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4 Steps To Getting Your Prospects To Say YES (The Science Of Urgency)
78 Plays6 years ago
On this episode you'll learn the 4 step process I've used to close millions of dollars in deals in one streamlined presentation.
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Transcript
Overcoming Prospect Agreement Challenges
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Do you feel like no matter what you say, what closing lines you do, how many times you practice, you can never get your prospects to say yes?
Top Strategies for Sales Urgency
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In this episode, I'm going to give you my top strategies on how to create a huge amount of urgency in your pitch so you can start closing more deals.
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Let's get going.
Joining the Solarpreneur Community
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Look, in the solar business, there's really only two types of people.
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There's the ones that crush it, make six, seven, and eight figures, and then there's everyone else.
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The question is, which one will you be?
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Over the last four years, we've studied the sharpest solar sales and marketing pros and how they build multi-million dollar incomes using only the best solar sales and marketing strategies.
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So how do these solarpreneurs do what they do and what makes them so successful?
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This podcast is your answer.
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Join us and thousands of sales pros, marketers, and entrepreneurs as we take the solar industry by storm and uncover what it takes to sell more solar with less effort.
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Welcome to the Solarpreneur Podcast.
Effective Deal Closing Strategies
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Hey, what's up, Solarpreneurs?
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Hope you guys are killing it this fine Sunday.
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I'm gonna make you a quick video here.
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It's my day off here.
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I'm doing a lot of planning and stuff, so you have to excuse this.
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It's not a long episode, but nevertheless, it's not gonna be any less value than usual in our presentation series here, and I'm gonna give you some of the most fire strategies I've got under my belt on how I'm able to close a huge amount of deals, close 90% of my sit-down appointments.
Understanding Urgency in Sales
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One of the things that drive a decision, right?
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We know emotion.
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We talked about emotion yesterday in that episode.
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If you haven't listened to it, go back and listen to it because it's going to be building one off of another with these episodes.
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Today, I want to talk about what causes that prospect to...
The Role of Discovery Questions
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in their mind, trigger point, boom, let's go, deal done, and that is urgency.
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How you can cause a huge amount of urgency, and I'm gonna give you a four part sequence here, okay?
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One single strategy here, this is going to destroy your deals, you're gonna have so much urgency with these prospects, it's unreal, you just gotta follow this.
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So I'm gonna walk you through the process here,
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So you guys can emulate it and implement it in your sales first thing in this coming week here.
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So the first one is every single presentation I come into, I'm gonna ask discovery questions.
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So I sit down, I greet the prospect, right?
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I frame who's in control, right?
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I set the boundaries and the expectations.
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And then I'm gonna get into discovery mode.
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And I'm gonna spend usually about a third of my presentation time, okay?
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Five, 10 minutes here.
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on discovery questions and the reason is discovery questions are going to cause the real reason they want to go solar okay so these discovery questions are going to be what motivated you guys to meet with me today about solar what are one of the big reasons you guys would want to go solar okay who do you know who's went solar what have they told you about this okay
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And at the time, I'm going to have my notepad, right?
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I'm writing these things out, of course, and you're going to see how I'm going to leverage these in the coming steps here.
Crafting Emotional Scenarios
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So the main point is you want to ask these questions, but you want to get down to the reason behind the reason.
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So rather than just the surface, we want to save money, you ask, why do you guys want to save money, right?
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How much money were you looking to save?
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Get them to go deeper because people don't care about money.
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They care about what money does for them emotionally as we talked about in the last episode.
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You need to pinpoint exactly what these emotions are, why they want to emotionally save money, why they have that attachment, why it's a priority right now.
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And you want to write down these reasons.
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So you'd ask, all right, what difference would it make if you could save, say, $15,000, $20,000, $25,000 by going solar?
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What would that kind of cash do for you guys?
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And get them to write down those reasons, okay?
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Talk about those main deep reasons because that's what they care about, okay?
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That's the problem solar is going to solve, and that's what you can use to leverage that decision later in the pitch.
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Next is I'll paint a hypothetical scenario.
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This is a best case scenario picture, okay?
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I'll say, all right, hypothetically, let's say that, and I'm going to go to those discovery questions.
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So let's say they're discovery questions if we back up.
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They said that they wanted to save...
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money with solar right and ask them how much they'd want to save right and they say i have no idea well hypothetically let's say you could save 15 20 000 over the next 20 years without having to spend any money right what would that do for you guys
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And I'm gonna paint a hypothetical scenario for each of those situations.
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So first you wanna ask the discovery questions, you wanna get a list of things that they are motivated by solar, right?
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Oh, we'd like to add value to our property.
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We'd like to lock in our electric bill.
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We would like to save money.
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And then you say, hypothetically, let's say I could do all these things, how would you guys feel?
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How would that make you feel if those things actually were to come true, that this actually worked out perfectly?
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How would that make you feel?
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And then you're going to write down these feelings, okay?
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Again, you're going to write down the feelings.
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And guess what happens?
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Psychologically, right now, the prospect, if you do this correctly and you get them to actually list out how they would feel, their body is chemically going to start producing those exact same feelings, okay?
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Their mind and their body is going to work together, that connection.
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They're going to actually feel what it feels like to send their kid to college, what it feels like to save money from the greedy power company, what it feels like to save the planet and do their part to clean up the planet with solar.
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Get them to feel those feelings, those four or five feelings that we talked about before and paint a picture there because now you're pre-wiring them.
The Power of Storytelling
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right to emotionally be engaged more than they would have for the entire presentation.
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They've already felt emotion just like in a movie.
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You're causing the prospect to have a movie in their mind here with your presentation.
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You know your presentation is good.
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If you can be super engaged, they're glued to you the entire time and they feel these true emotions.
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This sets the tone for the entire presentation.
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Now to the movie part here, step three is you're going to tell a story with one of these feelings.
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This requires a ton of preparation, sorry, right?
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You're not gonna be able to just pull one of these stories out of your hat, okay?
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You wanna have a story prepared for each one of these main core reasons people go solar, right?
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So it's the money, it's the saving the kid, keeping him go to college, right?
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Saving the planet, whatever it is.
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Have a story prepared, and you're gonna tell this story in a third-person scenario, usually with one of your customers.
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You're gonna tell a story of a customer who had the same goals and intentions that they did, okay?
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and their story on how they went solar.
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Just take them A to Z, right?
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Make it interesting.
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Make it pretty brief, three, four minutes, but tell them that.
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You can use things.
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You can handle objections with this story.
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You could pre-frame them for the rest of the pitch, right?
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You could do all sorts of things in this because they're emotionally engaged, and they're going to connect themselves and visualize themselves as that homeowner in that story.
Incentive Programs for Quick Decisions
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And then the last thing here is once you're done with the story, right, and you go to your details, you show them the details of the presentation.
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I like to use free power incentive programs with my clients for making a decision on the spot.
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I tell them, hey, we've got this program here, right?
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where we're going to pay for six months, the first six months of your guys' solar bill.
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If you guys could send us three referrals, people that you know that would be interested in checking this out, at least getting a pitch and hearing what it's about, we're going to pay for the first six months of your bill.
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But to qualify for this program, we have to make a decision on this today.
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Does that sound fair enough?
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And that's it, okay?
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You incentivize them to make a decision on the spot.
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This is like a worst case scenario.
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You got the back pocket pistol you can whip out, but honestly, if you do the first three steps right, they're just gonna think it's a no-brainer every single time.
Steps to Create Urgency
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So let's go ahead and review this.
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We do discovery questions.
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We get down to the core main motivation reasons that they're emotionally attached to, not the surface level stuff.
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We want those reasons, okay?
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We're gonna ask the homeowner
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hypothetically, if we could solve all of those reasons today, okay, how would they feel?
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How would they feel?
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Get them to actually feel those feelings.
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Think about it.
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Dive into them.
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They're emotionally wiring in these feelings.
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And then you're going to tell a story to even further ingrain it, how one of your customers was in the exact same situation they're in,
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and how they went solar and what it's done for them now, right?
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They've literally went through this story, this movie in their mind at this point to where you're just going to have to give a couple of details they need, three, four minutes on the proposal.
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Boom, this thing is done.
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And worst case scenario,
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As you guys are practicing this, as it's not as fluid right off the bat, which it won't be, right?
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It takes tons of practice.
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I've been practicing this stuff and implementing it with myself and clients for thousands of hours.
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Literally, it's a lot of stuff.
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You can use this free power incentive program.
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incentivize them to make a decision on the spot and reward them for fast action.
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Guys, this is how to apply some crazy, crazy urgency.
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Nobody's talking about this stuff in the industry.
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This has been my secret weapon for years and I want to share it with you guys today.
Episode Conclusion and Community Invitation
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I'll see you guys tomorrow for day number three in the presentation breakdown.
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Wow, what another amazing episode of the Solarpreneur Podcast.
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Now, before we take off here, do us a favor and go leave an honest review on your platform of choice or wherever you're listening to this podcast.
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It helps us get the word out about the Solarpreneur Movement and impact more entrepreneurs, sales professionals, and marketers just like you.
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And hey, don't forget to head over to Facebook and join the Solarpreneur Group for more daily content on
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It's going to impact you and help you take your sales game to the next level.
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See you guys in the next episode.