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Dealing With "I'm Not Signing Anything Today"
95 Plays2 years ago
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The SOLARPRENEUR podcast is here to help you close more deals in the solar industry, generate more leads and referrals, and hopefully, have a much better time and situation.
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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
Taylor Armstrong's Journey and Sales Lessons
00:00:08
Speaker
level.
00:00:08
Speaker
My name is Taylor Armstrong.
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 fail.
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 Solopreneur
00:00:31
Speaker
What is a solopreneur, you might ask?
00:00:33
Speaker
A solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery, and you are about to become one.
Dealing with Client Procrastination
00:00:42
Speaker
Today we are going to be talking about how to overcome people that just don't want to sign, that are giving you the excuse, hey, I'm not signing today.
00:00:52
Speaker
How do you overcome it?
00:00:53
Speaker
How do you handle it?
00:00:54
Speaker
What are some word tracks?
00:00:55
Speaker
We're going to be jamming on that today.
00:00:57
Speaker
Thanks for tuning in to the podcast.
00:00:59
Speaker
My name is Taylor Armstrong.
00:01:00
Speaker
We're here to help you close more deals, generate more leads and referrals, and hopefully have a much better time in the solar industry.
00:01:08
Speaker
Hope you're doing awesome.
00:01:10
Speaker
Hope you're having a holly jolly holiday or whenever you're listening to this, we're recording this in the month of December.
00:01:17
Speaker
But this is very applicable to whatever time of the year you're selling at, because there's always going to be people that want to drag their feet, that don't want to sign, that will just procrastinate any decision in the world.
Encouraging Listener Reviews
00:01:29
Speaker
So we're going to talk about how to overcome that.
00:01:32
Speaker
Before we do that, I wanted to give a quick shout out to our 200th review over on Apple iTunes.
00:01:40
Speaker
That was Mr. Dan Anderson.
00:01:42
Speaker
Thank you so much.
00:01:44
Speaker
We really appreciate it over here.
00:01:46
Speaker
And we sent Dan a little something in the mail.
00:01:49
Speaker
Hopefully you get it.
00:01:50
Speaker
Let me know.
00:01:50
Speaker
You're going to love it.
00:01:53
Speaker
But like to take care of the people that support the show.
00:01:56
Speaker
So if you have not left a podcast review already, it would be much appreciated.
00:02:02
Speaker
Go over on Apple, Spotify, wherever you're listening to the podcast.
00:02:05
Speaker
You can leave us a review.
00:02:08
Speaker
You can leave us one star if you hate it, but hopefully you like it because we are trying to bring you quality content every Tuesday and Friday.
00:02:18
Speaker
And yeah, so with that being said, we're going to...
00:02:27
Speaker
Oh yeah.
00:02:27
Speaker
One more thing I was forgetting is also wanted to give a shout out and a quick thank you to everyone that has sent me, uh, the photos on Instagram or tag me on your Spotify, uh, recap.
Handling Hesitant Clients
00:02:42
Speaker
I think that's what it's called from getting urine review.
00:02:45
Speaker
I think it is.
00:02:47
Speaker
Um, it's where it shows you your most listened to podcasts, music, et cetera, over on Spotify.
00:02:52
Speaker
And I've had quite a few people either tag me, send me screenshots that we're in their top podcast that they listen to.
00:03:01
Speaker
So that is so cool for me to see one of the best gifts I could get this holiday season.
00:03:06
Speaker
So thank you very much for those that sent that.
00:03:10
Speaker
And if I did make your Spotify top podcasts,
00:03:14
Speaker
Yeah, shoot me a shoot me a DM or tag me.
00:03:18
Speaker
Love to see him.
00:03:20
Speaker
OK, so let's jump into the topic today, and that is how do you overcome people that are dragging their feet that are saying, oh, I want I'm not signing today.
00:03:29
Speaker
And we've done episodes a little bit on this for sure in the past.
00:03:32
Speaker
But recently this came up in a close last week for me.
00:03:37
Speaker
So I want to play some clips from that.
00:03:40
Speaker
Gotten very good feedback about playing some of these clips.
00:03:43
Speaker
So I'm going to play a little clip.
00:03:44
Speaker
This guy, he was just the king of dragging his feet.
00:03:49
Speaker
was a very cautious buyer, did not want to sign.
00:03:53
Speaker
And you'll see we go back and forth.
00:03:56
Speaker
Some of it I handled great, I thought some of it.
00:04:00
Speaker
I think I was tripping a little bit.
00:04:02
Speaker
So we're going to do a little bit of an analysis on how I handled it.
00:04:06
Speaker
Hopefully you can pick up a thing or two and then just going to give a little discussion on maybe some things that could have done better.
00:04:12
Speaker
Some things that I did do well.
00:04:14
Speaker
I'm going to skip to the parts.
00:04:15
Speaker
Once again, we record all of our footage for the podcast over on Ciro, S-I-R-O.
Persistence in Sales
00:04:23
Speaker
It is the number one app to record yourself and your team and just get feedback from it.
00:04:30
Speaker
It's also the app we use in our coaching program.
00:04:35
Speaker
We give all of the people on the program direct feedback from
00:04:40
Speaker
and i think that's the best way to improve your sales ability so if you want access to that or want to look into joining our coaching group hit me up we can tell you all about it okay so let's jump into this starts off right with a bing the guy says he's not signing anything so let's hear what happens yeah i mean it's just like
00:05:08
Speaker
Yeah, well, it does have you to sign them, but yeah, it's all like preliminary until we can like finalize that we can do it.
00:05:16
Speaker
Yeah, we'll have you.
00:05:19
Speaker
It'll show you on here that you have your time.
00:05:21
Speaker
It's like a writer decision and everything.
00:05:24
Speaker
So we have that, you have that.
00:05:25
Speaker
So yeah, it's not to lock you in, but yeah, we'll get you copies of all that.
Reassuring Hesitant Clients
00:05:31
Speaker
Okay, I don't understand why I have to sign them.
00:05:33
Speaker
You know?
00:05:35
Speaker
Yeah.
00:05:35
Speaker
No, you will.
00:05:37
Speaker
Yeah.
00:05:38
Speaker
Yeah.
00:05:38
Speaker
But I have to sign something though.
00:05:41
Speaker
Yeah.
00:05:42
Speaker
Yeah.
00:05:44
Speaker
But if I don't do that certain time, then I'm really, you know, we won't walk in first.
00:05:50
Speaker
We need to make sure we can do it.
00:05:51
Speaker
And then, yeah, then let's make sure you're coming out.
00:05:56
Speaker
And just a little bit of context for this.
00:05:58
Speaker
Um, we're going back and forth and you can hear this guy does not want to sign anything today.
00:06:04
Speaker
And some cases, yeah, you got to step back, give people their time, whatever.
00:06:09
Speaker
You can't close everyone at the end of the day.
00:06:11
Speaker
I think you should make some attempts to push it forward.
00:06:14
Speaker
But some people, no matter what, yeah, you're going to need to give them the time to think about it.
00:06:18
Speaker
But just some context for this one.
00:06:20
Speaker
This guy, I had been back three times, I believe, at that point.
00:06:23
Speaker
This was the first sit-down full appointment we'd done.
00:06:28
Speaker
But he'd rescheduled two times and I did have to drive for this deal.
00:06:36
Speaker
We had done a blitz.
00:06:38
Speaker
Then I came back to San Diego, and then I drove back up for this appointment.
00:06:43
Speaker
And at this point, I'm like, OK, if I'm this guy rescheduled, I'm leaving this deal with a with a closed account.
00:06:51
Speaker
Right.
00:06:52
Speaker
So I definitely did have that mindset, which I think is a good mindset to have.
00:06:57
Speaker
Sometimes I'm just like, man, this guy rescheduled.
00:07:01
Speaker
He kind of wastes our time and he's just a little bit of goofy of a goofy old guy that likes to drag his feet.
00:07:08
Speaker
So that's where I was coming across.
00:07:11
Speaker
Yeah.
00:07:12
Speaker
Well, they have us do it before just because it's part of his liability.
00:07:15
Speaker
Like if someone, what if someone falls on the roof?
00:07:17
Speaker
I mean, we don't want that on your insurance.
00:07:19
Speaker
We want that on our insurance.
00:07:21
Speaker
Well, I thought you guys are covered on your insurance anyway.
00:07:23
Speaker
Maybe you do work on the field.
00:07:25
Speaker
Yeah, we are.
00:07:26
Speaker
But like the forums, it's given us like, you know, permission allowing us to cover that.
00:07:33
Speaker
So, yeah, we submit it with you.
00:07:35
Speaker
So this probably should have a better explanation.
00:07:38
Speaker
Yeah, I mean, that is true.
00:07:40
Speaker
These forms, it's gives us liability to go and, you know, do the actual project.
00:07:47
Speaker
And part of that, I would say part of the project includes the site survey.
00:07:51
Speaker
So that's part of them signing.
00:07:54
Speaker
It gives us permission to do our thing, send guys out there and everything.
00:07:58
Speaker
So I think that's a good little explanation.
00:08:02
Speaker
as to why we're sending people out there to do a site survey.
00:08:09
Speaker
Okay, can I have a couple days to think about it before I sign anything that I want to read?
00:08:12
Speaker
Well, you will.
00:08:13
Speaker
We get your copies of all this, Jeff.
00:08:15
Speaker
Yeah, but you said I have to sign you.
00:08:17
Speaker
Yeah, you will.
00:08:18
Speaker
It's going to show on there, though.
00:08:20
Speaker
Yeah, but I think it's going to have a couple days to think about it before I do this paperwork.
00:08:26
Speaker
I'm really worried about signing things, okay?
00:08:29
Speaker
I got in trouble with that before.
00:08:32
Speaker
Because maybe I didn't ask the right questions or I didn't understand.
00:08:34
Speaker
Okay.
00:08:36
Speaker
Yeah, they have us submitted with you.
00:08:38
Speaker
But so far, I like everything that you showed me and talked to me about.
00:08:42
Speaker
I really like it.
00:08:44
Speaker
Okay.
00:08:45
Speaker
I'm interested.
00:08:45
Speaker
Yeah, I mean, as long as everything is exactly how I said, nothing more, nothing less.
00:08:49
Speaker
Right.
00:08:50
Speaker
I explained everything in detail, what you like.
00:08:52
Speaker
Okay.
00:08:52
Speaker
Yeah, so that's good.
00:08:54
Speaker
You don't give me any questions or uncertainty.
00:08:57
Speaker
Okay.
00:08:57
Speaker
Good.
00:08:59
Speaker
Okay.
00:08:59
Speaker
And especially here, so up to that point, yeah, if this would have continued on, it would have gone to a point where eventually, yeah, I can't like push them, push them, push them, push them.
00:09:09
Speaker
Sometimes you got to give people the time, as I mentioned, but especially right here, this guy, he just lays all his cards out and says, Hey, like, I want to do this.
00:09:20
Speaker
I'm interested in it.
00:09:22
Speaker
Everything sounds good.
00:09:24
Speaker
You've explained everything great.
00:09:25
Speaker
So when they're saying that,
00:09:27
Speaker
They just they're telling you they want to do it.
00:09:30
Speaker
The only reason he's saying that he wants to think about it is just because there's that small possibility where he thinks something is wrong and he wants to cancel.
00:09:39
Speaker
OK, so that's kind of like a different scenario.
00:09:42
Speaker
Some people want to think about it.
00:09:43
Speaker
They're not totally sold and you still need to go through things.
00:09:47
Speaker
You need to figure out what they're uncertain about.
00:09:49
Speaker
But some people like this guy
00:09:52
Speaker
They are sold.
00:09:53
Speaker
You answer their questions.
00:09:54
Speaker
There's no reason they shouldn't do it, but they just are holding on to that small chance that they're, yeah, that it's not going to be exactly what they thought.
00:10:04
Speaker
So with these people, in my opinion, it's like, okay, everything's, you just got to reassure them, maybe showing some testimonials, something they could have done possibly better.
00:10:16
Speaker
But just tell them like, look, we're going to take care of you.
00:10:19
Speaker
This is going to be great.
00:10:21
Speaker
Worst case scenario, yeah, you can cancel like you got it.
00:10:24
Speaker
You got to explain to them, especially when they're super worried like this.
00:10:28
Speaker
Yes, they do have an out if heaven forbid something isn't as they thought it was, but just reassure them and push through it.
00:10:36
Speaker
OK, this kind of a personality type.
00:10:39
Speaker
Forget what it is, but the maybe tiger, but people that just want to be reassured and, you know, lots of social proof.
00:10:48
Speaker
That's the vibes I was getting from this guy.
00:10:50
Speaker
Oh, no.
00:10:50
Speaker
Is there a way to just think about it first before I sign anything?
00:11:09
Speaker
I don't think so, unfortunately, just for liability.
00:11:12
Speaker
It's going to show you on there.
00:11:13
Speaker
It's not to lock you in.
00:11:14
Speaker
You still have plenty of time to think about it and ask any other questions because we still have to approve it.
00:11:19
Speaker
It's going to show it out on the document, too.
00:11:22
Speaker
Yeah, but if I don't... Let's say I changed my mind and I have to do it before the due date, right?
00:11:30
Speaker
No, just before we come put it up there.
00:11:32
Speaker
Like, don't change your mind when we're up there on the roof.
00:11:34
Speaker
But yeah, as long as it's approved.
00:11:37
Speaker
I like that idea, signing.
00:11:39
Speaker
Does everyone get a couple days to think about it first and get back with you?
00:11:42
Speaker
You know, then we can do the same work to sign.
00:11:45
Speaker
You know, not to get locked in, but just to get started.
00:11:48
Speaker
You know, can we do that?
00:11:49
Speaker
Yeah.
00:11:50
Speaker
So I think we're going on what, like five, six times of this guy saying, hey, is there any way we can just get the paperwork, do it later?
00:11:59
Speaker
Like people want to procrastinate their decisions, but your job is to push them past that, push them past the point, right?
00:12:07
Speaker
Not be pushy, but just help them make the decision.
00:12:10
Speaker
How many people are going to procrastinate?
00:12:12
Speaker
How many people are never going to do anything?
00:12:15
Speaker
Like we should have the conviction, the belief that this product is helping them so much, especially out here in California where I'm at.
00:12:22
Speaker
There is very few people out there that cannot benefit immensely from solar in California, even as we're putting batteries in with their with their systems.
00:12:33
Speaker
I mean, this guy was on a discount with utility company out here and we're giving them a battery.
00:12:40
Speaker
He was still saving, I think about 20% off his bill with a discount on his current utility bill.
00:12:49
Speaker
So it's like, I have the belief that we're helping them.
00:12:52
Speaker
We should all have that same conviction.
00:12:54
Speaker
And that allows us to push further than we thought.
00:12:58
Speaker
Okay.
00:12:58
Speaker
If we know deep down that we're serving that person, we're helping them.
00:13:03
Speaker
It's our job to give them the good thing, right?
00:13:07
Speaker
It's just like, I did a two-year mission for my church.
00:13:10
Speaker
People say no, no, no, no.
00:13:13
Speaker
But I believe that I'm literally saving their souls.
00:13:16
Speaker
Hey, so maybe you're not that convicted with solar, but we should be very convicted that we're helping people immensely.
00:13:24
Speaker
If you're not to that point, you need to check yourself, write down the benefits of solar, figure out why you're actually pushing this product, why you're selling it.
00:13:34
Speaker
Because if you don't have that belief, how can you get other people to do it?
00:13:38
Speaker
And if you have a house and don't have solar on it,
00:13:41
Speaker
You got to check yourself right there.
00:13:42
Speaker
You should get solar on your house.
00:13:44
Speaker
How are you going to convince people to do it if you don't do it yourself?
00:13:48
Speaker
OK, so just my two cents.
00:13:50
Speaker
But that's what that's why you see me keep going, going, going, because I really believe this guy is benefiting.
00:13:57
Speaker
And I've seen people pass on solar and just because I didn't get them to the point where I
00:14:04
Speaker
they had the beliefs themselves and sometimes they don't end up ever doing it.
00:14:09
Speaker
So I think it's my duty to get Jeff in this case, that point.
00:14:15
Speaker
I don't think so, unfortunately.
00:14:18
Speaker
Well, they're trying to wrap up everyone here in the same area.
00:14:21
Speaker
And you have to think about it anyways.
00:14:23
Speaker
But this is just so they can be able to get the battery incentive for you, get the battery included with it, and then be able to come do this, I assert.
00:14:32
Speaker
But again, you'll still have plenty of time to think about it.
00:14:34
Speaker
It's not the law camp or anything.
00:14:36
Speaker
And I'll show you where it says that.
00:14:38
Speaker
The state has to give you time to think about it.
00:14:40
Speaker
And right here, I probably could have brought this up sooner, but you got to review the reasons why they're doing it right now.
00:14:48
Speaker
When I told them there's battery incentives going on, that's not a lie.
00:14:52
Speaker
Our company at the time of this recording, they are actually doing a battery incentive.
00:14:57
Speaker
The ends, I think, two, three weeks from now, the time of this recording.
00:15:02
Speaker
So create incentives, create reasons that they should do it right now.
00:15:08
Speaker
We're recording this during the holiday season.
00:15:11
Speaker
You probably have holiday promotions you can do.
00:15:13
Speaker
If you don't have any, create some yourself.
00:15:16
Speaker
Create some type of holiday promotion, a reason they should do it right now.
00:15:21
Speaker
And then the other thing you heard me say is we're trying to wrap up everyone in the same area.
00:15:28
Speaker
That's not a lie either.
00:15:28
Speaker
It's like, yeah, we can do people wherever at any time.
00:15:32
Speaker
But we had just got done with a blitz.
00:15:36
Speaker
We did have several site surveys scheduled in that area.
00:15:39
Speaker
So it makes sense from a business standpoint.
00:15:42
Speaker
You probably want to get everyone scheduled as a group.
00:15:45
Speaker
So that's not a lie either.
00:15:48
Speaker
So make sure customers understand these things and have lots of reasons why they should be doing this sooner rather than later and not dragging their feet.
00:15:58
Speaker
Yeah, it's a state law that we have to give them to think about it.
00:16:02
Speaker
So it's going to show in these documents, like, you know, your time that you have and everything.
00:16:06
Speaker
It's called a right of rescission.
00:16:07
Speaker
So you have your right of rescission and we'll solve the same.
00:16:10
Speaker
What kind of home do you have?
00:16:13
Speaker
So I think on their forms, it's going to show 10 days.
00:16:17
Speaker
Yeah.
00:16:18
Speaker
Okay.
00:16:41
Speaker
You're not going to call me tomorrow and tell me to change your mind, though, right, Jen?
00:16:44
Speaker
No, no.
00:16:45
Speaker
Okay.
00:16:46
Speaker
I have 10 days, huh?
00:16:47
Speaker
Yeah.
00:16:48
Speaker
Starting today.
00:16:51
Speaker
Yeah.
00:16:52
Speaker
And even then, technically, you have more than that, but that's just what the legal documents are going to show.
00:16:59
Speaker
Yeah.
00:17:02
Speaker
OK, and here this is a part.
00:17:04
Speaker
Yeah, I definitely wouldn't recommend telling people they can cancel whenever.
00:17:07
Speaker
Hey, our installer we're using, like they allow people to cancel up until the day of install without a penalty, which I don't think
Preventing Cancellations
00:17:17
Speaker
is good.
00:17:17
Speaker
I think people should have a point where they have to pay penalties and fees.
00:17:21
Speaker
So whatever.
00:17:23
Speaker
I know some installers don't enforce that.
00:17:25
Speaker
I know sometimes it's a hassle to get people actually pay these cancellation fees.
00:17:31
Speaker
Um, so I, you always should make people believe that there's a point where they're going to have to pay a penalty.
00:17:37
Speaker
Um, I think that's a mistake I made here.
00:17:40
Speaker
You can see that I just, um, I think maybe got a little nervous that he's not going to sign that I have to do close it as soft as possible, but I think you would have done it regardless.
00:17:51
Speaker
Spoiler alert, I do end up closing this one.
00:17:54
Speaker
Hey, but, um, we're at, um,
00:17:57
Speaker
Uh, we were finishing up a competition.
00:17:59
Speaker
I'm trying to get this thing in.
00:18:00
Speaker
So closed up soft, but I think next time I should have just said, Hey, it is 10 days.
00:18:07
Speaker
Our, our contract does have a 10 day, right?
00:18:10
Speaker
A rescission in there.
00:18:10
Speaker
I know for a lot of people, sometimes three days, um,
00:18:14
Speaker
Five days I've seen, but ours, we're doing a PPA.
00:18:17
Speaker
It actually does have 10 days.
00:18:19
Speaker
So I was explaining that to them and I was telling them that you can cancel whenever.
00:18:24
Speaker
But yeah, if you want to make sure they understand that there is a penalty, even if your company doesn't enforce it.
00:18:30
Speaker
Okay, so yeah, I'll get you a copy of that.
00:18:33
Speaker
And then... If I do, if I can, so...
00:18:40
Speaker
There'll be no charge of any kind, right?
00:18:42
Speaker
No.
00:18:43
Speaker
And this can show all that too.
00:18:45
Speaker
Okay, no charge or anything of any kind?
00:18:47
Speaker
Okay.
00:18:58
Speaker
No, you'll be super happy.
00:19:13
Speaker
Yeah, and it's not, yeah, it's a little bit different than, I don't know, say if you were getting a car off the lot or something.
00:19:20
Speaker
Get a car off the lot.
00:19:22
Speaker
Yeah, because like a car you have sitting right in front of you, you're getting it today.
00:19:27
Speaker
With this, it's a little more complex than that.
00:19:29
Speaker
Like we have to come see if we can even do it first.
00:19:32
Speaker
So that's why we get it in and we submit the initial application so we can, you know, see if we can even approve the project.
00:19:40
Speaker
But the people that do all this, they're called Everbrights.
00:19:43
Speaker
So that's the only thing that you're initialing.
00:19:45
Speaker
It's just showing what Everbrights terms are and all these numbers.
00:19:48
Speaker
So really, it's just so you have everything in writing.
00:19:51
Speaker
But yeah, they have no idea whether the project's actually going to be improved.
00:19:54
Speaker
It's just their terms and conditions that you can get copies of.
00:19:59
Speaker
Okay, so if I don't let you know that, let's say I don't want to do that within 10 days, and I'll look, and if they say the roof's not up to par, then they won't do it, right?
00:20:12
Speaker
Yeah.
00:20:12
Speaker
And then I'll automatically get out of it.
00:20:14
Speaker
Yeah, we have to cancel on you.
00:20:16
Speaker
Okay, if that happens, yeah.
00:20:18
Speaker
Okay.
00:20:21
Speaker
Or if I let you know within 10 days, I just want to voicemail you or text you.
Maintaining Client Relationships
00:20:30
Speaker
Yeah, just give me a call.
00:20:31
Speaker
Like, hopefully, I mean, you can't think of any reason that you're going to prefer to go back to Editsend, right?
00:20:38
Speaker
No.
00:20:38
Speaker
Okay.
00:20:39
Speaker
Like, I get what you're saying.
00:20:40
Speaker
Just in case there's some crazy reason you didn't think of.
00:20:43
Speaker
And yeah, of course.
00:20:44
Speaker
Yeah.
00:20:44
Speaker
Of course.
00:20:44
Speaker
Okay.
00:20:45
Speaker
I'll definitely need your business card.
00:20:47
Speaker
Yeah, I'll get it to you.
00:20:48
Speaker
Name your company.
00:20:49
Speaker
Yeah, okay, fine.
00:20:49
Speaker
Okay.
00:20:54
Speaker
OK, so you can see he's finally, finally, finally getting over the hump here.
00:20:59
Speaker
He's finally agreeing to go forward with it.
00:21:03
Speaker
Took, I think that was what, 10 minutes going back and forth trying to get this guy to take action.
00:21:10
Speaker
And sometimes that's what it's going to take.
00:21:13
Speaker
Ideally, you want to just have people committed, do it now.
00:21:17
Speaker
Sometimes I always think of it as a funnel, like when we're filling out the application.
00:21:23
Speaker
Usually I want people thinking that, OK, it's not like I'm 100% doing it today.
00:21:29
Speaker
But then really by the end, that's when you should be buttoning it up.
00:21:33
Speaker
Right.
00:21:34
Speaker
Hopefully by the end of the contract, they know that they've signed up fully.
00:21:38
Speaker
But I've just always found that if you can get
00:21:42
Speaker
If you can get people, you know, get your foot in the door, start building that momentum, getting those yeses.
00:21:48
Speaker
Then it's like once you've submitted the application, ran their credit, pulled up the documents, you've done all this work.
00:21:53
Speaker
It's like, okay, we're almost the finish line.
00:21:56
Speaker
Let's get through the, let's get through these documents, get through the forms, always call them forms, right?
00:22:02
Speaker
And then usually by the end, people realize, okay, we're doing this.
00:22:07
Speaker
Everything sounds good.
00:22:09
Speaker
Yeah, we still have an opportunity that if we think of something crazy, think of something terrible that we we are able to cancel if like there's something insane we didn't think of.
00:22:20
Speaker
But other than that, we're full force doing this.
00:22:24
Speaker
Hey, so probably a little bit softer close than I should have done.
00:22:28
Speaker
This guy has not canceled up to this
Balancing Emotion and Logic in Sales
00:22:31
Speaker
point.
00:22:31
Speaker
It's been, I think I want to say eight days.
00:22:37
Speaker
You know what?
00:22:38
Speaker
Yeah, seven or eight days.
00:22:40
Speaker
So it's been almost 10 days.
00:22:42
Speaker
Can't knock on wood.
00:22:43
Speaker
I hope I'm not cursing myself by posting this before his right of right of rescission has ended.
00:22:52
Speaker
But so far, so good.
00:22:55
Speaker
And really, it just takes you got to nurture the deal after.
00:22:58
Speaker
Right.
00:22:59
Speaker
Like drop them off a gift.
00:23:01
Speaker
Call them.
00:23:02
Speaker
I have been on the phone with this guy several times after the close.
00:23:06
Speaker
So that's why I think we're good to go, because it's not like I haven't heard from them.
00:23:10
Speaker
I have been talking to them.
00:23:13
Speaker
So make sure you're doing those little things after, especially with people that are a little bit more on the fence like this that need some encouragement.
00:23:20
Speaker
Maybe put them in touch with people that have gone with your product that have put the solar up on the roof.
00:23:27
Speaker
That's a great way to get them even more solidified and just make sure you're giving them the weekly updates.
00:23:33
Speaker
OK, so hopefully that helped.
00:23:36
Speaker
It wasn't a perfect close.
00:23:37
Speaker
I'm sure people listen to this and hear things that I didn't do as well.
00:23:42
Speaker
It was a little softer than it should have been.
00:23:45
Speaker
But I think, you know, good things to do, especially if you do need to get those people that's maybe are a little bit unsure of the decision.
00:23:55
Speaker
Give them encouragement.
00:23:57
Speaker
Make them feel good about it.
00:23:58
Speaker
Remember people buy with emotion and justify it with logic.
00:24:03
Speaker
So you need to get that emotion involved.
00:24:06
Speaker
get that future pacing going.
00:24:07
Speaker
Hey, wouldn't it be nice?
00:24:08
Speaker
Imagine you're sitting in your home two years from now.
00:24:12
Speaker
It's blazing hot outside 110 degrees and you can actually turn on the AC without having to worry about your bill going to 300, $400.
00:24:19
Speaker
Wouldn't that be nice?
00:24:20
Speaker
Yeah, be awesome.
00:24:24
Speaker
So that's what we're going to do for you today.
00:24:26
Speaker
You're going to love it.
00:24:28
Speaker
Trust me, I have it on my own house,
Episode Conclusion and Future Content
00:24:30
Speaker
which I do.
00:24:30
Speaker
I always bring that up.
00:24:32
Speaker
And you're going to love it.
00:24:34
Speaker
It's so nice to have that peace of mind, especially for the future all uncertain we have with inflation.
00:24:40
Speaker
rising costs, all the surcharges the utility imposes on us.
00:24:46
Speaker
This is going to be awesome for you.
00:24:48
Speaker
I'm excited.
00:24:49
Speaker
Sign here.
00:24:49
Speaker
Let's do this.
00:24:50
Speaker
Except don't say sign, say autograph.
00:24:53
Speaker
So hopefully that helps.
00:24:55
Speaker
Make sure you're tuning into the next episodes.
00:24:57
Speaker
We've got some amazing guests coming up, amazing footage, and hopefully you guys are crushing tons of deals throughout this holiday season or whenever you're listening to the podcast.
00:25:08
Speaker
Thanks for your support.
00:25:09
Speaker
We will see you on the next episode.
00:25:12
Speaker
Hey, solopreneurs, quick question.
00:25:14
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.
00:25:24
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.
00:25:36
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.
00:25:47
Speaker
And it's called Solcitee.
00:25:49
Speaker
This learning community was designed from the ground up to level the playing field and give Solar Pros access to proven mentors 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.
00:26:08
Speaker
Currently, Soul Society is open, launched, and ready to be enrolled.
00:26:14
Speaker
So go to soulciety.co to learn more and join the learning experience now.
00:26:22
Speaker
This is exclusively for solopreneur listeners, so be sure to go to soulciety.co and join.
00:26:29
Speaker
We'll see you on the inside.