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"Why Can't I Sell More Solar?"
38 Plays6 years ago
If you've ever asked yourself repeatedly, "Why can't I sell more solar?" Then this video will give you all of the answers you've been searching and hoping for... and it's not going to be pretty. Deep down, you probably already know the answer to the question, but now it's time to face it head-on and I'll give you a blueprint on how to do so.
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Transcript
Introduction to Solopreneurs' Mission
00:00:00
Speaker
What do you call an underground group of solar professionals on a mission to create a more sustainable world?
00:00:05
Speaker
We call ourselves solopreneurs.
00:00:08
Speaker
And while some might call us crazy, foolish, and dissatisfied with the status quo, we're the ones taking action to create a better future for ourselves and the world.
00:00:18
Speaker
Solopreneur is dedicated to give you, the solar professional, the tools, skills, technology, and mentorship to take the industry by storm and sell more solar with less effort.
00:00:30
Speaker
We are solopreneurs and this is our story.
Target Audience for the Video
00:01:05
Speaker
This video isn't going to be for everybody.
00:01:08
Speaker
Let me tell you who should click off this video right now.
00:01:11
Speaker
The person who thinks they are fantastic at selling solar.
00:01:14
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They have no room to improve.
00:01:16
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The person who is not hungry to get to the next level.
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They're satisfied.
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They're complacent.
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Speaker
The person who is arrogant, not willing to listen, not willing to take advice and apply.
00:01:26
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And the person who does not take action and does not execute.
00:01:31
Speaker
So if you're not any of those things,
00:01:33
Speaker
which is honestly going to be most of the people who click on this type of video, then stay tuned because today's video is going to be about how to improve, how to get better, how to reach your fullest potential as an entrepreneur who owns a business, who runs a sales team, or someone who is starting out in solar.
Entrepreneurial Tips for Solar Industry
00:01:51
Speaker
You're a sales rep and you're trying to make your first six figures, seven figures, whatever it may be.
00:01:56
Speaker
These are gonna be some try-and-true tips that are gonna run for your entire career, principles that will not only change your solar career, but also your entire life, because that's what solarpreneur is about.
00:02:06
Speaker
That's what my purpose is here, is to help you become a high-performance person in the solar industry, and in that order, right?
00:02:15
Speaker
In order to become a high-performance solar pro, to make an impact and a difference, to make the income and legacy that you want, you need to become a high-performance person
00:02:24
Speaker
First, meaning your level of integrity, work ethic, all of that goes into play.
00:02:29
Speaker
And that's what Solarpreneur is about.
00:02:31
Speaker
So if you're new here, consider subscribing, give us a comment, like, thumbs up, and let's dive into the topic here.
00:02:38
Speaker
So I want to answer this question, and I get it a lot.
00:02:41
Speaker
A lot of you guys will send me DMs, and I get dozens and dozens of messages with stories similar to this.
00:02:50
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James, I got the industry.
00:02:52
Speaker
Why can't I sell more solar?
00:02:53
Speaker
What's wrong?
00:02:54
Speaker
What do I need to improve?
00:02:55
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What am I missing, right?
00:02:57
Speaker
So I wanted to make this video because I just get the question so much and I figured a lot of you have this question on your mind on why you can't reach the fullest potential that got you excited and got you to take the plunge into this industry in the first place, right?
Importance of Consistency in Solar Sales
00:03:13
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So the first one I'm gonna talk about is consistency, right?
00:03:18
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If you wanna sell more solar,
00:03:20
Speaker
No matter what level you're at, you need to be more consistent.
00:03:24
Speaker
You cannot play the solar coaster game everyone talks about, right?
00:03:28
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And the antidote to lack of consistency is actually quite simple.
00:03:34
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You need to be consistent in every area of your life, all right?
00:03:39
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And in particular, you need to spend your time, 80% of your time being consistent in one thing.
00:03:46
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Alright, now there's two ways you could do that.
00:03:48
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You can be consistent 80% of your time on closing, assuming that your lead gen's coming in very consistently.
00:03:55
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I'm talking 20, 30 leads coming in a day.
00:03:58
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You've got an entire day's worth of appointments set up for you every single day for weeks on end.
00:04:04
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You can spend 80% of your time closing.
00:04:08
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But most people watching this channel, that's just not the case, right?
00:04:11
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You don't have five, six appointments every single day with predictability.
00:04:16
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And if that's not you, then you're going to have to follow step two, the method that I use, right?
00:04:21
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And the method I recommend everybody does when they start in solar is spending 80% of your time on chasing new opportunities and not focusing on the few, okay?
00:04:32
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And I'm going to say that one more time here because it's profound and a lot of people miss it.
00:04:37
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Most solar pros make the mistake, young and old, on spending all of their time and effort on those few accounts,
Lead Generation Strategies
00:04:45
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right?
00:04:45
Speaker
You know those few accounts that come in and you just, oh man, if we can land this contract, this big condo board, or I'm talking to the HOA president, if we can just land this, boom, I'm set, right?
00:04:56
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Hundreds of thousands of dollars in commission.
00:04:59
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And I know what it's like.
00:05:00
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I've been that guy before chasing the contracts, chasing the big whales, right?
00:05:05
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Or focusing too much on one, two, three leads.
00:05:08
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Oh, this guy's gonna be out of town.
00:05:10
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Maybe I should follow up here, here, here.
00:05:12
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I should send him this article.
00:05:13
Speaker
I should send him this, right?
00:05:15
Speaker
When you're wasting all that time and energy that you have on those few accounts, your competitor, right?
00:05:22
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My team, our students, they're out there kicking some butt, chasing all of the new business, okay?
00:05:29
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You want to be more consistent, be consistent in chasing new business, not those handful of accounts that you have.
00:05:37
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Number two here is you're chasing too many opportunities, right?
00:05:42
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This is trying to do lead generation with realtors, doing lead generation with roofers, creating strategic partnerships, email campaigns, Facebook posts, YouTube videos,
00:05:54
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Knocking doors, cold calling, trying to figure out Facebook ads and optimize your funnel.
00:05:58
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You're doing too much, okay?
00:06:01
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Top producers in any field, but especially solar, focus on their one thing.
00:06:08
Speaker
Door knocking.
00:06:10
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Cold calls.
00:06:10
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I've seen guys that do well in both.
00:06:13
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Facebook ads, great.
00:06:15
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Takes longer, but you can do it, right?
00:06:18
Speaker
strategic partnerships, referrals.
00:06:20
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Whatever your one thing is, that's what you want to spend your time on.
00:06:24
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The guy who stretches his focus between five, 10 areas is gonna get screwed every single time.
00:06:31
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So don't chase all of these opportunities.
00:06:32
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Go deep on one and make sure it's a lead gen opportunity as we talked about, right?
Clear Communication in Sales
00:06:38
Speaker
So number three here is you're getting too technical.
00:06:42
Speaker
I can't tell you how many new students come into the Spartan system or some of my training
00:06:47
Speaker
And they start talking about all the inverters, the technology in solar, right?
00:06:52
Speaker
And they say, well, how do you talk about XY inverter with this lease program, this finance program?
00:06:58
Speaker
How do you tell that to the customer, right?
00:07:00
Speaker
How do I tell them that a loan is gonna be better with this and this, right?
00:07:03
Speaker
And how it's gonna help them when they move and reamortize the mortgage, right?
00:07:08
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All of this shit, right?
00:07:09
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You don't need this.
00:07:11
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You do not need this.
00:07:13
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The simple way to sell
00:07:17
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best way.
00:07:18
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Keep things simple, right?
00:07:21
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Don't go into the details.
00:07:23
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Just give the customer what they want and what they need to make a decision.
00:07:29
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And that's it.
00:07:30
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And if you follow the training on this channel we talk about in the Spartan system, it's exactly what we show you to do.
00:07:36
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Opening up every conversation with questions, talking to them, consulting with them, finding out why they're interested in solar, why they want to do this, and then selling them that exact piece of solar, nothing more, nothing less, so they can make a decision the most efficiently possible.
Influence of Selling Environment
00:07:54
Speaker
Next, you're in the wrong environment.
00:07:56
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Okay?
00:07:57
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Environment is a lot of things.
00:07:58
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This is the company you're at.
00:08:00
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It could be the products you're selling, the people at your company.
00:08:04
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If you're living with someone that is toxic, right, that's not conducive of your high ambition goals, right, this could be the location you're at.
00:08:13
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Maybe you're in 100% just terrible market.
00:08:15
Speaker
Maybe you're trying to sell solar in Oregon right now and you find it difficult or Seattle or somewhere like that, right?
00:08:23
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I can't tell you how many solar reps
00:08:25
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are playing in the wrong game right now.
00:08:28
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Stack things in your favor.
00:08:30
Speaker
Stack the deck in your favor.
00:08:31
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Why would you want to make it more difficult for yourself to sell in a low-producing market, a market where no net meter is not good, right?
00:08:39
Speaker
It's difficult to work with the power companies, where there's not a lot of sun, where solar is super expensive and you have a hard time getting people to see the value of it.
00:08:48
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Why would you sell a bad product?
00:08:50
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Why would you sell with bad salespeople that don't know what they're doing, okay?
00:08:54
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The only reason you would is familiarity, being comfortable with average, right?
Pursuing Better Opportunities
00:09:01
Speaker
These are the things that keep all solar pros crippled, right?
00:09:06
Speaker
They're not able to move forward.
00:09:07
Speaker
You have to take that jump, take that risk, get rid of your company, quit your job, and go find someone else.
00:09:15
Speaker
It's not that hard to go get a job with another solar company, okay?
00:09:19
Speaker
Especially if you're watching this stuff on this channel, you're training regularly, it is easy to do so.
00:09:24
Speaker
And is it worth the risk?
00:09:26
Speaker
Can things go bad?
00:09:28
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Of course they can.
00:09:29
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But I would rather take the risk in setting things up so I could be successful than not.
Introduction to Solar Spartan System
00:09:36
Speaker
Hey listeners, it's James Swiderski here.
00:09:38
Speaker
I promise we'll be right back to this fire content you're enjoying, but I'd be remiss if I didn't tell you about the number one training platform that I trust my own clients as well as my own solar team with, and it's called the Solar Spartan System.
00:09:52
Speaker
Now, the Solar Spartan system is not your traditional course.
00:09:55
Speaker
It's a solar sales transformation experience that's combined over 11,000 hours of research on today's top sales and marketing professionals and condensed their strategies into one streamlined system that practically forces you
00:10:10
Speaker
Yeah, that's right.
00:10:11
Speaker
Forces you to have success in reaching your goals.
00:10:14
Speaker
And the best part is, guys, it's designed specifically for solar.
00:10:18
Speaker
And it's been tested on over 800 solar professionals to date.
00:10:23
Speaker
Now, you might be saying, James, that's cool, but...
00:10:25
Speaker
How does it force me to have success?
00:10:27
Speaker
And this is where it gets pretty ninja, my friend.
00:10:29
Speaker
So listen up.
00:10:30
Speaker
So here's what makes the Solar Spartan system so effective.
00:10:35
Speaker
It's the combination of applying the minimum amount of inputs, minimum effective dose of what it takes to get you to that next level.
00:10:44
Speaker
Combining that with the power of social accountability and then top-notch strategies used by today's solar professionals, solopreneurs, right?
00:10:53
Speaker
So what does this mean for you?
00:10:55
Speaker
No more watching 15-hour courses.
00:10:57
Speaker
No more banging your head trying to figure out how to apply Grant Cardone's strategies over here and Dan Lok's strategies over here to solar specifically.
00:11:06
Speaker
And no more guesswork.
00:11:08
Speaker
The Solar Spartan system is 100% action oriented, meaning you won't be given more content to study than what you need to actually reach your next four deals, 10 deals, 16, 20 deals, whatever your goal is, there's a milestone for it within the system.
00:11:25
Speaker
And to give you guys an idea of what you can expect out of this, I've taken some of my lowest producing reps and clients from closing one to maybe struggling to get that third or fourth deal a month, all the way to closing 18 to 20 deals a month in less than 90 days.
00:11:41
Speaker
It's that good.
00:11:43
Speaker
That's why I want to go ahead and offer you guys, solopreneur listeners, a special discount on the Solar Spartan System.
00:11:49
Speaker
You guys head on over to solarspartansystem.com.
00:11:52
Speaker
You could try it out for 30 days.
00:11:54
Speaker
Again, guys, don't put your success on hold.
00:11:57
Speaker
This is something I would not promote on the podcast if I didn't fully believe in it.
00:12:01
Speaker
It's something I trust my clients, but as well, my own solar company, my own reps, they go through this exact same training.
00:12:09
Speaker
So again, head over to SolarspartanSystem.com to get started and my team and I will see you inside.
The Role of Training in Solar Sales
00:12:16
Speaker
Let's get back to the show.
00:12:21
Speaker
Last one here is a big one.
00:12:24
Speaker
It's not training.
00:12:27
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Can't tell you how many solar pros.
00:12:28
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Again, don't spend time training.
00:12:31
Speaker
Sales is the elite sport in the business world, as we talked about.
00:12:35
Speaker
You're on the front lines, you spend 10% of your time executing, and 90% of your time is preparing, training, stacking up your pipeline, training, going through courses, going through videos like this, role playing with other people, drilling these, rehearsing these, and then applying that all on that 10% of the time where you can boom, perfect it.
00:12:59
Speaker
Training is the lifeblood of this industry, right?
00:13:03
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That's how I got into it.
00:13:05
Speaker
That's how I've had the success I've had at such a young age.
00:13:08
Speaker
It was really coming down to training.
00:13:11
Speaker
Yes, the environment's right.
00:13:12
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Yes, I like to keep things simple.
00:13:15
Speaker
I like to focus and be consistent, but training is the secret, guys, and that is what nobody's doing, especially as we get into the new year with all the things with tax credits changing and whatnot.
00:13:28
Speaker
You got to focus on your skills.
00:13:30
Speaker
Sharpen those skills.
00:13:31
Speaker
Make it reflexive.
00:13:32
Speaker
Make it responsive so you don't have to think about these things as you're talking to people in an appointment.
Keys to Success in Solar Sales
00:13:38
Speaker
In fact, I'm actually going to link down below.
00:13:40
Speaker
There's a link down below to a video on how to sell solar reflexively.
00:13:46
Speaker
How to do it, boom, on the spot.
00:13:48
Speaker
Somebody tells you an objection, you know how to handle it immediately without even thinking.
00:13:52
Speaker
You know what to say at the door, no matter what the prospect says, and you know how to say it in the correct way at the right time with perfection every single time.
00:14:00
Speaker
That is the result of training.
00:14:02
Speaker
I'm going to teach you in that video specifically how I train, the system I've developed for training so you can get the best results with it.
00:14:10
Speaker
But guys, to review, consistency, right?
00:14:13
Speaker
Be consistent with everything.
00:14:14
Speaker
That is the secret to reducing stress.
00:14:16
Speaker
Your cancellations, it's the secret to reducing appointments that don't show up.
00:14:21
Speaker
Your lack of leads, it comes down to consistent action every day.
00:14:25
Speaker
It also comes down to chasing many opportunities, not just a handful of opportunities.
00:14:31
Speaker
Don't get caught up on a couple of leads and a couple of customers, right?
00:14:35
Speaker
You don't need to do all this research on one customer.
00:14:38
Speaker
It's a waste of time.
00:14:39
Speaker
Go find three, five other customers to replace them.
00:14:43
Speaker
Getting too technical.
00:14:44
Speaker
Nobody gives a crap about the technical side of solar.
00:14:47
Speaker
We don't care about panels, inverters, your customers don't care, I don't care, get the job done, right?
00:14:54
Speaker
Wrong environment.
00:14:55
Speaker
Ditch the friends, ditch the family, work in a better place, right?
00:14:58
Speaker
Make sure you're focused on your mission and everyone around you is supporting your mission.
00:15:03
Speaker
If they're not, get rid of them.
00:15:05
Speaker
Sounds harsh, but that's what it takes, guys, and that's what is keeping you from selling more solar.
00:15:10
Speaker
And then last is make sure you train, right?
00:15:14
Speaker
Check out this channel.
00:15:15
Speaker
Check out the Spartan system below as well.
00:15:18
Speaker
Guys, if you apply these things, you are going to be in the top 1% in the top 1% of solar professionals kicking everyone's butt here in 2020 coming into
Call to Action: Leave a Review
00:15:27
Speaker
this.
00:15:27
Speaker
And I'll see you guys in the next video.
00:15:29
Speaker
Take care.
00:15:30
Speaker
Bye-bye.
00:15:37
Speaker
Wow, what another value-packed episode of The Solarpreneur.
00:15:40
Speaker
Guys, if you couldn't tell, we spend a lot of time and energy to put these episodes out to hopefully give you just one strategy, one golden nugget that's going to launch your solar career to the next level.
00:15:51
Speaker
And we do it all for free.
00:15:53
Speaker
And if you found any value in this episode or it's helped you in any way, all I ask in return is that you just take 30 seconds of your time and leave us a review on iTunes so that we can help more solopreneurs like you to change the world.
00:16:05
Speaker
And as a gift for leaving us a review, we have a special training package exclusive for solopreneur listeners over at solopreneurs.com.
00:16:14
Speaker
Remember, you need to leave us a review on iTunes to qualify for the training package.
00:16:19
Speaker
So take care of that now and we'll see you on the next episode.