Become a Creator today!Start creating today - Share your story with the world!
Start for free
00:00:00
00:00:01
This Technique Will Help You Sell More and Change Lives
92 Plays3 years ago
Thanks to our sponsor Pi Syndicate for this episode!
DOWNLOAD THE CHEAT SHEET HERE! TOP 10 MOST DOWNLOADED EPISODES OF ALL TIME
Recommended
Transcript
Introduction and Personal Journey
00:00:03
Speaker
Welcome to the Solarpreneur Podcast where we teach you to take your solar business to the next 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 fell.
00:00:19
Speaker
I teach you 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.
00:00:43
Speaker
What's going on, solopreneurs?
Goals of the Podcast and Importance of Breaks
00:00:45
Speaker
I'm Taylor Armstrong.
00:00:46
Speaker
I'm your host.
00:00:47
Speaker
Welcome back to the Solopreneur podcast.
00:00:49
Speaker
Hope you're doing awesome.
00:00:50
Speaker
As usual, if you are new to the show, we're here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry.
00:00:59
Speaker
We're coming up towards the end of the summer.
00:01:01
Speaker
If you're watching the video version of this podcast, I've got my Utah hat on.
00:01:05
Speaker
I'm a Utah football fan.
00:01:07
Speaker
And matter of fact, this weekend, I'm actually going out to a little football game.
00:01:11
Speaker
So it's important to take some time, recharge, especially if you've been grinding hard all summer.
00:01:16
Speaker
Take a weekend off, go do something to reset and make sure to manage your pipeline.
00:01:21
Speaker
Get those installs in.
00:01:22
Speaker
That's what we're dealing with over here in San Diego.
00:01:25
Speaker
We got a ton of deals closed, a ton of sales, but now we need to make sure they're getting to install.
00:01:30
Speaker
So that's what I'm up to.
00:01:31
Speaker
Hope you had an awesome summer, closed a lot of deals.
00:01:35
Speaker
And if you didn't push hard, then disregard that.
00:01:38
Speaker
Keep grinding.
00:01:39
Speaker
Keep getting those deals.
00:01:40
Speaker
Keep serving families because that's what we're all about in the solar industry.
Future Pacing in Sales
00:01:45
Speaker
So today's topic, I'm going to tell you about a little situation that came up last week at deal I closed.
00:01:51
Speaker
And before that, wanted to do our typical thanking for anyone who has shared the podcast, anyone who has spread the word means so much.
00:02:00
Speaker
And that is how we grow the show.
00:02:01
Speaker
So real quick, wanted to thank Sam Manley 904.
00:02:05
Speaker
He left us a great review over on Apple.
00:02:09
Speaker
He says top notch content.
00:02:11
Speaker
Just started in the solar industry and have been diving into this content.
00:02:14
Speaker
Super grateful for this podcast.
00:02:16
Speaker
Sam, appreciate the support and love that you're checking out the podcast.
00:02:20
Speaker
I wish I had this podcast when I was first starting out.
00:02:22
Speaker
And I know that's going to help you dramatically speed up the learning process and cut down some of that learning curve that it takes to master solar.
00:02:30
Speaker
And so today's episode, we're going to be talking about something called future pacing.
00:02:35
Speaker
And if you're not familiar with this, it is a NLP technique, neuro-linguistic programming, which for those who don't know what that is, that is like what Tony Robbins uses in his seminars.
00:02:47
Speaker
It's basically speaking things into existence.
00:02:50
Speaker
Some people call it like the mumbo jumbo, the woo-woo, all that stuff.
00:02:53
Speaker
But it's
00:02:54
Speaker
It does work.
00:02:55
Speaker
That's why guys like Tony Robbins use it.
00:02:57
Speaker
A lot of sales coaches, trainers, they all use this.
00:03:00
Speaker
And it's something that we can also use in our sales.
00:03:04
Speaker
So future pacing, just to give a little summary of what it is, it's basically when you're getting people to imagine something in their lives that's possible in the future.
00:03:15
Speaker
So in solar, we use it to help people imagine what their life would be like when they have solar versus how it is right now.
00:03:23
Speaker
A lot of ways we can use this in sales.
00:03:25
Speaker
So I'm going to tell you a story.
Story of Success with Future Pacing
00:03:27
Speaker
The reason we're talking about this is because last week I had a customer out here, went to the door, got him on board.
00:03:34
Speaker
She signed up for solar, but she was pretty hesitant in the beginning.
00:03:39
Speaker
And the way I got her to actually pull the trigger on it is largely because I use future pacing.
00:03:45
Speaker
I got her to imagine what her life is going to be like with solar versus without.
00:03:49
Speaker
The reason it works so well in this particular situation is because this lady, she did not have a very high bill.
00:03:55
Speaker
So out here in San Diego, it's really easy to sell sometimes because people can save so much money compared to what they're paying the utility.
00:04:03
Speaker
Rates out here are literally like 40 to 50 cents most of the time per kilowatt.
00:04:08
Speaker
But besides that, it's terrible.
00:04:09
Speaker
Do not come out to San Diego.
00:04:11
Speaker
Selling sucks here.
00:04:12
Speaker
But you can save people a ton of money.
00:04:14
Speaker
But this lady, she didn't have a super high bill.
00:04:16
Speaker
And the issue was...
00:04:18
Speaker
She knew she can save money with solar, but she told me, she says, Taylor, I want solar, but I also want enough to power an EV.
00:04:26
Speaker
I want to get an EV soon.
00:04:27
Speaker
I want to get my Tesla or I don't know if that's what car she was getting, but she's planning on getting an EV.
00:04:32
Speaker
So she needed way more power than what she's currently using.
00:04:35
Speaker
And she needed an EV charger.
00:04:37
Speaker
And on top of that, she also needed to upgrade her main panel, her electric panel outside to be able to, you know, support the intake of energy and be prepared for her EV.
00:04:48
Speaker
So all these things considered, if we're going to give her way more power, if we're going to put in an EV charger, if we're going to replace her panel, then all of a sudden she's not really saving money compared to her bill.
00:04:58
Speaker
So I explained this to her and she was disappointed.
00:05:01
Speaker
She's like, well, I want solar, but it's really important.
00:05:04
Speaker
I want to save money.
00:05:04
Speaker
Like, OK, well, we can do that.
00:05:06
Speaker
But keep in mind, it's just we can't have both the benefits like you can save money or we can do this.
00:05:11
Speaker
We can get you everything.
00:05:12
Speaker
So it was just creating some conflict in her head.
00:05:15
Speaker
She was starting to overthink it.
00:05:16
Speaker
And then I decided, you know what?
00:05:18
Speaker
She obviously wants to go slower.
00:05:20
Speaker
She wants all these things added.
00:05:22
Speaker
I just need her to forget about that.
00:05:23
Speaker
She's not going to save money because most of you've heard the more options you give people, sometimes they just get overwhelmed.
00:05:29
Speaker
So my opinion, you need to keep it simple.
00:05:31
Speaker
You need to be the doctor that's diagnosing their problem and really help them make a decision and see the benefits on what they want.
00:05:38
Speaker
So she wanted to have the power.
00:05:40
Speaker
She wanted to be able to run more AC.
00:05:42
Speaker
And so that's when I knew, okay, I don't need to sell her on saving money.
00:05:45
Speaker
I need to sell her on how she's going to be more comfortable in the future, how it's going to be so nice to have that Tesla charged up, going to have the coolest vehicle on her block, not going to have to pay for gas.
00:05:55
Speaker
So that's what I did.
00:05:56
Speaker
I started telling stories around this and I started getting her in that future pacing mindset.
00:06:02
Speaker
So that's the takeaway, especially for those that aren't in high money saving markets.
00:06:08
Speaker
We're fortunate to be like that here in most of California and San Diego especially.
00:06:14
Speaker
But if you are not in these markets where people save a ton of money, you need to just hammer this like crazy.
00:06:21
Speaker
Get people to see how their lives are going to be impacted by having solar panels.
00:06:26
Speaker
How it's going to be so nice to be able to run that extra AC.
00:06:29
Speaker
So think of all those emotional benefits.
00:06:31
Speaker
Because when people can tie the emotion into solar, which a lot of times can be tough to make people see the emotions, just solar panels, right?
00:06:40
Speaker
But the more you can create that emotion, the more it's going to lead to feelings.
00:06:44
Speaker
And when people have feelings about something and you can tie emotion into it, it leads to the big S word, cells.
00:06:53
Speaker
You want those cells, baby.
00:06:55
Speaker
So that's what you need to do.
Introducing Pi Syndicate
00:06:57
Speaker
Wanted to take a quick second and introduce you to our sponsors, Pi Syndicate.
00:07:01
Speaker
They are your all-in-one solution to manage your money like a pro, save thousands in taxes, and invest for your future.
00:07:07
Speaker
So if you're anything like me, you're making great money in solar, but you don't know what to do with it.
00:07:11
Speaker
Go book a call with these guys today.
00:07:13
Speaker
They will give you a free money evaluation and tell you how you can invest your money, tell you what to do with it, and make sure you are not letting that hard-earned solar money go to waste.
00:07:23
Speaker
So go down to the show notes, book a call with them today, and get the help you need for your future money.
Techniques of Future Pacing
00:07:30
Speaker
Okay, and so there's two ways you can do this.
00:07:32
Speaker
Number one, you can use it in the positive.
00:07:35
Speaker
So future pacing in the positive is just painting that picture for him.
00:07:39
Speaker
Hey, Karen, imagine how it's going to be so nice.
00:07:42
Speaker
Next summer, you're going to be sipping your lemonade.
00:07:44
Speaker
You're going to be in a nice cool room.
00:07:46
Speaker
You're not going to have to stress about anything.
00:07:48
Speaker
It's going to be nice, huh?
00:07:49
Speaker
And then you're going to be able to have that peace of mind that your bill is not going to go up like crazy in the summer and just be able to relax, have that PC and turn those fans on.
00:07:59
Speaker
So that's an example of how you can use future pacing in the positive.
00:08:02
Speaker
What can be even more powerful is using future pacing in the negative sense.
00:08:07
Speaker
So what I mean by that is really getting people to understand what they're going to lose out on if they don't take advantage of your offer, of your opportunity.
00:08:15
Speaker
Some of you have probably heard the fear of loss is greater than the desire for gain.
00:08:21
Speaker
And really, if you think about it,
00:08:23
Speaker
Probably most of the times you've acted in your life is because you're afraid of losing out on something.
00:08:28
Speaker
Think of Black Friday.
00:08:29
Speaker
Why does it work so good?
00:08:31
Speaker
It's because people are afraid of losing out on that deal.
00:08:33
Speaker
They don't want to miss the deal.
00:08:35
Speaker
People buy all this junk they don't even need because they want the deal.
00:08:38
Speaker
They don't want to lose out.
00:08:39
Speaker
So same thing, if you can create this in your sales, it's going to be that much more powerful.
00:08:44
Speaker
So how do you do the future pacing in the negative sense?
00:08:47
Speaker
You get people to think of the worst case scenario.
00:08:50
Speaker
So for example, Mr. Customer, imagine it's the year 2030.
00:08:54
Speaker
You're sitting in your house, you're sweating your tail off, and you can't even turn off the fan because it's too expensive.
00:09:00
Speaker
How would you feel?
00:09:01
Speaker
Probably pretty hot, right?
00:09:02
Speaker
So that's what we're doing with solar.
00:09:04
Speaker
We're actually trying to get people away from some of these negative outcomes that they're seeing from SDG&E, which is the utility company out here.
00:09:11
Speaker
Insert your utility.
00:09:13
Speaker
And so really just brainstorm the negative effects of not going solar.
00:09:18
Speaker
What are all the things that they're not going to be able to take advantage of?
00:09:21
Speaker
What are the negative results that are going to come as an effect of them not going solar?
00:09:26
Speaker
Another one out here in California, they're banning all gas vehicles in 2035, at least to sell them, right?
00:09:32
Speaker
So by 2035, everyone in California here, they have to buy an electric vehicle.
00:09:37
Speaker
And so that's another thing you can put in people said, hey, Mr. Customer, did you hear about the news in 2035?
00:09:43
Speaker
We all have to buy electric vehicles.
00:09:46
Speaker
Crazy, huh?
00:09:46
Speaker
So imagine it's that point and we all have to charge our vehicles at home.
00:09:51
Speaker
It's going to be crazy expensive.
00:09:52
Speaker
Can you imagine?
00:09:53
Speaker
So what's cool about this is we're preparing for that.
00:09:55
Speaker
We're future proofing your home so you don't have to pay those steep charging prices when you guys do get an EV in the future because it's only a matter of time.
00:10:03
Speaker
So that's one kind of specific California.
00:10:05
Speaker
So start to think of ways you can use this.
00:10:07
Speaker
And then a powerful way I like to combine both of these future pacing techniques is just use it interweaving names in there.
00:10:15
Speaker
So throw in names.
00:10:16
Speaker
Hey, and so a lot of us know, like Phil felt found.
00:10:20
Speaker
This is how your neighbor.
00:10:22
Speaker
I understand this is how your neighbor felt.
00:10:24
Speaker
So if you can combine the future pacing with, hey, your neighbor, Joe, he was the same way, but he started thinking about the future, just how he's always hot, how he has to sleep naked at night and run the fan on him just to be comfortable to sleep.
00:10:38
Speaker
So that's what he wanted to get away from.
00:10:40
Speaker
So this is what we're doing with people.
00:10:42
Speaker
So it makes it so much more powerful.
00:10:43
Speaker
Throw in some names, get them to think that worst case scenario.
00:10:47
Speaker
And that's how you are really going to start dominating
Learning from Jordan Belfort
00:10:50
Speaker
this game.
00:10:50
Speaker
So if you want to know more about this future pacing, I first heard about it from Jordan Belfort.
00:10:55
Speaker
Go read his book, Way of the Wolf.
00:10:57
Speaker
I also bought one of his online programs, which I think I bought it on a Black Friday deal.
00:11:03
Speaker
I had the fear of loss missing out.
00:11:05
Speaker
So I went and bought it.
00:11:06
Speaker
He's using future pacing on me.
00:11:08
Speaker
and start to recognize these things.
00:11:09
Speaker
As you see ads online, as you hear other people sell, you'll start to see a lot of these techniques used.
00:11:15
Speaker
So hope this helps.
00:11:17
Speaker
Go utilize this today.
00:11:19
Speaker
Use it in your closes.
00:11:20
Speaker
Use it as you're setting appointments.
00:11:21
Speaker
And remember, get out there, work hard, take advantage of the solar industry because it might not be here forever.
00:11:28
Speaker
So we'll see you guys on the next one.
00:11:29
Speaker
Thanks for listening to the show and appreciate you.
00:11:32
Speaker
Peace.
Top Podcast Episodes Cheat Sheet
00:11:34
Speaker
What's up, solarpreneurs?
00:11:35
Speaker
Hope you enjoyed the episode.
00:11:36
Speaker
Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created specifically for you in mind.
00:11:47
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
00:11:54
Speaker
What episodes should I listen to in the podcast?
00:11:57
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
00:12:02
Speaker
So what we've done, we created the top 10 most downloaded, most listened to, and I would say widely accepted, most useful podcasts that we've done here on Solapreneur.
00:12:15
Speaker
We put them together all in one sheet so you can go, you can hit the ground running, especially if you're new and you do not want to not have this sheet.
00:12:24
Speaker
So go download it right now.
00:12:25
Speaker
It's going to be at top10.solarpreneurs.com.
00:12:29
Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
00:12:34
Speaker
Don't forget the S on solarpreneurs.
00:12:37
Speaker
We will have that in the show notes.
00:12:38
Speaker
Go download it right now.
00:12:41
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them.
00:12:46
Speaker
That's going to show you how.
00:12:47
Speaker
So go download it and we'll see you on the other side.