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Transcript
Taylor's Journey to Success in Solar Sales
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 fail.
00:00:19
Speaker
I teach you how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads,
00:00:27
Speaker
falling up like a pro and closing more deals.
What is a Solopreneur?
00:00:31
Speaker
What is a solopreneur you might ask?
00:00:33
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.
Dealing with Analytical Clients: A Case Study
00:00:41
Speaker
Hey, what's going on, solopreneurs?
00:00:43
Speaker
Today we're going to talk about how to close scientists.
00:00:48
Speaker
Okay, I got some live footage of a real life scientist.
00:00:53
Speaker
In other words, a super analytical person that I tried to close.
00:00:58
Speaker
So you're going to hear what I learned from it.
00:01:00
Speaker
We're going to be talking about it, breaking it down, going through some live footage.
00:01:04
Speaker
So welcome to the show.
00:01:06
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.
00:01:14
Speaker
We are free and available on Apple, Spotify and iTunes every Tuesday
The Power of Reviews
00:01:20
Speaker
and Friday.
00:01:20
Speaker
So thanks for tuning in.
00:01:23
Speaker
Just wanted to shout out a recent review we've had for the podcast.
00:01:28
Speaker
I don't think we've given this one a shout out yet, but this is from Prezo Solar.
00:01:34
Speaker
He says, so worth a listen.
00:01:36
Speaker
I started in solar recently and have a one and a half hour drive to our weekly meetings.
00:01:41
Speaker
This podcast fills that time.
00:01:43
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.
00:01:55
Speaker
I recommend it to anyone looking to jumpstart their new career and veterans for a breath of fresh air.
00:02:01
Speaker
Rock on, Taylor.
00:02:03
Speaker
I will rock on.
00:02:04
Speaker
Thank you so much.
00:02:05
Speaker
Prezo Solar means so much to see the good reviews.
00:02:09
Speaker
Gave me a five star, but hey.
00:02:12
Speaker
you can come on, give me whatever you think.
00:02:14
Speaker
If you think it's a one star, you can give me that.
00:02:16
Speaker
Okay.
00:02:17
Speaker
Um, but always appreciate the feedback and, um, we are at 197 reviews on, uh, Apple here, Apple podcasts.
00:02:30
Speaker
So if you want to help us get to 200 reviews,
00:02:35
Speaker
That would be freaking awesome.
00:02:36
Speaker
Okay.
00:02:37
Speaker
So if you're feeling some gratitude or feeling like you want to help a brother out, please go leave a review.
00:02:44
Speaker
Let's get this baby to 200 reviews.
00:02:46
Speaker
Hey, and on a side note, I am sitting down today recording the podcast.
00:02:52
Speaker
Usually I try to stand up, feel like I can just get more air flowing through a little easier to be less monotone.
00:02:59
Speaker
For those that know me, I am naturally kind of like a monotone person.
00:03:04
Speaker
So I feel like I like to stand up a little bit easier to get that.
00:03:09
Speaker
I'm going to be coming at you with some fresh content.
00:03:16
Speaker
And like I mentioned at the beginning of the podcast, I'm going to be coming at you with some fresh content.
Handling Objections from Analytical Clients
00:03:27
Speaker
We're going to be breaking down a close that I recently went to this guy.
00:03:32
Speaker
He is any had like two doctor degrees.
00:03:36
Speaker
There's a lot of like scientists in San Diego, a lot of like bio med stuff going on out here.
00:03:42
Speaker
So we do run into those people pretty frequently.
00:03:46
Speaker
A lot of, you know, Indian engineers, stuff like that work for Qualcomm or.
00:03:51
Speaker
So you have to know how to handle these analytical types.
00:03:54
Speaker
There still are my least favorite people to sell to.
00:03:59
Speaker
These people that want to read every single word of the contract, they're tough.
00:04:03
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.
00:04:12
Speaker
They love reading contracts.
00:04:14
Speaker
They love going through every detail.
00:04:16
Speaker
They can be sold, but they just need a different approach.
00:04:20
Speaker
OK, and so I'm going to share with you a little bit of the end, this close I was in.
00:04:27
Speaker
And then we'll just talk through some things.
00:04:30
Speaker
Spoiler alert right now, I did not fully close them.
00:04:33
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.
00:04:44
Speaker
So it is what it is.
00:04:46
Speaker
But let's check it out, see what I could have done better, and go through it a little bit.
00:04:51
Speaker
It's capped at 3.5%.
00:05:12
Speaker
through all that and go through the line to film and all that?
00:05:15
Speaker
I would like to do that, if that's okay with you.
00:05:20
Speaker
Like, in principle, again, I'm fine with the numbers we wrote down here and that are there.
00:05:24
Speaker
And yes, that would be a great production in our rate.
00:05:26
Speaker
We'd like to do a bit more reading.
00:05:28
Speaker
Is this, like, a nice fire?
00:05:31
Speaker
It might.
00:05:32
Speaker
I think it may be good for a couple days.
00:05:34
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.
00:05:41
Speaker
So you have at least that amount of time to go through with the flying tooth comb.
00:05:47
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.
00:05:55
Speaker
And I'm happy with everything here, but I still want to read it.
00:05:59
Speaker
Okay, so just to preface it, I probably should have explained where we're at in the close.
00:06:03
Speaker
But this is the very end.
00:06:05
Speaker
We got through a portion of the agreement there
00:06:12
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.
00:06:22
Speaker
He sees a big 25 years flashing in front of his face and.
00:06:26
Speaker
He just pauses like a deer in the headlights.
00:06:29
Speaker
Good news is I kind of prefaced some things.
00:06:32
Speaker
I actually, before I even got to this close, I found out he was analytical.
00:06:36
Speaker
He's a scientist.
00:06:38
Speaker
So I sent him quite a bit of material to read.
00:06:42
Speaker
And in California, we have this consumer protection guide that everyone is required to sign an initial guide.
00:06:51
Speaker
And typically we just zip through that at the end of the close.
00:06:54
Speaker
But this guy, I'm like, OK, he's obviously analytical.
00:06:58
Speaker
Let me send him this so he can read through it and just know what he's getting into.
00:07:03
Speaker
Because if I would have dropped that on him before this, then we wouldn't have even gotten through that.
00:07:08
Speaker
But luckily, he did read through most of that and felt good about it.
00:07:12
Speaker
But now he's just pausing.
00:07:13
Speaker
He's just taking a halt once we get to the actual, you know, 25 year agreement part.
00:07:19
Speaker
Hey, and you'll notice I'm trying to stay away from it being, you know, this big, scary contract.
00:07:27
Speaker
I'm calling it an agreement like we all should.
00:07:30
Speaker
Right.
00:07:30
Speaker
Never say contract.
00:07:31
Speaker
Always say agreements.
00:07:34
Speaker
I think what I could have gone into here is just, you know, going back to the utility a little bit.
00:07:41
Speaker
Hey, Mr. Customer, would you agree that you're in a lifetime contract with utility right now?
00:07:48
Speaker
Or another good line I heard.
00:07:49
Speaker
Probably going to hear this on a podcast coming up.
00:07:52
Speaker
I think this is from a guest to be announced that I interviewed today.
00:07:59
Speaker
But he compares it to like buying a car.
00:08:02
Speaker
He's like, hey, Mr. Customer, just hypothetical question.
00:08:05
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?
00:08:26
Speaker
Yeah, well, that's essentially what the utility is doing right now.
00:08:29
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.
00:08:42
Speaker
Would you agree that when an agreement is written in your favor, that is probably a good thing?
00:08:47
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?
00:08:56
Speaker
So I think that could have been a good thing.
00:08:58
Speaker
Just painting a picture in their minds with this guy.
00:09:00
Speaker
Again, he's super analytical, but could have helped to get in a little bit more of that.
00:09:05
Speaker
But let's continue on.
00:09:08
Speaker
See what else comes up here.
00:09:28
Speaker
Well, yeah, let me see if they'll let us just go ahead and schedule it.
00:09:32
Speaker
Because, yeah, you're basically going to make sure everything matches up.
00:09:34
Speaker
Yeah, exactly.
00:09:34
Speaker
Like, monkey business or anything?
00:09:36
Speaker
Yeah.
00:09:37
Speaker
You seem like a perfectly nice guy.
00:09:40
Speaker
But it's just a long document that wasn't prepared necessarily to sign.
00:09:45
Speaker
Yeah.
00:09:46
Speaker
Okay, well, let me see if they can just schedule that.
00:09:49
Speaker
Because, like, we might as well have them come and check it.
00:09:52
Speaker
If it's just, like, matching up everything.
00:09:54
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.
00:10:01
Speaker
Yeah.
00:10:01
Speaker
Yeah, basically what they do in the first three or four pages is just summarize the entire document.
00:10:06
Speaker
Right.
00:10:06
Speaker
And then obviously they have all the lawyer stuff after that that they got to put in for state.
00:10:10
Speaker
But it's just gonna have things like, you know, 25 years, right?
00:10:16
Speaker
What happens if you move, transfer to new homeowners.
00:10:19
Speaker
Let me just talk about that.
00:10:20
Speaker
Yes.
00:10:20
Speaker
Yeah.
00:10:24
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.
00:10:30
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.
00:10:38
Speaker
Or you just, at that point, it would be really cheap to, like, buy it, too.
00:10:41
Speaker
So that's your options at the end of it.
00:10:42
Speaker
Okay.
00:10:43
Speaker
25 years.
00:10:44
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.
00:11:01
Speaker
Last thing you want is for him to go read through all this stuff and then have questions on things.
00:11:07
Speaker
So what I'm trying to do here is just get to all these tricky parts that he may have questions on.
00:11:12
Speaker
See if I can get him feeling a little more comfortable about it, that it's not a big deal.
00:11:16
Speaker
And, you know, maybe take my punch again, go for the haymaker.
00:11:21
Speaker
But I'm not working great.
00:11:23
Speaker
He's still wanting to read through everything, do his thing.
00:11:27
Speaker
Another thing I noticed that I probably should have done here is just ask them like the hypothetical question.
00:11:34
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.
00:11:49
Speaker
Is there any reason that you wouldn't
00:11:51
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.
00:12:00
Speaker
And then he's probably going to say no.
00:12:02
Speaker
So you need to isolate the objection, right?
00:12:05
Speaker
Check for those hidden objections, because what a lot of people are doing is they're getting to points like this.
00:12:12
Speaker
Then the customer just is holding back that they have more objections, that they have more questions.
00:12:18
Speaker
and you don't even know it.
00:12:19
Speaker
So you need to isolate it, right?
00:12:22
Speaker
Isolate the one thing they're saying, make sure there's nothing else hidden here.
00:12:27
Speaker
That's how you know if it's legit or not.
00:12:28
Speaker
Okay, so I probably should have done that, but I didn't.
00:12:32
Speaker
So learn from my mistake.
00:12:34
Speaker
Hey, and then let me see if there's anything else.
00:12:38
Speaker
I don't want to like, you know,
00:12:41
Speaker
have people listen to my clothes forever.
00:12:43
Speaker
Probably not the most exciting part just at the end here.
00:12:47
Speaker
We're just going through some questions.
00:12:49
Speaker
But yeah, this is a good part.
00:12:51
Speaker
So what I'll do, let me see if I can reschedule it.
00:12:54
Speaker
Go ahead and schedule that later.
00:12:57
Speaker
Looking at things.
00:12:58
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.
00:13:12
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
00:13:46
Speaker
Okay, so I think important point right here is you take the process as far as
Importance of Site Surveys in the Sales Process
00:13:52
Speaker
possible while you're in the home.
00:13:54
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.
00:14:05
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.
00:14:13
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.
00:14:19
Speaker
OK, first time, probably first installer I've had that lets us actually do that.
00:14:25
Speaker
So if that's an option, I'd say go for it.
00:14:28
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.
00:14:41
Speaker
And this we're using Everbright in this specific example.
00:14:44
Speaker
If any of you are using Everbright right now, you know that you can record the welcome call instead of calling in.
00:14:51
Speaker
There's actually an option to just record it.
00:14:53
Speaker
Just go to voice memos on your phone, grab a recording.
00:14:57
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.
00:15:02
Speaker
Let's get this welcome call done with.
00:15:04
Speaker
And that's another thing he's willing to do the welcome call even without signing.
00:15:09
Speaker
So that just shows me that's OK.
00:15:11
Speaker
This guy, he does legit want to read through it.
00:15:16
Speaker
Some people you got to know when to pull back the analytical types.
00:15:21
Speaker
Sometimes it's everything you can do.
00:15:23
Speaker
You're not going to close them all the first time.
00:15:25
Speaker
But you're going to take the process as far as you possibly can and get as much done as you can.
00:15:32
Speaker
OK, so I think that's basically all that I wanted to share of the actual recording.
00:15:38
Speaker
After that, we just go through the welcome call and
00:15:42
Speaker
you know, answer some more questions.
00:15:43
Speaker
I tried to loop back around, you know, do a little soft close one or two more times.
00:15:48
Speaker
But at that point, he just sat on reading it.
00:15:52
Speaker
And yeah, I mean, it's like he's planning on the site survey.
00:15:57
Speaker
He knows he's going to take a couple of days.
00:15:59
Speaker
He's going to take a day to read it.
00:16:01
Speaker
And then we're setting a time to get it completed.
00:16:05
Speaker
You want to make sure you don't just leave them hanging and say, hey, sign it whenever you want.
00:16:10
Speaker
You set a time to finish up what you're going to do.
00:16:14
Speaker
So that's one way of going about the analytical buyers.
00:16:19
Speaker
Take it as far as you can.
00:16:21
Speaker
See what you make happen.
00:16:22
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.
00:16:34
Speaker
It is tough.
00:16:35
Speaker
More more deals than than not are not going to sign after the first visit.
The Art of Persistent Follow-Up
00:16:40
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.
00:16:46
Speaker
Right.
00:16:46
Speaker
But you will get deals that will sign if you follow up.
00:16:51
Speaker
OK, so just know how far you can take it.
00:16:55
Speaker
Yeah.
00:16:55
Speaker
Just go for it every time.
00:16:57
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.
00:17:04
Speaker
So learn from that.
00:17:05
Speaker
I hope it's helpful.
00:17:06
Speaker
Remember, always record your deals.
00:17:09
Speaker
Once again, I use Ciro, S-I-R-O to record these.
00:17:13
Speaker
Makes it super simple, super easy because they transcribe it.
00:17:16
Speaker
They put it into bite sized pieces that you can go through and look at different sections.
00:17:21
Speaker
So hit me up.
00:17:22
Speaker
We do have that in our coaching program.
00:17:26
Speaker
And we help guys really break down their game time film and their closes like that and see massive improvements.
00:17:34
Speaker
So shoot me a DM if you want to apply to be in some in our coaching group.
00:17:40
Speaker
Or you can also shoot me an email, taylorsorepreneur.com.
00:17:44
Speaker
But we are having some exciting guests coming up the next episode.
00:17:49
Speaker
You're going to be hearing from Jack Pastrana.
00:17:51
Speaker
This guy, he had over 150 installs last year.
00:17:55
Speaker
And what's crazy is most of these were self-generated.
00:17:59
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.
00:18:08
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.
00:18:16
Speaker
And most of these are self-gen.
00:18:18
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.
00:18:25
Speaker
We'll see you on the next one.
00:18:26
Speaker
Peace out.
Introducing Solciety: A Community for Solar Pros
00:18:28
Speaker
Hey Solarpreneurs, quick question.
00:18:30
Speaker
What if you could surround yourself with the industry's top performing sales pros, marketers, and CEOs and learn from their experience and wisdom in less than 20 minutes a day?
00:18:40
Speaker
For the last three years, I've been placed in the fortunate position to interview dozens of elite level solar professionals and learn exactly what they do behind closed doors to build their solar careers to an all-star level.
00:18:52
Speaker
That's why I want to make a truly special announcement about the new learning community exclusively for solar professionals to learn, compete, and win with top performers in the industry.
00:19:03
Speaker
And it's called Solciety.
00:19:05
Speaker
This learning community was designed from the ground up to level the playing field and give Solar Pros access to proven mentors who want to give back to this community and help you or your team to be held accountable by the industry's brightest minds for, are you ready for it, less than $3.45 a day.
00:19:24
Speaker
Currently, SoulCity is open, launched, and ready to be enrolled.
00:19:30
Speaker
So go to SoulCity.co to learn more and join the learning experience now.
00:19:38
Speaker
This is exclusively for solopreneur listeners, so be sure to go to SoulCity.co and join.
00:19:45
Speaker
We'll see you on the inside.