Transcript
Speaker: Welcome to the Solarpreneur Podcast, where we teach you to take your solar business to the next level.
Speaker: My name is Taylor Armstrong.
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.
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.
Speaker: What is a solopreneur, you might ask?
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.
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.
Speaker: How do you overcome it?
Speaker: How do you handle it?
Speaker: What are some word tracks?
Speaker: We're going to be jamming on that today.
Speaker: Thanks for tuning in to the podcast.
Speaker: My name is Taylor Armstrong.
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.
Speaker: Hope you're doing awesome.
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.
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.
Speaker: So we're going to talk about how to overcome that.
Speaker: Before we do that, I wanted to give a quick shout out to our 200th review over on Apple iTunes.
Speaker: That was Mr. Dan Anderson.
Speaker: Thank you so much.
Speaker: We really appreciate it over here.
Speaker: And we sent Dan a little something in the mail.
Speaker: Hopefully you get it.
Speaker: Let me know.
Speaker: You're going to love it.
Speaker: But like to take care of the people that support the show.
Speaker: So if you have not left a podcast review already, it would be much appreciated.
Speaker: Go over on Apple, Spotify, wherever you're listening to the podcast.
Speaker: You can leave us a review.
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.
Speaker: And yeah, so with that being said, we're going to...
Speaker: Oh yeah.
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.
Speaker: I think that's what it's called from getting urine review.
Speaker: I think it is.
Speaker: Um, it's where it shows you your most listened to podcasts, music, et cetera, over on Spotify.
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.
Speaker: So that is so cool for me to see one of the best gifts I could get this holiday season.
Speaker: So thank you very much for those that sent that.
Speaker: And if I did make your Spotify top podcasts,
Speaker: Yeah, shoot me a shoot me a DM or tag me.
Speaker: Love to see him.
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.
Speaker: And we've done episodes a little bit on this for sure in the past.
Speaker: But recently this came up in a close last week for me.
Speaker: So I want to play some clips from that.
Speaker: Gotten very good feedback about playing some of these clips.
Speaker: So I'm going to play a little clip.
Speaker: This guy, he was just the king of dragging his feet.
Speaker: was a very cautious buyer, did not want to sign.
Speaker: And you'll see we go back and forth.
Speaker: Some of it I handled great, I thought some of it.
Speaker: I think I was tripping a little bit.
Speaker: So we're going to do a little bit of an analysis on how I handled it.
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.
Speaker: Some things that I did do well.
Speaker: I'm going to skip to the parts.
Speaker: Once again, we record all of our footage for the podcast over on Ciro, S-I-R-O.
Speaker: It is the number one app to record yourself and your team and just get feedback from it.
Speaker: It's also the app we use in our coaching program.
Speaker: We give all of the people on the program direct feedback from
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
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.
Speaker: Yeah, we'll have you.
Speaker: It'll show you on here that you have your time.
Speaker: It's like a writer decision and everything.
Speaker: So we have that, you have that.
Speaker: So yeah, it's not to lock you in, but yeah, we'll get you copies of all that.
Speaker: Okay, I don't understand why I have to sign them.
Speaker: You know?
Speaker: Yeah.
Speaker: No, you will.
Speaker: Yeah.
Speaker: Yeah.
Speaker: But I have to sign something though.
Speaker: Yeah.
Speaker: Yeah.
Speaker: But if I don't do that certain time, then I'm really, you know, we won't walk in first.
Speaker: We need to make sure we can do it.
Speaker: And then, yeah, then let's make sure you're coming out.
Speaker: And just a little bit of context for this.
Speaker: Um, we're going back and forth and you can hear this guy does not want to sign anything today.
Speaker: And some cases, yeah, you got to step back, give people their time, whatever.
Speaker: You can't close everyone at the end of the day.
Speaker: I think you should make some attempts to push it forward.
Speaker: But some people, no matter what, yeah, you're going to need to give them the time to think about it.
Speaker: But just some context for this one.
Speaker: This guy, I had been back three times, I believe, at that point.
Speaker: This was the first sit-down full appointment we'd done.
Speaker: But he'd rescheduled two times and I did have to drive for this deal.
Speaker: We had done a blitz.
Speaker: Then I came back to San Diego, and then I drove back up for this appointment.
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.
Speaker: Right.
Speaker: So I definitely did have that mindset, which I think is a good mindset to have.
Speaker: Sometimes I'm just like, man, this guy rescheduled.
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.
Speaker: So that's where I was coming across.
Speaker: Yeah.
Speaker: Well, they have us do it before just because it's part of his liability.
Speaker: Like if someone, what if someone falls on the roof?
Speaker: I mean, we don't want that on your insurance.
Speaker: We want that on our insurance.
Speaker: Well, I thought you guys are covered on your insurance anyway.
Speaker: Maybe you do work on the field.
Speaker: Yeah, we are.
Speaker: But like the forums, it's given us like, you know, permission allowing us to cover that.
Speaker: So, yeah, we submit it with you.
Speaker: So this probably should have a better explanation.
Speaker: Yeah, I mean, that is true.
Speaker: These forms, it's gives us liability to go and, you know, do the actual project.
Speaker: And part of that, I would say part of the project includes the site survey.
Speaker: So that's part of them signing.
Speaker: It gives us permission to do our thing, send guys out there and everything.
Speaker: So I think that's a good little explanation.
Speaker: as to why we're sending people out there to do a site survey.
Speaker: Okay, can I have a couple days to think about it before I sign anything that I want to read?
Speaker: Well, you will.
Speaker: We get your copies of all this, Jeff.
Speaker: Yeah, but you said I have to sign you.
Speaker: Yeah, you will.
Speaker: It's going to show on there, though.
Speaker: Yeah, but I think it's going to have a couple days to think about it before I do this paperwork.
Speaker: I'm really worried about signing things, okay?
Speaker: I got in trouble with that before.
Speaker: Because maybe I didn't ask the right questions or I didn't understand.
Speaker: Okay.
Speaker: Yeah, they have us submitted with you.
Speaker: But so far, I like everything that you showed me and talked to me about.
Speaker: I really like it.
Speaker: Okay.
Speaker: I'm interested.
Speaker: Yeah, I mean, as long as everything is exactly how I said, nothing more, nothing less.
Speaker: Right.
Speaker: I explained everything in detail, what you like.
Speaker: Okay.
Speaker: Yeah, so that's good.
Speaker: You don't give me any questions or uncertainty.
Speaker: Okay.
Speaker: Good.
Speaker: Okay.
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.
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.
Speaker: I'm interested in it.
Speaker: Everything sounds good.
Speaker: You've explained everything great.
Speaker: So when they're saying that,
Speaker: They just they're telling you they want to do it.
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.
Speaker: OK, so that's kind of like a different scenario.
Speaker: Some people want to think about it.
Speaker: They're not totally sold and you still need to go through things.
Speaker: You need to figure out what they're uncertain about.
Speaker: But some people like this guy
Speaker: They are sold.
Speaker: You answer their questions.
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.
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.
Speaker: But just tell them like, look, we're going to take care of you.
Speaker: This is going to be great.
Speaker: Worst case scenario, yeah, you can cancel like you got it.
Speaker: You got to explain to them, especially when they're super worried like this.
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.
Speaker: OK, this kind of a personality type.
Speaker: Forget what it is, but the maybe tiger, but people that just want to be reassured and, you know, lots of social proof.
Speaker: That's the vibes I was getting from this guy.
Speaker: Oh, no.
Speaker: Is there a way to just think about it first before I sign anything?
Speaker: I don't think so, unfortunately, just for liability.
Speaker: It's going to show you on there.
Speaker: It's not to lock you in.
Speaker: You still have plenty of time to think about it and ask any other questions because we still have to approve it.
Speaker: It's going to show it out on the document, too.
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?
Speaker: No, just before we come put it up there.
Speaker: Like, don't change your mind when we're up there on the roof.
Speaker: But yeah, as long as it's approved.
Speaker: I like that idea, signing.
Speaker: Does everyone get a couple days to think about it first and get back with you?
Speaker: You know, then we can do the same work to sign.
Speaker: You know, not to get locked in, but just to get started.
Speaker: You know, can we do that?
Speaker: Yeah.
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?
Speaker: Like people want to procrastinate their decisions, but your job is to push them past that, push them past the point, right?
Speaker: Not be pushy, but just help them make the decision.
Speaker: How many people are going to procrastinate?
Speaker: How many people are never going to do anything?
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.
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.
Speaker: I mean, this guy was on a discount with utility company out here and we're giving them a battery.
Speaker: He was still saving, I think about 20% off his bill with a discount on his current utility bill.
Speaker: So it's like, I have the belief that we're helping them.
Speaker: We should all have that same conviction.
Speaker: And that allows us to push further than we thought.
Speaker: Okay.
Speaker: If we know deep down that we're serving that person, we're helping them.
Speaker: It's our job to give them the good thing, right?
Speaker: It's just like, I did a two-year mission for my church.
Speaker: People say no, no, no, no.
Speaker: But I believe that I'm literally saving their souls.
Speaker: Hey, so maybe you're not that convicted with solar, but we should be very convicted that we're helping people immensely.
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.
Speaker: Because if you don't have that belief, how can you get other people to do it?
Speaker: And if you have a house and don't have solar on it,
Speaker: You got to check yourself right there.
Speaker: You should get solar on your house.
Speaker: How are you going to convince people to do it if you don't do it yourself?
Speaker: OK, so just my two cents.
Speaker: But that's what that's why you see me keep going, going, going, because I really believe this guy is benefiting.
Speaker: And I've seen people pass on solar and just because I didn't get them to the point where I
Speaker: they had the beliefs themselves and sometimes they don't end up ever doing it.
Speaker: So I think it's my duty to get Jeff in this case, that point.
Speaker: I don't think so, unfortunately.
Speaker: Well, they're trying to wrap up everyone here in the same area.
Speaker: And you have to think about it anyways.
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.
Speaker: But again, you'll still have plenty of time to think about it.
Speaker: It's not the law camp or anything.
Speaker: And I'll show you where it says that.
Speaker: The state has to give you time to think about it.
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.
Speaker: When I told them there's battery incentives going on, that's not a lie.
Speaker: Our company at the time of this recording, they are actually doing a battery incentive.
Speaker: The ends, I think, two, three weeks from now, the time of this recording.
Speaker: So create incentives, create reasons that they should do it right now.
Speaker: We're recording this during the holiday season.
Speaker: You probably have holiday promotions you can do.
Speaker: If you don't have any, create some yourself.
Speaker: Create some type of holiday promotion, a reason they should do it right now.
Speaker: And then the other thing you heard me say is we're trying to wrap up everyone in the same area.
Speaker: That's not a lie either.
Speaker: It's like, yeah, we can do people wherever at any time.
Speaker: But we had just got done with a blitz.
Speaker: We did have several site surveys scheduled in that area.
Speaker: So it makes sense from a business standpoint.
Speaker: You probably want to get everyone scheduled as a group.
Speaker: So that's not a lie either.
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.
Speaker: Yeah, it's a state law that we have to give them to think about it.
Speaker: So it's going to show in these documents, like, you know, your time that you have and everything.
Speaker: It's called a right of rescission.
Speaker: So you have your right of rescission and we'll solve the same.
Speaker: What kind of home do you have?
Speaker: So I think on their forms, it's going to show 10 days.
Speaker: Yeah.
Speaker: Okay.
Speaker: You're not going to call me tomorrow and tell me to change your mind, though, right, Jen?
Speaker: No, no.
Speaker: Okay.
Speaker: I have 10 days, huh?
Speaker: Yeah.
Speaker: Starting today.
Speaker: Yeah.
Speaker: And even then, technically, you have more than that, but that's just what the legal documents are going to show.
Speaker: Yeah.
Speaker: OK, and here this is a part.
Speaker: Yeah, I definitely wouldn't recommend telling people they can cancel whenever.
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 is good.
Speaker: I think people should have a point where they have to pay penalties and fees.
Speaker: So whatever.
Speaker: I know some installers don't enforce that.
Speaker: I know sometimes it's a hassle to get people actually pay these cancellation fees.
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.
Speaker: Um, I think that's a mistake I made here.
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.
Speaker: Spoiler alert, I do end up closing this one.
Speaker: Hey, but, um, we're at, um,
Speaker: Uh, we were finishing up a competition.
Speaker: I'm trying to get this thing in.
Speaker: So closed up soft, but I think next time I should have just said, Hey, it is 10 days.
Speaker: Our, our contract does have a 10 day, right?
Speaker: A rescission in there.
Speaker: I know for a lot of people, sometimes three days, um,
Speaker: Five days I've seen, but ours, we're doing a PPA.
Speaker: It actually does have 10 days.
Speaker: So I was explaining that to them and I was telling them that you can cancel whenever.
Speaker: But yeah, if you want to make sure they understand that there is a penalty, even if your company doesn't enforce it.
Speaker: Okay, so yeah, I'll get you a copy of that.
Speaker: And then... If I do, if I can, so...
Speaker: There'll be no charge of any kind, right?
Speaker: No.
Speaker: And this can show all that too.
Speaker: Okay, no charge or anything of any kind?
Speaker: Okay.
Speaker: No, you'll be super happy.
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.
Speaker: Get a car off the lot.
Speaker: Yeah, because like a car you have sitting right in front of you, you're getting it today.
Speaker: With this, it's a little more complex than that.
Speaker: Like we have to come see if we can even do it first.
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.
Speaker: But the people that do all this, they're called Everbrights.
Speaker: So that's the only thing that you're initialing.
Speaker: It's just showing what Everbrights terms are and all these numbers.
Speaker: So really, it's just so you have everything in writing.
Speaker: But yeah, they have no idea whether the project's actually going to be improved.
Speaker: It's just their terms and conditions that you can get copies of.
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?
Speaker: Yeah.
Speaker: And then I'll automatically get out of it.
Speaker: Yeah, we have to cancel on you.
Speaker: Okay, if that happens, yeah.
Speaker: Okay.
Speaker: Or if I let you know within 10 days, I just want to voicemail you or text you.
Speaker: Yeah, just give me a call.
Speaker: Like, hopefully, I mean, you can't think of any reason that you're going to prefer to go back to Editsend, right?
Speaker: No.
Speaker: Okay.
Speaker: Like, I get what you're saying.
Speaker: Just in case there's some crazy reason you didn't think of.
Speaker: And yeah, of course.
Speaker: Yeah.
Speaker: Of course.
Speaker: Okay.
Speaker: I'll definitely need your business card.
Speaker: Yeah, I'll get it to you.
Speaker: Name your company.
Speaker: Yeah, okay, fine.
Speaker: Okay.
Speaker: OK, so you can see he's finally, finally, finally getting over the hump here.
Speaker: He's finally agreeing to go forward with it.
Speaker: Took, I think that was what, 10 minutes going back and forth trying to get this guy to take action.
Speaker: And sometimes that's what it's going to take.
Speaker: Ideally, you want to just have people committed, do it now.
Speaker: Sometimes I always think of it as a funnel, like when we're filling out the application.
Speaker: Usually I want people thinking that, OK, it's not like I'm 100% doing it today.
Speaker: But then really by the end, that's when you should be buttoning it up.
Speaker: Right.
Speaker: Hopefully by the end of the contract, they know that they've signed up fully.
Speaker: But I've just always found that if you can get
Speaker: If you can get people, you know, get your foot in the door, start building that momentum, getting those yeses.
Speaker: Then it's like once you've submitted the application, ran their credit, pulled up the documents, you've done all this work.
Speaker: It's like, okay, we're almost the finish line.
Speaker: Let's get through the, let's get through these documents, get through the forms, always call them forms, right?
Speaker: And then usually by the end, people realize, okay, we're doing this.
Speaker: Everything sounds good.
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.
Speaker: But other than that, we're full force doing this.
Speaker: Hey, so probably a little bit softer close than I should have done.
Speaker: This guy has not canceled up to this point.
Speaker: It's been, I think I want to say eight days.
Speaker: You know what?
Speaker: Yeah, seven or eight days.
Speaker: So it's been almost 10 days.
Speaker: Can't knock on wood.
Speaker: I hope I'm not cursing myself by posting this before his right of right of rescission has ended.
Speaker: But so far, so good.
Speaker: And really, it just takes you got to nurture the deal after.
Speaker: Right.
Speaker: Like drop them off a gift.
Speaker: Call them.
Speaker: I have been on the phone with this guy several times after the close.
Speaker: So that's why I think we're good to go, because it's not like I haven't heard from them.
Speaker: I have been talking to them.
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.
Speaker: Maybe put them in touch with people that have gone with your product that have put the solar up on the roof.
Speaker: That's a great way to get them even more solidified and just make sure you're giving them the weekly updates.
Speaker: OK, so hopefully that helped.
Speaker: It wasn't a perfect close.
Speaker: I'm sure people listen to this and hear things that I didn't do as well.
Speaker: It was a little softer than it should have been.
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.
Speaker: Give them encouragement.
Speaker: Make them feel good about it.
Speaker: Remember people buy with emotion and justify it with logic.
Speaker: So you need to get that emotion involved.
Speaker: get that future pacing going.
Speaker: Hey, wouldn't it be nice?
Speaker: Imagine you're sitting in your home two years from now.
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.
Speaker: Wouldn't that be nice?
Speaker: Yeah, be awesome.
Speaker: So that's what we're going to do for you today.
Speaker: You're going to love it.
Speaker: Trust me, I have it on my own house, which I do.
Speaker: I always bring that up.
Speaker: And you're going to love it.
Speaker: It's so nice to have that peace of mind, especially for the future all uncertain we have with inflation.
Speaker: rising costs, all the surcharges the utility imposes on us.
Speaker: This is going to be awesome for you.
Speaker: I'm excited.
Speaker: Sign here.
Speaker: Let's do this.
Speaker: Except don't say sign, say autograph.
Speaker: So hopefully that helps.
Speaker: Make sure you're tuning into the next episodes.
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.
Speaker: Thanks for your support.
Speaker: We will see you on the next episode.
Speaker: Hey, solopreneurs, quick question.
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