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How To Make Your Competitors Fear You And Win Every Deal
45 Plays6 years ago
On this episode of the Solarpreneur podcast, we're going to cover 4 key strategies you can implement to ensure that you never lose a deal to another competitor again.
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Transcript
Introduction and Overview
00:00:00
Speaker
on this episode of the solarpreneur podcast we're going to talk about how to win every competitive situation and make your competitors actually fear you coming right up look in the solar business there's really only two types of people there's the ones that crush it make six seven and eight figures and then there's everyone else the question is which one will you be
00:00:22
Speaker
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.
00:00:34
Speaker
So how do these solarpreneurs do what they do and what makes them so successful?
00:00:39
Speaker
This podcast is your answer.
00:00:42
Speaker
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.
00:00:54
Speaker
Welcome to the Solarpreneur Podcast.
Meet the Hosts: James and Joseph
00:01:00
Speaker
What's up, Solarpreneurs?
00:01:02
Speaker
This is James Swiderski, and on the show today, I've got Joseph Nguyen with me.
00:01:07
Speaker
What's up, Joseph?
00:01:08
Speaker
Hey, what's going on, James?
00:01:10
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Glad to be here.
00:01:11
Speaker
Awesome, man.
00:01:12
Speaker
He's going to be on the episodes a lot, so he's no longer a guest.
00:01:15
Speaker
He kind of fills the co-host spot on this.
00:01:19
Speaker
We're going to be putting out a lot of consistent content for you guys and have some very exciting stuff to go over as well.
00:01:25
Speaker
But
00:01:26
Speaker
Before we get into that, those of you that are new, the solopreneur podcast does one simple thing.
00:01:33
Speaker
It's the number one podcast for solar selling professionals.
00:01:38
Speaker
Whether you're in this industry, you're looking to get into this industry.
00:01:42
Speaker
This is the place to be where you're going to learn the best sales, marketing strategies, mindset, anything that you need to be successful, make six, seven, or eight figures in this industry.
00:01:53
Speaker
So if that sounds like you, you're in the right place.
00:01:57
Speaker
Joseph, what are we talking about today, man?
Strategies to Dominate the Solar Industry
00:02:00
Speaker
Bro, I am excited today because today, guys, we're going to talk about the four strategies to eliminating your competition in the solar industry.
00:02:08
Speaker
Just completely eradicate them.
00:02:10
Speaker
basically make them irrelevant, right?
00:02:12
Speaker
Because a lot of times people get multiple bids, you go into a price war, right?
00:02:17
Speaker
And it's just not fun for anyone.
00:02:18
Speaker
It's not good for the company.
00:02:19
Speaker
It's not good for you.
00:02:20
Speaker
It's not good for the customer either because a lot of times if you go into a bidding war, the installers do a worse job because everyone gets a pick.
00:02:27
Speaker
a cut, it's just a race to the bottom, right?
00:02:30
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And no one wants to be there.
00:02:31
Speaker
So in this episode, we're going to give you guys those four strategies to basically eliminate the competition, not sell on price, but something even more important, and that actually gets them to pull the trigger faster to get solar.
00:02:43
Speaker
Sweet.
00:02:44
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No, I love it.
00:02:45
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Guys, I've been in situations, you know, many of you know, I started selling in Salt Lake City, Utah, and that market's been hit really hard on solar.
00:02:55
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It's next to San Diego.
00:02:57
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Everybody knows about solar over there.
00:02:59
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And one of the biggest problems with that market is everybody's got quote after quote, we're talking eight, nine, 10, sometimes 14 plus quotes in a bidding situation.
00:03:11
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And your ability to differ yourself from the competition is absolutely everything.
00:03:16
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It's crucial to winning a deal like this.
00:03:19
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And the truth is, right, this episode, the strategies in this won't be for everybody because some markets are wide open.
00:03:26
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Nobody knows about solar.
00:03:28
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Some markets are completely saturated.
00:03:30
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Some markets are less saturated.
00:03:32
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But what I can tell you is when you have another bid on the table, when a homeowner has gotten two, three quotes, how are you going to differ yourself from the competition?
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And more importantly, how are you going to cause that homeowner to feel urgency
00:03:48
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When they didn't feel it before.
The Environmental Mission of Solar
00:03:50
Speaker
So without further ado, let's dive into the four strategies on how to eliminate your competitors, get them to fear you instead of the other way around, which number one is to change the way that you frame the solar pitch.
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We call this right.
00:04:05
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The environmental pitch in solar and more specifically through some of the training that we use, we call it the moral authority frame.
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What this means is
00:04:14
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is we're going to sell solar in a way that causes the homeowner to feel emotionally attached, emotionally invested, and make them to feel that moral obligation to get solar for the right reasons.
00:04:28
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The funny thing is that I've noticed a lot with presentations and appointments, and a question I've been asking my prospects is, why do you think solar was invented?
00:04:38
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I'll just ask them that.
00:04:40
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And the answers are pretty hilarious, right?
00:04:43
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They realize really quickly that solar wasn't created just to save money.
00:04:47
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It wasn't created to save them $15, $20 a month or $20,000 over the long haul.
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Solar was created to save the planet, to impact the environment, allow people to have more purpose, and feel like they're really doing a better job to leave the planet a better place than it is.
00:05:06
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This is the primary reason of solar.
00:05:08
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Money is a byproduct of that.
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Just like anything, especially in business, money is going to be a byproduct of value.
00:05:16
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Solar is the value that you provide being able to save that environment.
00:05:19
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And the homeowner is compensated, almost rewarded for doing that good deed with saving $20,000 plus on their solar system.
00:05:29
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That's the way I view it.
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But Joseph is really big on this.
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He's one of the guys who's helped me frame my solar pitch differently.
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and some of our clients.
00:05:39
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And the results have been incredible with how this works, just because of the power of really selling solar for the reason it was invented.
00:05:47
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It trumps over every single one of your competitors who are focused on that price race to the bottom.
00:05:53
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Pretty much.
00:05:54
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You hit the nail on the head there, James.
00:05:56
Speaker
And it's funny because no one really buys solar for solar itself.
00:06:03
Speaker
People really don't care about the technology that goes into it that much.
00:06:07
Speaker
It's more about
00:06:08
Speaker
It's not about solar.
00:06:10
Speaker
It's about what solar can do.
00:06:12
Speaker
And so people always forget why solar was invented.
00:06:15
Speaker
And it's just, it's hilarious, like James was saying, to ask people, and they always feel really silly once you do.
00:06:21
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And so it's a really good question to ask to throw your prospects off and to differentiate yourself at that very moment because all these other solar reps are going to sell solar based on price, and that's all they know.
00:06:33
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And so if you come in there with a more authority frame of speaking about the purpose of solar, like for example, guys, like
00:06:40
Speaker
There's over 10 million people every single year dying from airborne pollution illnesses, right?
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10 million people.
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That's a ridiculous amount.
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It shouldn't be like that.
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And the primary reason why is because of the fossil fuels that were burning.
00:06:56
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Like especially in China, if you look at the smog there, you can't even see past like a couple hundred yards.
00:07:01
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Like if you're a parent, right, with a child in China, usually parents have to put on a mask, like a medical mask, in order for their children to
00:07:12
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just take their children to like grocery shopping or dropping them off at school.
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Like it's that bad.
00:07:16
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And so we always forget, especially living in the U S but like some places like San Diego, it's, it's pretty bad too.
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And you can see that.
00:07:24
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But in most places, like the pollution isn't that bad, but around the world, it's really, really, really terrible.
00:07:29
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And it affects us in the U S here as well.
00:07:32
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Like a lot of the, um,
00:07:34
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the weather patterns that we see in the U.S. are caused by a lot of the pollution and all that stuff from China because it's shifting the weather patterns now.
00:07:43
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And so, like, we're seeing more hurricanes, more tornadoes, like, more natural disasters, and it's kind of getting out of control.
00:07:49
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And so, like, that's a huge, huge reason why...
00:07:52
Speaker
solar was invented to just try to prevent a lot of these deaths, right?
00:07:56
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Like it's all preventable and we caused it in the first place.
00:07:59
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And so it's like helping these homeowners take responsibility, not for themselves, right?
00:08:04
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But for their family, their community, right?
00:08:06
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For everyone, not just like their local community, but like everyone on this earth as well.
00:08:10
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There's just so many reasons to do so.
00:08:12
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And if they do take responsibility for that, right, they become like an environmental hero.
00:08:16
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That's how you can position yourself.
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and how you can help elevate your prospects.
00:08:21
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Call them environmental heroes.
00:08:22
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Everyone wants to be a hero.
00:08:24
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They want to leave a legacy for their children.
00:08:26
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When they drive their kids home from school, one of the things that their parents can be proud of that's on their house is solar.
00:08:32
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The kids are going to ask, why did you put solar on there?
00:08:36
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What's the purpose of putting solar up there, dad or mom?
00:08:38
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And then you can explain.
00:08:40
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The homeowner can then explain, the parent can then explain to the child, this is why we're doing solar.
00:08:44
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We're saving the planet.
00:08:45
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We're saving lives here.
00:08:47
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you know, and the child would really, it's a chance to really teach the children.
00:08:52
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It's just
00:08:54
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Create a better environment for the children to just live in this world.
00:08:59
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And it's just such an important thing to know.
00:09:01
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And no one really talks about that, like ever.
00:09:04
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I thought everyone would talk about the solar industry, right, James?
00:09:07
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I came in here and I was like, oh, everyone's so environmentally friendly.
00:09:11
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Everyone's so purpose and mission driven.
00:09:13
Speaker
Nobody gives two freaks about the environment, dude.
00:09:17
Speaker
I'm like, what?
00:09:19
Speaker
Pretty funny.
00:09:19
Speaker
And that's I sold solar for over a year without ever really getting into the
Sales Techniques: Decision Making and Control
00:09:24
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environment side.
00:09:24
Speaker
I kind of mocked it even.
00:09:26
Speaker
And once I started framing it that way, man, sales went up.
00:09:30
Speaker
Everything went up from there because you just can't compete it.
00:09:33
Speaker
You can't trump this card.
00:09:35
Speaker
You can't come at it and say you only care about price because that's going to make the homeowner look like a bad guy now.
00:09:41
Speaker
And they don't want to look like a bad guy.
00:09:44
Speaker
Exactly.
00:09:44
Speaker
Yeah, you can't tell Mother Teresa she was wrong or Martin Luther King that he was wrong.
00:09:49
Speaker
That's the exact thing that, you're using the exact frame that those two people used, right?
00:09:53
Speaker
Oh yeah, dude.
00:09:54
Speaker
And they revolutionized the whole entire world.
00:09:56
Speaker
This country ended segregation and those types of things.
00:09:59
Speaker
You're literally using the exact same tool that they're using.
00:10:02
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So just take that into consideration there.
00:10:04
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Super key.
00:10:05
Speaker
Yeah, no, that's good.
00:10:07
Speaker
That's good.
00:10:08
Speaker
So the next part of this, guys, number two is sell the prospect on a decision being made.
00:10:14
Speaker
Or in other words, put the weight on a decision, not a yes.
00:10:19
Speaker
A lot of...
00:10:20
Speaker
sales guys put all the weight on, I'm gonna help them go solar, right?
00:10:25
Speaker
And the problem with that is one, your prospect's going to feel a lot of tension.
00:10:32
Speaker
They're going to feel a lot of pressure and urgency, right, to make a decision.
00:10:37
Speaker
They're gonna feel uncomfortable, like they're being hard sold something, right?
00:10:41
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And most, 99% of sales pros are gonna be doing this.
00:10:45
Speaker
So when they get lots of other bids, they're gonna feel like they're being hard sold, right?
00:10:51
Speaker
So the way you're going to differ yourself from the competition here
00:10:55
Speaker
is simply to tell the prospect that it's okay to give you a no and it's okay to give you a yes, but you don't want to hear some sort of fluffy answer like, I need to think about it or this sounds interesting, but we need to sleep on it or I need to talk to the wife, right?
00:11:11
Speaker
You're going to say the decision needs to be made here.
00:11:13
Speaker
And my job is to help you make that decision one way or the other.
00:11:17
Speaker
I'm not here to sell you solar.
00:11:19
Speaker
I'm here to help you make a decision.
00:11:21
Speaker
That's your job as the closer, as the consultant.
00:11:24
Speaker
By doing this and setting the agenda, you're going to be light years ahead of any of the competitors out there because they're going to come at it the same way that their companies are doing, which is
00:11:35
Speaker
Give you a hint.
00:11:35
Speaker
If you haven't figured out, most companies and company owners kind of fall into the industry and do things one way and they never branch out of that pattern.
00:11:44
Speaker
So when it comes down to it, it's like the blind are leading the blind.
00:11:47
Speaker
Nobody knows what the hell they're doing and they're stuck in this pattern.
00:11:51
Speaker
So by breaking this pattern, saying that it's okay for a no and that you're okay and giving the prospect permission to reject you,
00:12:00
Speaker
right?
00:12:00
Speaker
Which let's be real, right?
00:12:02
Speaker
Like nobody likes rejection and we'll talk about that in a future episode, but you've got to put rejection out on the table because whether your prospect says it or not, you're going to be rejected or accepted.
00:12:15
Speaker
It happens every single time.
00:12:17
Speaker
You're going to win the sale where you're not going to win the sale, of course.
00:12:21
Speaker
So sell the decision, not solar.
00:12:25
Speaker
Anything you want to say on that one, Joseph, before we move?
00:12:27
Speaker
Yeah.
00:12:27
Speaker
So pretty much it's like,
00:12:29
Speaker
no one likes to be sold, but everyone loves to buy.
00:12:34
Speaker
So by abiding by this principle, right, if you go over to a prospect's house, they know for damn sure you're going to sell them something, right?
00:12:43
Speaker
So they're already on edge, and no one likes to be sold, and they have their walls up, their guards up, and so the way that you can...
00:12:52
Speaker
put down their guards or break through those walls is by telling them that it's okay, like James said, to say no.
00:12:59
Speaker
And as soon as you give them that option, when they have full autonomy, right, everyone loves to be in control.
00:13:04
Speaker
And so when you give them that, right, and they can now make the decision,
00:13:09
Speaker
now they're like, oh, I can choose whether I go solo or not.
00:13:12
Speaker
He's not forcing me.
00:13:13
Speaker
Oh, you know what's cool about that though, about control?
00:13:16
Speaker
Let me ask you this.
00:13:17
Speaker
Who actually has control in that situation?
00:13:19
Speaker
Is it you or
Understanding and Countering Competitors
00:13:20
Speaker
the prospect?
00:13:20
Speaker
It's kind of a trick question, right?
00:13:24
Speaker
They think they have control, but you're the one who set the agenda.
00:13:27
Speaker
So you have the ultimate control there.
00:13:30
Speaker
Super ninja tactic there.
00:13:32
Speaker
Oh yeah, it's so good.
00:13:33
Speaker
It's like telling a child like,
00:13:35
Speaker
Because children never want to go to sleep early, right?
00:13:38
Speaker
So it's like, instead of telling the child, hey, go to sleep now, and they'll be like, no, I don't want to go to sleep.
00:13:42
Speaker
It's like, hey, hey, little Jimmy, which pajama do you want to put on to go to bed?
00:13:47
Speaker
Do you want the blue one or the green one?
00:13:50
Speaker
And he's like, oh, I want the blue one.
00:13:51
Speaker
And so boom, you already got him in bed.
00:13:53
Speaker
But the child now made that decision, and it feels like he made it on his own.
00:13:57
Speaker
But who had the control, right?
00:14:01
Speaker
So that's how you can become like a master framer.
00:14:03
Speaker
Yeah.
00:14:04
Speaker
No, just master chess right here, man.
00:14:06
Speaker
That's all it is.
00:14:07
Speaker
Absolutely.
00:14:09
Speaker
Number three, guys, this one's pretty cool.
00:14:12
Speaker
And this is where I learned a lot of these things.
00:14:14
Speaker
Super tactical stuff takes a little bit of work as everything else is worthwhile.
00:14:19
Speaker
But this is going to give you the most amount of edge on your competitors because let's be real, right?
00:14:24
Speaker
Every market's different.
00:14:26
Speaker
I haven't sold in every possible solar market, I've sold in many, but you know your market better than anybody else.
00:14:33
Speaker
What's gonna give you that edge is doing this strategy, which is to know more about your competitor than they know about themselves.
00:14:41
Speaker
I know this after coaching so many solar reps through the years here that most solar reps don't know how to sell.
00:14:49
Speaker
They don't know their product, they don't know their company, right?
00:14:53
Speaker
They don't know solar and they don't know how to communicate with the homeowner.
00:14:57
Speaker
So by you mastering yourself first, mastering your skills, you can then go and develop a knowledge base of your top competitors in the marketplace.
00:15:07
Speaker
One of the ways I initially did this was with one of my initial mentors in the industry.
00:15:12
Speaker
His name was also James.
00:15:13
Speaker
And on a quarterly basis with our company here in Utah, he would actually go out and get quotes for solar for his house.
00:15:23
Speaker
Or he would do his family's member's house if he needed to.
00:15:26
Speaker
He would get quotes from all the top solar companies and he would record the presentations.
00:15:31
Speaker
He would take detailed notes on all the details of the pricing, all the parts that the competitors were doing, what their pitch was like.
00:15:39
Speaker
And he would summarize it into a sheet for us at the sales team.
00:15:43
Speaker
We would then dissect these and we'd have a full printed out summary of what this company does, what they offer, what they offer, how long their presentation was, all of the details that you would want there.
00:15:54
Speaker
And then what I did above that is, and I used to study Tim Ferriss a lot at this time, I would ask myself the question that Tim talks about in his books like Tools of Titans and whatnot.
00:16:07
Speaker
They're really good.
00:16:07
Speaker
You should check them out.
00:16:09
Speaker
He would ask him this question.
00:16:11
Speaker
What if I were to do the opposite for 48 hours?
00:16:16
Speaker
I started thinking, if this is what the competition's doing and we noticed everybody was very similar to what they were doing, what if I experimented and did the exact opposite of what they're doing for the next couple of days here?
00:16:31
Speaker
So one thing I noticed was everybody's presentation was almost two hours.
00:16:38
Speaker
And this is where I got the idea and I had initially tested the 20 minute presentation that I'm pretty known for in the industry and I continue to teach to my clients and my own team that we use with great effect.
00:16:50
Speaker
And boom, I struck gold.
00:16:53
Speaker
By coming in with a 20 minute presentation, I was immediately different from the competition because I knew exactly what the competition was doing.
00:17:01
Speaker
I was automatically going to stand out in my prospect's mind.
00:17:05
Speaker
This is really the foundation and how I developed the entire solar Spartan system as well.
00:17:10
Speaker
And my training methodology was by finding what competition is doing, doing the opposite, finding out what is working effectively and applying that into one streamlined distilled system.
00:17:21
Speaker
So.
00:17:22
Speaker
Go do some research on your competitors.
00:17:25
Speaker
You don't have to get bids, but if you can get as much detail as you can, summarize that and figure out what you can do to differ yourself from what they're doing.
00:17:33
Speaker
It's all about doing research, right?
00:17:36
Speaker
Joseph, you're the big research man.
00:17:39
Speaker
I am.
00:17:39
Speaker
That's all I do all day.
00:17:41
Speaker
The more you know, right, it's basically like the more you learn, the more you earn, right, Warren Buffett.
00:17:48
Speaker
That's extremely applicable in this case.
00:17:51
Speaker
And it's like the perfect quote that can sum this up is from Sun Tzu, right, Art of War.
00:17:56
Speaker
He says, if you know the enemy and know yourself, you need not fear the result of 100 battles.
00:18:03
Speaker
If you know yourself but not the enemy, for every victory gained, you will also suffer a defeat.
00:18:08
Speaker
If you know neither the enemy nor yourself, you will succumb in every battle.
00:18:14
Speaker
I feel like I'm supposed to drop the mic right now.
00:18:17
Speaker
What the hell?
00:18:22
Speaker
So, so good.
00:18:23
Speaker
Know the enemy more than you know yourself.
00:18:27
Speaker
But you also have to know yourself.
00:18:29
Speaker
You can't leave that part out.
00:18:31
Speaker
Right?
00:18:32
Speaker
So find out what the enemy or your competition is doing so that you can counter... Like, imagine if you played chess and you knew the exact moves that your opponent was going to do every single time.
00:18:42
Speaker
Would you not win every single time?
00:18:44
Speaker
Right?
00:18:45
Speaker
And it's in that exact same way.
00:18:46
Speaker
Find out what they're doing and then
00:18:49
Speaker
Do the opposite.
00:18:49
Speaker
That's like, if you want to know how to stand out, that's how you do it.
00:18:53
Speaker
Most people are lost because they don't know what the competitor is doing.
00:18:56
Speaker
So how are you supposed to stand out?
00:18:57
Speaker
Oh, dude, dude, this is where it gets real crazy.
00:18:59
Speaker
And when you could go talk to a homeowner and literally identify and tell them the experience that they've had working with the other people, it's over.
00:19:09
Speaker
Oh yeah.
00:19:09
Speaker
When they know you understand them on that deep level, they're like, shit, like this guy knows his stuff.
00:19:16
Speaker
Yeah.
00:19:16
Speaker
Only true masters know their competition.
00:19:19
Speaker
Right.
00:19:19
Speaker
Like no newbie is going to come in and understand the full spectrum of the industry.
The Importance of Status in Sales
00:19:24
Speaker
And you can tell within minutes if someone's been in the industry for long enough.
00:19:28
Speaker
And you don't have to be in the industry for long to seem like you're in the industry forever.
00:19:34
Speaker
You can do it in a matter of a month.
00:19:35
Speaker
Right.
00:19:36
Speaker
You can do it in a day.
00:19:37
Speaker
Yeah.
00:19:38
Speaker
Research these companies and just call them on the phone.
00:19:40
Speaker
Right.
00:19:41
Speaker
You can learn more about those companies.
00:19:43
Speaker
And man, you're going to you're going to learn a lot big time.
00:19:47
Speaker
Yeah.
00:19:47
Speaker
Yeah.
00:19:48
Speaker
Guaranteed.
00:19:49
Speaker
Sweet.
00:19:50
Speaker
Last part, guys.
00:19:51
Speaker
Point number four here is increase your status.
00:19:54
Speaker
Okay.
00:19:56
Speaker
With some of these things we talked about, status is what's going to be the binding glue to all of this.
00:20:02
Speaker
You're going to have a hard time selling your prospect on the decision, asking them bold questions like to make a yes or no decision today.
00:20:11
Speaker
being bold enough to basically frame them as kind of slightly guilty, right?
00:20:18
Speaker
On not taking care of the environment, right?
00:20:20
Speaker
How to be able to frame them with that moral authority pitch as well.
00:20:26
Speaker
Being able to go and research your prospects.
00:20:28
Speaker
This is all going to require your status to be higher.
00:20:31
Speaker
And the bottom line is this, people buy from people who have higher status.
00:20:36
Speaker
There's been so many studies on success
00:20:39
Speaker
and the importance of status, what it can do for you in a business scenario, what it could do for you romantically, it doesn't matter.
00:20:47
Speaker
Status is absolutely king, especially in sales.
00:20:51
Speaker
People want to know they're being trust, they could trust you as an expert, right?
00:20:56
Speaker
As a trusted advisor, as a solar advocate to help them make the right decision.
00:21:01
Speaker
Your status needs to be on point.
00:21:03
Speaker
Some of the ways you can build up that status is, of course, being knowledgeable and an expert about you and your competition.
00:21:09
Speaker
That's a given.
00:21:09
Speaker
If you don't know solar, you're screwed.
00:21:12
Speaker
If you don't know your competitors, you're also screwed as well.
00:21:17
Speaker
But next to that is professionalism.
00:21:19
Speaker
Having your pitch sharp, down pat, 20, 30 minutes, 40 minutes at the top, right?
00:21:25
Speaker
Being efficient with the homeowner's time.
00:21:27
Speaker
Not wasting time talking about the dog and shit, right?
00:21:30
Speaker
Focusing on what is matter, the result, why you're there.
00:21:34
Speaker
Being bold enough to ask those ballsy questions.
00:21:37
Speaker
Asking for the sale.
00:21:39
Speaker
These are things that are going to increase your status.
00:21:42
Speaker
And if you wanna differ yourself immediately from the beginning,
00:21:46
Speaker
Come in there as a high status individual, as an alpha male type solar professional.
00:21:51
Speaker
It's game over at that point.
00:21:54
Speaker
Basically, James is saying you guys got to grow up hair.
00:21:57
Speaker
That's like the bottom line.
00:21:59
Speaker
It's like grow up hair to ask the questions, like become braver, more courageous, like do the things that no one else is going to do, right?
00:22:06
Speaker
That takes some balls.
00:22:08
Speaker
right that's like the bottom line all of this is going to take a massive amount of balls like we got to get some iron testicles here oh yeah because your your competition doesn't right everyone is soft in this industry always asking like always doing the like assumptive close like hoping that they'll just go along with it like no like make sure you tell them that they have to make a decision
00:22:31
Speaker
You know, it's not like just hoping and assuming that they're going to close.
00:22:34
Speaker
Think about, think about like, yeah, think about like some of your like celebrities, right?
00:22:39
Speaker
Take like Robert Downey Jr. for example, when he's playing, not even Iron Man, when he's just playing themselves or anybody like this.
00:22:47
Speaker
So alpha, so high status, knows what he wants and he doesn't give a fuck if you don't care, right?
00:22:54
Speaker
That's it.
00:22:55
Speaker
Bottom line, if you can have that level of status, you don't have to be a jerk, but people respect that and they respond to status.
00:23:04
Speaker
One of the guys I think and absolutely you should go study for status is Jason Capital.
00:23:10
Speaker
Go check out his higher status book.
00:23:12
Speaker
Fantastic read.
00:23:13
Speaker
He talks about everything from voice, body language, tonalities, how you walk.
00:23:18
Speaker
how you dress, how to make yourself appear to be more high status and get people to respond to you.
00:23:25
Speaker
Jason Capital, higher status, fantastic read.
00:23:30
Speaker
Yeah, that's awesome,
Review and Implementation of Strategies
00:23:32
Speaker
dude.
00:23:32
Speaker
I think that's pretty much it for this episode, man.
00:23:35
Speaker
I think we really nailed this one.
00:23:36
Speaker
That's the four strategies, guys.
00:23:39
Speaker
Pretty much of how to decimate your competition, make them fear you and win every single deal, right?
00:23:46
Speaker
So basically to sum up,
00:23:48
Speaker
The first strategy is to sell solar based on the environment.
00:23:53
Speaker
Talk about the purpose of solar and why it was created.
00:23:55
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Use the moral authority frame.
00:23:57
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There's no other frame that can defeat that frame.
00:24:00
Speaker
Just like Mother Teresa, just like Martin Luther King, use the same tool and strategy and frame that they use in order to affect change across generations.
00:24:08
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The second thing, sell the prospect on a decision being made and qualify their intentions before you even begin the presentation.
00:24:16
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It's so important to do that and to say that, hey,
00:24:20
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I am here to help you guys make a decision not to sell you on solar.
00:24:24
Speaker
You can tell me no.
00:24:25
Speaker
That takes balls.
00:24:27
Speaker
But that must be done so that you can eliminate 90% of the objections of what they'll say.
00:24:32
Speaker
At that point, they'll never say, oh, I got to think about it because you told them.
00:24:36
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Hey, Mr. Prospect.
00:24:37
Speaker
Yeah, they won't do it.
00:24:37
Speaker
You said in the beginning, yeah.
00:24:39
Speaker
What did I tell you in the beginning?
00:24:40
Speaker
I said that you had to make a yes or no decision.
00:24:42
Speaker
So what are we doing right now, right?
00:24:44
Speaker
And then the third thing, know more about your competitor than they know about themselves.
00:24:49
Speaker
at this point you have to go research you have to study right so just like Sun Tzu you gotta know your enemy in order to defeat them right multiple like every single time if you know them you can win every single time it's guaranteed right so you can just and that's another way that you can build status right and that's the fourth strategy increase your status there's multiple ways to do that like James said make sure you're an expert like if you go to a doctor's office
00:25:17
Speaker
Who's the expert, right?
00:25:18
Speaker
Immediately the doctor has higher status and you're not going to question him or her.
00:25:22
Speaker
You're not going to do anything that would disrupt them being able to help you, right?
00:25:27
Speaker
You are beta when you go to the doctor's office and that's exactly what your prospect will feel like if you have higher status.
00:25:32
Speaker
And make sure you're sharp, make sure you're punctual, right?
00:25:35
Speaker
Sharp as a tack.
00:25:36
Speaker
And then make sure your presentation is on point.
00:25:38
Speaker
If you can really decrease the time, not waste time, make it known that you are important, that you have a schedule that you have to abide by and that you're busy.
00:25:49
Speaker
Right.
00:25:50
Speaker
And a really easy way to increase your status is just say that you're busy.
00:25:52
Speaker
You have 20 minutes.
00:25:53
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You got to go to another appointment.
00:25:55
Speaker
And automatically, that's another time frame you can throw in there, which will automatically increase your status.
00:26:00
Speaker
But those are the four strategies.
00:26:02
Speaker
It just turns you into a machine, guys.
00:26:04
Speaker
That's what this is about.
00:26:05
Speaker
Just being an efficient, closing machine, that is what this is going to do.
00:26:09
Speaker
That's going to differ you from the competition.
00:26:11
Speaker
Because while they're trying to build rapport for two hours, you're in there getting the job done while they...
00:26:17
Speaker
Wanted you to come over in the first place.
Closing Remarks and Call to Action
00:26:19
Speaker
And that at the end of the day is what people will respect you for and why they will buy from you compared to Joe Blow at some no name solar company with some crappy product down the road.
00:26:30
Speaker
Right.
00:26:31
Speaker
Guys, that's it for the episode.
00:26:33
Speaker
Thank you for stopping by here.
00:26:35
Speaker
As always, leave a review.
00:26:37
Speaker
Help us grow this.
00:26:38
Speaker
We're going to put out a load of content.
00:26:40
Speaker
We're going to surprise you guys here in the couple coming weeks here.
00:26:45
Speaker
Make sure we're adding a ton of value to you guys, helping you grow in your sales and your marketing and all of that great stuff.
00:26:52
Speaker
And until next time, guys, keep crushing it and we'll talk to you soon.