, yeah, maybe it's not as good for the customer, still, I would rather have them do that than pay such an extremely high rate to San Diego Gas and Electric.
00:06:20
Speaker
than versus not going solar at all.
00:06:22
Speaker
So that's my school of thought.
00:06:24
Speaker
I know some people will say, no, you're screwing people over.
00:06:27
Speaker
I know there's different opinions on that, but that is my opinion.
00:06:31
Speaker
So that is just a little preface of the presentation you're going to hear.
00:06:35
Speaker
And it is, I think, around five minutes long.
00:06:37
Speaker
So we're not going to listen to the entire thing all at once.
00:06:42
Speaker
But what I'm going to do, we're just going to go through specific sections.
Engaging Customers and Overcoming Objections
00:06:45
Speaker
I'm going to say the good.
00:06:46
Speaker
I'm going to say the room for improvement.
00:06:49
Speaker
And yeah, we'll listen to it here.
00:06:52
Speaker
And much appreciated.
00:06:53
Speaker
Much thanks to Chris, my friend, Chris.
00:06:56
Speaker
He recently got back into the industry after taking, I think, I don't know, four or five years away from not selling at all.
00:07:04
Speaker
So this is one of his, I think this is one of his first weeks back consistently not knocking on the doors.
00:07:11
Speaker
So it is fresh, okay?
00:07:14
Speaker
And he made sure I knew that.
00:07:15
Speaker
He said, Taylor, this isn't going to be the world's greatest because I am starting up after a long hiatus from solar.
00:07:22
Speaker
But he did a lot of great things here.
00:07:24
Speaker
So you're going to listen to it.
00:07:26
Speaker
Let's see what we think, and let's jump into it.
00:07:28
Speaker
And hopefully you can hear it clear.
00:07:30
Speaker
So here we go.
00:07:32
Speaker
I'm speaking to your wife.
00:07:33
Speaker
You're the owner of the house.
00:07:37
Speaker
Hey, get inside.
00:07:37
Speaker
What's up, dude?
00:07:39
Speaker
You're the owner of the house as well?
00:07:42
Speaker
So right off the bat, a couple of things.
00:07:44
Speaker
He did a good job.
00:07:45
Speaker
Okay.
00:07:45
Speaker
He's talking to the wife.
00:07:46
Speaker
I'm assuming that, yeah, he talked to the wife.
00:07:49
Speaker
She said, oh, talk to my husband.
00:07:51
Speaker
He deals with the bills.
00:07:52
Speaker
Husband comes out, right?
00:07:54
Speaker
You got the dog barking.
00:07:55
Speaker
Dog's going nuts.
00:07:57
Speaker
So right off the bat, I mean, you want to make some type of joke about the dog.
00:08:01
Speaker
I always say my typical go-to is like, wow, is this your guy's alarm system?
00:08:05
Speaker
How much that alarm system costs?
00:08:07
Speaker
I don't know.
00:08:07
Speaker
Something funny.
00:08:08
Speaker
Try to get a little chuckle out of him, create some interaction right off the bat.
00:08:13
Speaker
But he did a good job about acknowledging the dog, not just trying to talk over it, saying, hey, buddy, what's up?
00:08:18
Speaker
So always acknowledge it, trying to make a joke, whatever, but good.
00:08:22
Speaker
So let's see what happens.
00:08:23
Speaker
So I was just telling you that we're going to be serving the homes here in the area over the next few days for the power project.
00:08:28
Speaker
It's for a state mandate that was passed about four years ago, where it states that 50% of all the electricity generated in California has to come from renewable resources.
00:08:39
Speaker
He's getting right away into the purpose why he's there.
00:08:41
Speaker
In California, it's common.
00:08:45
Speaker
We're not a market where it's fresh, where you can come right out of the gate saying, hey, we're selling solar panels or we're doing a power purchase agreement.
00:08:53
Speaker
Most of the time, you need to grab their attention.
00:08:55
Speaker
You need to say something different.
00:08:58
Speaker
This is a great way to approach it.
00:09:00
Speaker
We call it the power project, the surveying pitch.
00:09:04
Speaker
Okay, so the way it is, you just come across as you're kind of the UPS delivery guy, right?
00:09:09
Speaker
You're just delivering the messages that they're getting surveyed, draw some attention, makes you sound different than a lot of solar, unless they've heard that, which sometimes they have in California do.
00:09:20
Speaker
But that's what he does.
00:09:21
Speaker
And then he brings up Senate Bill 100 out here in California, which is that the state needs to have 50% renewable energy by 2030.
00:09:30
Speaker
So great way to open the presentation.
00:09:33
Speaker
I know this again your market may differ but great way so great start so far.
00:09:38
Speaker
Windmills or solar panels.
00:09:41
Speaker
In this case we are working with solar panels but we don't sell them to you.
00:09:44
Speaker
You don't buy them from us.
00:09:45
Speaker
It's a little bit different of a program.
00:09:46
Speaker
How it works is if you qualify for the panels you have to be spending at least $80 to $100 per month on electricity.
00:09:53
Speaker
If you qualify for them, we would actually fund the panels and install them on the roof.
00:09:57
Speaker
Again, we don't sell them to you.
00:09:58
Speaker
Don't buy them from us.
00:10:00
Speaker
We would maintain and monitor the panels for you.
00:10:04
Speaker
And the bottom line here is instead of buying your electricity from SEG&E, you would buy it directly from us at half of the cost of what they're selling it to you already.
00:10:12
Speaker
So it would be about 20 to 25 cents a kilowatt versus 60.
00:10:17
Speaker
So good.
00:10:18
Speaker
He's getting through.
00:10:19
Speaker
He's grabbed the attention.
00:10:20
Speaker
He's given great information.
00:10:23
Speaker
And a couple general things with this.
00:10:25
Speaker
Number one, and Chris already knows this, but number one, make sure you slow down.
00:10:31
Speaker
A lot of people talk way faster than they think.
00:10:33
Speaker
This is one of the biggest common mistakes I see, especially newer reps, is they are talking a million miles a minute.
00:10:40
Speaker
So this is a great thing to do.
00:10:42
Speaker
And another thing that I forgot to preface, the best way to record yourself and your team is by using an app called Ciro, S-I-R-O.
00:10:51
Speaker
We did an episode with their founder, Joe Jordan.
00:10:53
Speaker
We will link to that in the show notes here if you haven't already listened.
00:10:57
Speaker
But that is the best way that you're going to record yourself.
00:11:00
Speaker
And we'll talk a little bit more about that here at the end.
00:11:04
Speaker
But anyways, so slow down with it.
00:11:07
Speaker
Make sure you are not talking faster than you think.
00:11:11
Speaker
So let's move on a couple more things here.
00:11:14
Speaker
So that's a great question.
00:11:16
Speaker
I know the equipment, somebody got paid for it.
00:11:20
Speaker
Right.
00:11:21
Speaker
And we pay for the equipment.
00:11:22
Speaker
We fund it.
00:11:23
Speaker
So how we make it.
00:11:25
Speaker
Yeah.
00:11:25
Speaker
Great question.
00:11:26
Speaker
You pay for the electricity that it generates and it's based off of your consumption.
00:11:31
Speaker
So we have already bought thousands of panels.
00:11:34
Speaker
We have them sorted.
00:11:35
Speaker
Another quick thing before I forget, I hate to go too far.
00:11:38
Speaker
I forget my comments on it.
00:11:40
Speaker
probably should have written them all down before but just in general I think presentations like this are great he captured the attention but one thing that would have helped a lot is creating some type of problem Mr. Homeowner did you notice almost all of your neighbors they've been seeing some pretty massive increases on their energy bill you guys saw it too right getting that assumptive agreement the
00:12:05
Speaker
And really creating a problem because that's one of the issues is if the homeowners don't see a problem with their energy bill, they're not even going to listen.
00:12:13
Speaker
They're going to tune you out, right?
00:12:15
Speaker
So you need to come to some sort of agreement on that there's a problem.
00:12:18
Speaker
Have they seen the rates increase?
00:12:21
Speaker
Are they sick of the utility company?
00:12:23
Speaker
Because as we are taught in sales, if there is no problem, it's going to be really tough to offer them a solution.
00:12:29
Speaker
Okay, so that's one thing.
00:12:31
Speaker
And then the other thing is just creating more interaction in general.
00:12:35
Speaker
Chris, he does a great job at...
00:12:37
Speaker
capturing the attention, but if he can, you know, throw in some more questions.
00:12:41
Speaker
And I know in this situation, some homeowners, like obviously we're not seeing the body language.
00:12:47
Speaker
Maybe this homeowner was pissed off.
00:12:48
Speaker
Maybe he's having a rough day.
00:12:50
Speaker
Maybe he's, you know, just had kind of the annoyed look on his face.
00:12:55
Speaker
We don't necessarily know that.
00:12:57
Speaker
So it's tough to give feedback, obviously a hundred percent based off the audio.
00:13:01
Speaker
But
00:13:02
Speaker
But in general, you know, what are some questions you can throw in there, you know, creating the problem or just asking if he saw, you know, maybe about the renewable energy mandates on the news.
00:13:15
Speaker
So think what type of questions can you throw in there?
00:13:18
Speaker
And so as we're hearing the homeowner is kind of given his first little objection.
00:13:23
Speaker
So we're going to hear how Chris starts to resolve a few of these objections that come up.
00:13:28
Speaker
We buy them on wholesale, right?
00:13:29
Speaker
Obviously, if you were to buy them, they'd cost you like $1,000 per panel.
00:13:33
Speaker
For us, it only costs a few hundred, almost nothing, because we buy thousands, right?
00:13:39
Speaker
Straight to the point.
00:13:40
Speaker
So we're able to sell you electricity, we fund them, and that's how we make money.
00:13:44
Speaker
How you win, so we win, right?
00:13:46
Speaker
And how you win is because you save instantly, because we sell it to you at half the price of what...
00:13:51
Speaker
The other is the S&E Genie sells it to you.
00:13:53
Speaker
Electricity, kilowatts.
00:13:55
Speaker
So the panels are not paid for the panels.
00:13:56
Speaker
You don't pay for the panels.
00:14:00
Speaker
Okay, good.
00:14:01
Speaker
So my phone actually went to sleep there, but that is a good place to give a few, yeah, another couple of things there.
00:14:11
Speaker
So he gave his first objection.
00:14:12
Speaker
Hey, Chris gave, you know, a good explanation.
00:14:16
Speaker
Hey, we get the panels a wholesale.
00:14:18
Speaker
That's how we're able to do it.
00:14:20
Speaker
And then I think with that is just as we're, you know, sometimes with solar, as we're talking about how there's no upfront costs, people just hear, they think that it's too good to be true.
00:14:32
Speaker
Right.
00:14:33
Speaker
So one of the biggest things that we need to do way more of most people need to do way more of is just having the takeaway mindset.
00:14:42
Speaker
We've talked about this in the, in the show before, but
00:14:46
Speaker
But just reading the book, I think the best book, one of the best books you can read for that is Pitch Anything by Oren Klaff.
00:14:54
Speaker
We've also done podcasts on that.
00:14:56
Speaker
But he teaches you how to flip the script on people, just how to have the mindset that you don't need to, that they should be coming to you almost.
00:15:05
Speaker
How can you frame it so the customer...
00:15:08
Speaker
should be almost asking you for the sale, like just having that type of mindset.
00:15:13
Speaker
So for example, when this customer is saying, Hey, it's like, it's, it's, uh, yeah, I think, can't remember what he asked.
00:15:21
Speaker
Um, how is it free?
00:15:23
Speaker
And then Chris gave his response.
00:15:26
Speaker
So Chris, just one thing is just almost to make, um, pull it back from the customer.
00:15:33
Speaker
Well, typically it's not, but if you qualify, we don't even know if your home can do it.
00:15:39
Speaker
It is kind of a toss up.
00:15:40
Speaker
They have to look up, look at a lot of things, but if your home is eligible, then they will be able to do it.
00:15:46
Speaker
So just thinking of more ways you can make the homeowner want it, flipping the script on them.
00:15:52
Speaker
So anyways, just a little general thing with that as you're overcoming your objections.
00:15:57
Speaker
So let's go back into it.
00:16:00
Speaker
Let's see where we're at here.
00:16:04
Speaker
My job is to actually come back next week.
00:16:07
Speaker
I would show you your last full months of usage, show you the design and what your new price will be.
00:16:12
Speaker
Give me a card so I can check everything, okay?
00:16:13
Speaker
Absolutely.
00:16:13
Speaker
Let me do my own research.
00:16:22
Speaker
Good.
00:16:22
Speaker
So homeowner comes with another objection, the dreaded give me a card.
00:16:27
Speaker
We all love that one, right?
00:16:29
Speaker
And so one of the best tools for this is rep card.
00:16:32
Speaker
If you're not using rep card, you're losing money.
00:16:34
Speaker
Again, we did a podcast with the, uh,
00:16:38
Speaker
founder of rep card if you haven't listened to that we will post it in the show notes as well but that is a digital business card and that is really what you should tell anyone to ask for a business card be like oh perfect we yeah let me get your card i'll send it to you we do the digital ones just you know covid right now and i don't know whatever you want to say we do digital we're green companies so obviously it would kind of
00:17:01
Speaker
defeat the purpose for killing a bunch of trees.
00:17:04
Speaker
So I'm going to, I'll send you a digital one.
00:17:06
Speaker
It looks like this.
00:17:07
Speaker
Then you pull up your digital card on rep card.
00:17:10
Speaker
Then you get your, you get their number.
00:17:13
Speaker
And almost every time I'm going to say it works a hundred percent of the time, but almost every time you can at least get a phone number from that.
00:17:19
Speaker
Okay.
00:17:20
Speaker
So let's carry on and see what else he has to say.
00:17:22
Speaker
Yeah.
00:17:22
Speaker
No,
00:17:23
Speaker
I don't need to sit here trying to... I work for Harness.
00:17:27
Speaker
We're based up north.
00:17:28
Speaker
We're a little pimple.
00:17:30
Speaker
Come back next time.
00:17:31
Speaker
Bring a card or something.
00:17:32
Speaker
Some people don't want... You're going to come here and blow a lot of smoke.
00:17:36
Speaker
It may be good.
00:17:37
Speaker
Sugar, cold, everything.
00:17:38
Speaker
It may be good.
00:17:39
Speaker
But if I have something I can check out, you know...
00:17:42
Speaker
who's up who's up harness yeah you can look us up uh we're on better business bureau a plus rating facebook yelp google you can look us up just google us harness yeah google harness power harness solar i'll be back tomorrow um do you have a bill handy by any chance hey i'm not gonna show you
00:18:02
Speaker
Okay, so you hear what happens there.
00:18:04
Speaker
He obviously customer puts up a wall, homeowner puts up a wall.
00:18:08
Speaker
And it's great that he still attempted to get the utility bill, which I assume every market, you pretty much need a utility bill to get an accurate proposal.
Securing Agreements and Social Proof
00:18:19
Speaker
So it's great that he at least asked for that because that's the number one thing.
00:18:22
Speaker
If you guys are not asking, you're not going to get it.
00:18:25
Speaker
Some people expect that they're booking a solid appointments, but they're not asking for the sale.
00:18:29
Speaker
They're not asking for the close.
00:18:32
Speaker
You need to be comfortable in these situations, even if it feels like I'm sure Chris felt uncomfortable.
00:18:37
Speaker
The homeowners obviously put up a wall, but he still tries to go for a utility bill.
00:18:43
Speaker
So I got to hand it to Chris.
00:18:44
Speaker
He's got guts.
00:18:45
Speaker
He's still going for a bill, even though it's obvious that the homeowner is shutting him down, that he's saying, come back later.
00:18:52
Speaker
They're saying, I need to do my research.
00:18:53
Speaker
And Chris is still going for it.
00:18:56
Speaker
So I got to hand it to him for that.
00:18:57
Speaker
But just with that, the more little commitments you can get out of them, it's going to be much easier to lead up to getting a bill.
00:19:06
Speaker
Because getting a utility bill, that is that's something that's probably the most crucial thing of setting an appointment.
00:19:12
Speaker
Right.
00:19:12
Speaker
You need that to make sure they have skin in the game, to make sure they're serious about getting numbers.
00:19:19
Speaker
That's what I use to kind of, you know, see if they are serious about setting the actual appointments.
00:19:26
Speaker
Typically means it's going to be a more solid appointment.
00:19:28
Speaker
So what can you get before that to make it more legitimate?
00:19:33
Speaker
You start out with some baby steps.
00:19:35
Speaker
If you think of those that are into internet marketing, if you think of like a sales funnel, they're asking for many commitments first.
00:19:44
Speaker
You're not going straight for someone's jugular.
00:19:46
Speaker
You're not going straight for the social security number.
00:19:48
Speaker
you're getting these mini commitments, right?
00:19:50
Speaker
So in Chris's example, he could have got the phone number, right?
00:19:54
Speaker
He could have gone for that just to get, send them his digital business card.
00:19:58
Speaker
That's an example of something that's a little bit smaller thing.
00:20:02
Speaker
Still, maybe you would have got it, maybe you wouldn't have, but what are some mini commitments you can get out of them?
00:20:07
Speaker
So if I have someone like this, that's putting up resistance, try to get a commitment on, Hey, so we're going to be popping back by with the neighborhood and
00:20:15
Speaker
Again, I don't know for sure if the home even can qualify, but if it does, I would pop back by here at the same time I pop by with Jim, with Judy, with Tim.
00:20:22
Speaker
Another thing, give tons of social proof, right?
00:20:25
Speaker
Bring up all the neighbors that you are helping and try to get maybe a time commitment out of them.
00:20:32
Speaker
So it looks like you're here usually in the afternoons or evenings, usually better.
00:20:37
Speaker
Oh, evenings.
00:20:37
Speaker
Great.
00:20:38
Speaker
Okay.
00:20:39
Speaker
So I'm going to have our engineers just prepare that.
00:20:42
Speaker
And then I would just pop by this kind of the same time we're popping by with everyone else.
00:20:45
Speaker
Okay, that's a mini commitment.
00:20:47
Speaker
They've given you nothing, but they've just given you a general timeframe of when they're there.
00:20:52
Speaker
So almost already pre-famed an appointment, right?
00:20:55
Speaker
So anyways, think of stuff like that.
00:20:56
Speaker
What's a mini commitment you can get out of them?
00:20:59
Speaker
And let's continue on here.
00:21:02
Speaker
Okay.
00:21:02
Speaker
Yeah, absolutely.
00:21:03
Speaker
I don't want you to come here, man.
00:21:05
Speaker
And I can know, I give my social security number.
00:21:07
Speaker
I'm not asking for that.
00:21:08
Speaker
I don't need it.
00:21:09
Speaker
I don't need it.
00:21:09
Speaker
I don't need any of that.
00:21:11
Speaker
I'm going to find out.
00:21:12
Speaker
It's not what you told me.
00:21:13
Speaker
Hey, get back in here.
00:21:14
Speaker
It's not what you told me.
00:21:16
Speaker
It's something else.
00:21:16
Speaker
I got to pay for installment.
00:21:19
Speaker
I got to make a 10, 20-year agreement.
00:21:22
Speaker
All right?
00:21:23
Speaker
Yeah.
00:21:24
Speaker
Okay.
00:21:25
Speaker
Okay.
00:21:25
Speaker
All right.
00:21:25
Speaker
Thank you.
00:21:26
Speaker
Okay.
00:21:26
Speaker
Yeah.
00:21:26
Speaker
What was your name?
00:21:27
Speaker
I'm Chris.
00:21:28
Speaker
Cartel.
00:21:28
Speaker
Cartel.
00:21:29
Speaker
Perfect.
00:21:29
Speaker
So...
00:21:32
Speaker
So good.
00:21:32
Speaker
I mean, he's throwing out objections.
00:21:34
Speaker
Chris is just agreeing.
00:21:35
Speaker
Number one of objections, always agree, right?
00:21:38
Speaker
So he's agreeing with them.
00:21:39
Speaker
I like that.
00:21:41
Speaker
He's not, you know, trying to overcome them.
00:21:43
Speaker
He's just agreeing with them.
00:21:45
Speaker
That's the first step.
00:21:46
Speaker
I'll be back with that info so that you could look us up.
00:21:49
Speaker
In the meantime, okay, perfect.
00:21:52
Speaker
Just look us up.
00:21:53
Speaker
I'll be back tomorrow, next couple of days, and we'll just talk again.
00:21:57
Speaker
Probably not.
00:21:59
Speaker
One more question.
00:21:59
Speaker
I'm sorry.
00:22:00
Speaker
Before I leave.
00:22:01
Speaker
What was your highest electric bill in the last four months?
00:22:03
Speaker
Was it ever over 100?
00:22:04
Speaker
I have no idea.
00:22:06
Speaker
The bill comes in and I pay it.
00:22:08
Speaker
I pay it.
00:22:08
Speaker
And sometime I get the bill, I get credit on different questions and pay it in advance.
00:22:13
Speaker
Perfect.
00:22:13
Speaker
Okay.
00:22:14
Speaker
It's never been over 100 or it has?
00:22:17
Speaker
More likely, yes.
00:22:18
Speaker
Okay, yeah.
00:22:18
Speaker
So they go up in price 10 to 15% up every year.
00:22:21
Speaker
So they'll keep raising it for you.
00:22:23
Speaker
Okay, all right.
00:22:25
Speaker
Okay.
00:22:25
Speaker
All right, Cartel.
00:22:26
Speaker
See you soon.
00:22:26
Speaker
Bye.
00:22:29
Speaker
Okay, and that does it.
00:22:30
Speaker
So a lot of great things in there.
00:22:33
Speaker
Solid information, overcomes a few objections.
00:22:37
Speaker
But all the things we just talked about, number one, slow down, right?
00:22:41
Speaker
You're almost always talking faster than you think you are, right?
00:22:47
Speaker
And then number two, just dropping more names in there.
00:22:50
Speaker
Okay.
00:22:50
Speaker
If you would have dropped, you know, we're talking with Jim, Judy, Nancy, point out people, then I think it would have built some social proof.
00:22:59
Speaker
Number three, creating the problem.
00:23:01
Speaker
This guy, he obviously did not really see a problem.
00:23:03
Speaker
I mean, at the end there, he didn't even know how much his bill was.
00:23:06
Speaker
Okay.
00:23:07
Speaker
So if people don't think their bill is that bad, if people don't see a problem with the utility, going to be very tough to get them to do anything about it.
Implementing Feedback with Technology
00:23:15
Speaker
People want to move.
00:23:17
Speaker
you know, away from pain, they want a relief from pain.
00:23:20
Speaker
So you need to just cut that wound deep and just press on it until you can get them begging for mercy from the utility company.
00:23:27
Speaker
Anyway, you can do that, right?
00:23:28
Speaker
Sorry for the graphic description, but that's how you need to think of it.
00:23:33
Speaker
So those are some main points.
00:23:34
Speaker
I know there's more, I mean,
00:23:36
Speaker
We could go on and on, but obviously with Chris and for all you managers out there, that is a tip.
00:23:42
Speaker
You do not want to overload your reps, right?
00:23:46
Speaker
So when you're giving feedback, we just went through a ton of things.
00:23:49
Speaker
But for Chris, if he's listening to this, you do not.
00:23:51
Speaker
I mean, you're not going to go try and change all these things at once.
00:23:55
Speaker
You're going to go out.
00:23:55
Speaker
You're going to pick one thing.
00:23:56
Speaker
You're going to try to implement it.
00:23:58
Speaker
You're going to make many improvements because I remember when I was first starting, sometimes I would get feedback like this and I would try to let it would just overwhelm me.
00:24:07
Speaker
Right.
00:24:07
Speaker
I would go and try and change everything, adjust my entire presentation and it just created more issues.
00:24:14
Speaker
Right.
00:24:14
Speaker
So you pick one thing, you make small changes and you try to improve day by day.
00:24:20
Speaker
So I think that those are the biggest things with it.
00:24:23
Speaker
A couple other things.
00:24:25
Speaker
I know there's we could go deeper and deeper, but just for sake of time, just for sake of simplicity, we're going to keep it at that and make sure you are recording your presentations, because even Chris, after he listened to this, I'm sure there's a ton of things.
00:24:40
Speaker
He went back and realized himself like, oh, I could have done this.
00:24:44
Speaker
I could have said this better.
00:24:46
Speaker
I could have explained that made this more clear.
00:24:49
Speaker
right and so make sure you're doing that make sure you're creating the problem and go download cereal if you're not using that with your teams let me know we can hook you up with an exclusive solopreneur cereal experience so let me know we'll give you the vip introduction get you hooked up with a trial if you want to go try out cereal for you and your teams but that is an app that will make it just 10 times easier to record your presentations and
00:25:16
Speaker
No more trying to fumble through voice memos, do all that.
00:25:20
Speaker
It makes it so easy and it transcribes your presentations.
00:25:23
Speaker
What it means, it just automatically writes out the text to it so you can go back and look at it all.
Introduction to Soulcite Learning Community
00:25:29
Speaker
So that helped.
00:25:30
Speaker
Okay.
00:25:31
Speaker
And thanks again, Chris, for letting us use and, you know, break down your presentation.
00:25:37
Speaker
If you would like to be in the hot seat,
00:25:40
Speaker
I would love to review this live.
00:25:42
Speaker
And just so you know, all our SoulCity members, they get this included.
00:25:48
Speaker
If you want to download this SoulCity, we are making some adjustments to SoulCity, which is our training platform, our app.
00:25:56
Speaker
We're making some actually adjustments right now as we speak.
00:25:59
Speaker
So going to be a little bit different.
00:26:01
Speaker
But for all those that are interested, let me know.
00:26:03
Speaker
We can get you in that, which includes our exclusive podcast.
00:26:07
Speaker
Serial access where you're going to get direct feedback from myself and from our all of our coaches in society.
00:26:15
Speaker
And yeah, but let me know if you would like to be featured on the show, we're probably going to do more of these.
00:26:20
Speaker
Let me know what you thought if you like this type of content.
00:26:24
Speaker
If you like hearing us break down other people's presentations, we will probably do it again.
00:26:28
Speaker
We'll we'll see how the feedback is.
00:26:31
Speaker
So that helps.
00:26:32
Speaker
And we'll catch you guys on the next episode.
00:26:35
Speaker
Thanks again.
00:26:36
Speaker
Peace.
00:26:38
Speaker
Hey Solarpreneurs, quick question.
00:26:40
Speaker
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?
00:26:49
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.
00:27:01
Speaker
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.
00:27:12
Speaker
And it's called Solcite.
00:27:14
Speaker
This learning community was designed from the ground up to level the playing field and give solar pros access to proven mentors and
00:27:21
Speaker
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.
00:27:33
Speaker
Currently, Soul Society is open, launched, and ready to be enrolled.
00:27:39
Speaker
So go to soulcide.co to learn more and join the learning experience now.
00:27:47
Speaker
This is exclusively for solopreneur listeners, so be sure to go to soulcide.co and join.
00:27:54
Speaker
We'll see you on the inside.