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,
Speaker: 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 solopreneur that is willing to do whatever it takes to achieve mastery and you are about to become one.
Speaker: Hey, what's going on, solopreneurs?
Speaker: Today we're going to talk about how to close scientists.
Speaker: Okay, I got some live footage of a real life scientist.
Speaker: In other words, a super analytical person that I tried to close.
Speaker: So you're going to hear what I learned from it.
Speaker: We're going to be talking about it, breaking it down, going through some live footage.
Speaker: So welcome to the show.
Speaker: If you are new, we're here to help you close more deals, generate more leads and referrals, have a much better time in the solar industry.
Speaker: We are free and available on Apple, Spotify and iTunes every Tuesday and Friday.
Speaker: So thanks for tuning in.
Speaker: Just wanted to shout out a recent review we've had for the podcast.
Speaker: I don't think we've given this one a shout out yet, but this is from Prezo Solar.
Speaker: He says, so worth a listen.
Speaker: I started in solar recently and have a one and a half hour drive to our weekly meetings.
Speaker: This podcast fills that time.
Speaker: Whether you want to work on your approach, pitch, handling the nose, clothes, start a solar business, or get perspective, this podcast provides great information and inspiration at every step.
Speaker: I recommend it to anyone looking to jumpstart their new career and veterans for a breath of fresh air.
Speaker: Rock on, Taylor.
Speaker: I will rock on.
Speaker: Thank you so much.
Speaker: Prezo Solar means so much to see the good reviews.
Speaker: Gave me a five star, but hey.
Speaker: you can come on, give me whatever you think.
Speaker: If you think it's a one star, you can give me that.
Speaker: Okay.
Speaker: Um, but always appreciate the feedback and, um, we are at 197 reviews on, uh, Apple here, Apple podcasts.
Speaker: So if you want to help us get to 200 reviews,
Speaker: That would be freaking awesome.
Speaker: Okay.
Speaker: So if you're feeling some gratitude or feeling like you want to help a brother out, please go leave a review.
Speaker: Let's get this baby to 200 reviews.
Speaker: Hey, and on a side note, I am sitting down today recording the podcast.
Speaker: Usually I try to stand up, feel like I can just get more air flowing through a little easier to be less monotone.
Speaker: For those that know me, I am naturally kind of like a monotone person.
Speaker: So I feel like I like to stand up a little bit easier to get that.
Speaker: I'm going to be coming at you with some fresh content.
Speaker: And like I mentioned at the beginning of the podcast, I'm going to be coming at you with some fresh content.
Speaker: We're going to be breaking down a close that I recently went to this guy.
Speaker: He is any had like two doctor degrees.
Speaker: There's a lot of like scientists in San Diego, a lot of like bio med stuff going on out here.
Speaker: So we do run into those people pretty frequently.
Speaker: A lot of, you know, Indian engineers, stuff like that work for Qualcomm or.
Speaker: So you have to know how to handle these analytical types.
Speaker: There still are my least favorite people to sell to.
Speaker: These people that want to read every single word of the contract, they're tough.
Speaker: So I don't think if that's your favorite type of person to sell to, I think you got to be crazy or lying because they are tough to sell to.
Speaker: They love reading contracts.
Speaker: They love going through every detail.
Speaker: They can be sold, but they just need a different approach.
Speaker: OK, and so I'm going to share with you a little bit of the end, this close I was in.
Speaker: And then we'll just talk through some things.
Speaker: Spoiler alert right now, I did not fully close them.
Speaker: OK, we got basically everything done that we could have that day, but he would not sign probably about half of the final documents that he needed to.
Speaker: So it is what it is.
Speaker: But let's check it out, see what I could have done better, and go through it a little bit.
Speaker: It's capped at 3.5%.
Speaker: through all that and go through the line to film and all that?
Speaker: I would like to do that, if that's okay with you.
Speaker: Like, in principle, again, I'm fine with the numbers we wrote down here and that are there.
Speaker: And yes, that would be a great production in our rate.
Speaker: We'd like to do a bit more reading.
Speaker: Is this, like, a nice fire?
Speaker: It might.
Speaker: I think it may be good for a couple days.
Speaker: But, yeah, like I was telling you, it takes us, like, about a week to even, you know, do our thing and verify it.
Speaker: So you have at least that amount of time to go through with the flying tooth comb.
Speaker: I just want to read it all just because it is like a 25-year agreement for 70K, even though we're not paying it down on that amount.
Speaker: And I'm happy with everything here, but I still want to read it.
Speaker: Okay, so just to preface it, I probably should have explained where we're at in the close.
Speaker: But this is the very end.
Speaker: We got through a portion of the agreement there
Speaker: And once we get into the number section, though, then he starts getting cold feet a little bit and is like, oh, I don't want to sign this 25 year commitment.
Speaker: He sees a big 25 years flashing in front of his face and.
Speaker: He just pauses like a deer in the headlights.
Speaker: Good news is I kind of prefaced some things.
Speaker: I actually, before I even got to this close, I found out he was analytical.
Speaker: He's a scientist.
Speaker: So I sent him quite a bit of material to read.
Speaker: And in California, we have this consumer protection guide that everyone is required to sign an initial guide.
Speaker: And typically we just zip through that at the end of the close.
Speaker: But this guy, I'm like, OK, he's obviously analytical.
Speaker: Let me send him this so he can read through it and just know what he's getting into.
Speaker: Because if I would have dropped that on him before this, then we wouldn't have even gotten through that.
Speaker: But luckily, he did read through most of that and felt good about it.
Speaker: But now he's just pausing.
Speaker: He's just taking a halt once we get to the actual, you know, 25 year agreement part.
Speaker: Hey, and you'll notice I'm trying to stay away from it being, you know, this big, scary contract.
Speaker: I'm calling it an agreement like we all should.
Speaker: Right.
Speaker: Never say contract.
Speaker: Always say agreements.
Speaker: I think what I could have gone into here is just, you know, going back to the utility a little bit.
Speaker: Hey, Mr. Customer, would you agree that you're in a lifetime contract with utility right now?
Speaker: Or another good line I heard.
Speaker: Probably going to hear this on a podcast coming up.
Speaker: I think this is from a guest to be announced that I interviewed today.
Speaker: But he compares it to like buying a car.
Speaker: He's like, hey, Mr. Customer, just hypothetical question.
Speaker: If you were going to buy a car and I showed you the price was going to be $300 a month and it's going to go up significantly every year and you're never going to own that car, it's going to be like a lifetime lease that goes up 10% a year, you probably wouldn't do that, right?
Speaker: Yeah, well, that's essentially what the utility is doing right now.
Speaker: So what we're doing with this in simplest terms, we're just getting you the exact same vehicle, much lower payments, and the terms of the agreement are written to your favor.
Speaker: Would you agree that when an agreement is written in your favor, that is probably a good thing?
Speaker: Yeah, because when the utility last increased your rates, they didn't show up and give you anything to sign off on that, right?
Speaker: So I think that could have been a good thing.
Speaker: Just painting a picture in their minds with this guy.
Speaker: Again, he's super analytical, but could have helped to get in a little bit more of that.
Speaker: But let's continue on.
Speaker: See what else comes up here.
Speaker: Well, yeah, let me see if they'll let us just go ahead and schedule it.
Speaker: Because, yeah, you're basically going to make sure everything matches up.
Speaker: Yeah, exactly.
Speaker: Like, monkey business or anything?
Speaker: Yeah.
Speaker: You seem like a perfectly nice guy.
Speaker: But it's just a long document that wasn't prepared necessarily to sign.
Speaker: Yeah.
Speaker: Okay, well, let me see if they can just schedule that.
Speaker: Because, like, we might as well have them come and check it.
Speaker: If it's just, like, matching up everything.
Speaker: Yeah, I don't think, yeah, I mean, it's gonna have all their legal stuff in here, but I know we went over all the essential and everything.
Speaker: Yeah.
Speaker: Yeah, basically what they do in the first three or four pages is just summarize the entire document.
Speaker: Right.
Speaker: And then obviously they have all the lawyer stuff after that that they got to put in for state.
Speaker: But it's just gonna have things like, you know, 25 years, right?
Speaker: What happens if you move, transfer to new homeowners.
Speaker: Let me just talk about that.
Speaker: Yes.
Speaker: Yeah.
Speaker: Anything else that we didn't deliver, that we get all the, you know, rebates from it, which is how we cover a lot of the costs.
Speaker: After 25 years, if you guys are still here at that point, then you can either renew it, whoever's here can renew it, or they just come take it off.
Speaker: Or you just, at that point, it would be really cheap to, like, buy it, too.
Speaker: So that's your options at the end of it.
Speaker: Okay.
Speaker: 25 years.
Speaker: OK, so you can see here I'm just going through kind of like the frequently asked questions of the agreement, because really you want to go over all the tough parts or the frequently, you know, question, frequently asked questions of the agreement.
Speaker: Last thing you want is for him to go read through all this stuff and then have questions on things.
Speaker: So what I'm trying to do here is just get to all these tricky parts that he may have questions on.
Speaker: See if I can get him feeling a little more comfortable about it, that it's not a big deal.
Speaker: And, you know, maybe take my punch again, go for the haymaker.
Speaker: But I'm not working great.
Speaker: He's still wanting to read through everything, do his thing.
Speaker: Another thing I noticed that I probably should have done here is just ask them like the hypothetical question.
Speaker: Hey, Mr. Homeowner, assuming that everything in this agreement is 100% what I said it was, there's no monkey business and it's exactly everything we went over, nothing more, nothing less.
Speaker: Is there any reason that you wouldn't
Speaker: want to get in any other reason you wouldn't want to get in something like this or any other reason you wouldn't finish this out after you're done reading it.
Speaker: And then he's probably going to say no.
Speaker: So you need to isolate the objection, right?
Speaker: Check for those hidden objections, because what a lot of people are doing is they're getting to points like this.
Speaker: Then the customer just is holding back that they have more objections, that they have more questions.
Speaker: and you don't even know it.
Speaker: So you need to isolate it, right?
Speaker: Isolate the one thing they're saying, make sure there's nothing else hidden here.
Speaker: That's how you know if it's legit or not.
Speaker: Okay, so I probably should have done that, but I didn't.
Speaker: So learn from my mistake.
Speaker: Hey, and then let me see if there's anything else.
Speaker: I don't want to like, you know,
Speaker: have people listen to my clothes forever.
Speaker: Probably not the most exciting part just at the end here.
Speaker: We're just going through some questions.
Speaker: But yeah, this is a good part.
Speaker: So what I'll do, let me see if I can reschedule it.
Speaker: Go ahead and schedule that later.
Speaker: Looking at things.
Speaker: And then the only other thing aside from that is at the end here, it shows, yeah, it's just called a welcome call.
Speaker: thing they want is you thinking you got like a free trip to away with this or something i mentioned okay um so that's the only other thing they have us do um and that's after signing for yeah well we could do it i mean if you're not okay submit it even though you still would have the time then we could just do this and then you could review all that yeah do you want to maybe read through that and then just get it yes almost at least
Speaker: Okay, so I think important point right here is you take the process as far as possible while you're in the home.
Speaker: And even though I didn't isolate the objection, like I mentioned, by taking the process as far as possible, you can kind of tell that, hey, this guy really just does want to read everything.
Speaker: But he's actually pretty serious about it because he's letting me schedule a site survey, which most companies don't let you do that.
Speaker: But the installer we're using actually happens to let you schedule a site survey, even if you don't fully sign the contract.
Speaker: OK, first time, probably first installer I've had that lets us actually do that.
Speaker: So if that's an option, I'd say go for it.
Speaker: But then he's also letting me complete a welcome call, which most lenders have the welcome call process where, you know, goes through like the financing terms and questions.
Speaker: And this we're using Everbright in this specific example.
Speaker: If any of you are using Everbright right now, you know that you can record the welcome call instead of calling in.
Speaker: There's actually an option to just record it.
Speaker: Just go to voice memos on your phone, grab a recording.
Speaker: So in my head, I'm like, you know, I'm going to take this as far as I can, even if he's not going to sign it.
Speaker: Let's get this welcome call done with.
Speaker: And that's another thing he's willing to do the welcome call even without signing.
Speaker: So that just shows me that's OK.
Speaker: This guy, he does legit want to read through it.
Speaker: Some people you got to know when to pull back the analytical types.
Speaker: Sometimes it's everything you can do.
Speaker: You're not going to close them all the first time.
Speaker: But you're going to take the process as far as you possibly can and get as much done as you can.
Speaker: OK, so I think that's basically all that I wanted to share of the actual recording.
Speaker: After that, we just go through the welcome call and
Speaker: you know, answer some more questions.
Speaker: I tried to loop back around, you know, do a little soft close one or two more times.
Speaker: But at that point, he just sat on reading it.
Speaker: And yeah, I mean, it's like he's planning on the site survey.
Speaker: He knows he's going to take a couple of days.
Speaker: He's going to take a day to read it.
Speaker: And then we're setting a time to get it completed.
Speaker: You want to make sure you don't just leave them hanging and say, hey, sign it whenever you want.
Speaker: You set a time to finish up what you're going to do.
Speaker: So that's one way of going about the analytical buyers.
Speaker: Take it as far as you can.
Speaker: See what you make happen.
Speaker: But at the end of the day, if if no matter what, they're not going to sign it, if they have to read everything, then, hey, just make sure you follow up and you're not going to get them all.
Speaker: It is tough.
Speaker: More more deals than than not are not going to sign after the first visit.
Speaker: So that's why you want to be like Michael O'Donnell, a lot of these top closers and just do everything you can.
Speaker: Right.
Speaker: But you will get deals that will sign if you follow up.
Speaker: OK, so just know how far you can take it.
Speaker: Yeah.
Speaker: Just go for it every time.
Speaker: Or one of the biggest mistakes that closers make is they're not asking for the close and they're not taking the process as far as they can.
Speaker: So learn from that.
Speaker: I hope it's helpful.
Speaker: Remember, always record your deals.
Speaker: Once again, I use Ciro, S-I-R-O to record these.
Speaker: Makes it super simple, super easy because they transcribe it.
Speaker: They put it into bite sized pieces that you can go through and look at different sections.
Speaker: So hit me up.
Speaker: We do have that in our coaching program.
Speaker: And we help guys really break down their game time film and their closes like that and see massive improvements.
Speaker: So shoot me a DM if you want to apply to be in some in our coaching group.
Speaker: Or you can also shoot me an email, taylorsorepreneur.com.
Speaker: But we are having some exciting guests coming up the next episode.
Speaker: You're going to be hearing from Jack Pastrana.
Speaker: This guy, he had over 150 installs last year.
Speaker: And what's crazy is most of these were self-generated.
Speaker: Okay, I know we've had guys on that have had 200 plus installs, but most of these guys, they're not doing a ton of self-generated deals.
Speaker: So what's really cool about Jack, he's running a team down here in San Diego, and he's closing at an insanely high level.
Speaker: And most of these are self-gen.
Speaker: So if you want to know how to take your self-gen game to another level and make a ton of money, then make sure you tune in for the next episode.
Speaker: We'll see you on the next one.
Speaker: Peace out.
Speaker: Hey Solarpreneurs, quick question.
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?
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