Become a Creator today!Start creating today - Share your story with the world!
Start for free
00:00:00
00:00:01
Why You Should Treat Solar Like Alarm Sales
45 Plays5 years ago
The competition is always fierce in the solar industry. This is why you should always treat solar sales like alarms. What do I mean by this? Listen closely as I provide some useful techniques that will help you condition your mindset and help your solar sales team close deals more effectively and maximize your marketing ROI.
Recommended
Transcript
Introduction to Solarpreneur Podcast
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.
Taylor's Journey and Sales Mistakes
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 how to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro, and closing more deals.
What is a Solarpreneur?
00:00:31
Speaker
What is a Solarpreneur you might ask?
00:00:33
Speaker
A Solarpreneur is a new breed of Solar Pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
00:00:42
Speaker
What's up, solarpreneurs?
Purpose of the Podcast
00:00:43
Speaker
Taylor Armstrong back with another episode coming to you from San Diego, California.
00:00:50
Speaker
This is your first time on the show.
00:00:52
Speaker
Purpose is to make your life easier as a solar cells professional and help you close more deals, generate more referrals, and dominate this incredible industry.
00:01:03
Speaker
Thanks for listening.
00:01:04
Speaker
Just want to give you guys a shout out as the listeners.
00:01:07
Speaker
I've gotten a few messages just from the last episode, which if you haven't heard about it, you can go back and listen, but just an unfortunate experience I had.
00:01:17
Speaker
So appreciate the people that reached out to empathize with me and mourn in my negative commissions.
00:01:24
Speaker
Anyways, go back and listen to it if you haven't already.
Upcoming Episode Teaser with Mo Fala
00:01:28
Speaker
But on this episode, we're going to talk more positive.
00:01:32
Speaker
And what we're doing is I just want to kind of prepare you guys for the next episode.
00:01:38
Speaker
We've got an awesome guest coming.
00:01:40
Speaker
His name is Mo Fala.
00:01:42
Speaker
And incredible dude.
00:01:45
Speaker
So you'll get to hear him on the next episode.
00:01:47
Speaker
But we did the interview recently here.
00:01:52
Speaker
in San Diego and he just got me thinking about a few different things that I've started applying more and more and I've seen other people apply in their solar cells and other companies and it's made a huge difference in my personal cells and just from what I've seen in other cells teams out here doing solar.
Sales During COVID and Personal Challenges
00:02:13
Speaker
so we're going to jump into the topic but before I get into that just want to give you guys a quick update on well my personal cells
00:02:23
Speaker
Ramping up here, COVID obviously still an issue, but hopefully you're not using that as an excuse.
00:02:29
Speaker
Shouldn't be an excuse for anybody at this point.
00:02:32
Speaker
I'm here at a gym, just getting the workout in out here in California, at least in my neck of the woods.
00:02:39
Speaker
The gyms are either closed or outdoor.
00:02:43
Speaker
So I just got done at a 24 hour fitness, doing an outdoor workout, getting kind of sick of outdoor gyms, to be honest.
00:02:50
Speaker
They put like half the equipment in.
00:02:52
Speaker
There's like 10 people trying to wait for a single squat rack.
00:02:55
Speaker
So not a big fan.
00:02:56
Speaker
So if any of you have connections to Governor Newsom here in California, please...
00:03:02
Speaker
send them a knuckle sandwich and tell them to open up the gyms, please.
00:03:07
Speaker
I'm doing a 75 hard here, which that's also highly recommended.
00:03:12
Speaker
It will help you out in your cells.
75 Hard Challenge and Sales Performance
00:03:14
Speaker
But if you haven't heard about 75 hard, go to that.
00:03:16
Speaker
It's Andy Frisella's challenge, where 75 days you're doing two work, two 45 minute workouts in a day.
00:03:25
Speaker
You're reading 10 pages and you are following a diet and drinking a gallon of water a day.
00:03:32
Speaker
Among other things, so things like that just really helps get in your routine, get yourself amped up, and get yourself, more than anything, just used to being consistent.
00:03:42
Speaker
Because consistency is the big secret, I think, in life and in cells.
00:03:49
Speaker
But anyways, I
Adopting Alarm Sales Tactics in Solar
00:03:50
Speaker
digress.
00:03:50
Speaker
So let's hop into the topic, and that is why you should treat solar cells like alarms.
00:03:57
Speaker
What do I mean by that?
00:04:00
Speaker
I mean that anyone, well we probably all know people who are dominating in this industry.
00:04:05
Speaker
You look back at their history and most of the top guys in solar, guess what?
00:04:10
Speaker
A lot of them came from alarms.
00:04:13
Speaker
Most, yeah I would say most of the top guys came from alarms.
00:04:18
Speaker
Not to say that people who didn't have that background can't be successful.
00:04:21
Speaker
I came from pest control.
00:04:23
Speaker
So, pest control is awesome too.
00:04:27
Speaker
But what I mean by alarms, here's the thing, guys.
00:04:30
Speaker
Alarm salesmen, what do they do?
00:04:32
Speaker
They're out there knocking eight, ten-hour days doing the summer grind, and they are selling these alarm contracts, typically five-year contracts, if I'm not mistaken.
00:04:43
Speaker
And they're selling them on the spot, on the doors.
00:04:46
Speaker
They're running credit checks for people, and they're getting these things locked down same day.
00:04:50
Speaker
They're having the alarm technicians come in and put the alarms in.
00:04:55
Speaker
So what I'm trying to say with that is why don't we treat our solar cells more like alarms?
00:05:03
Speaker
People get so hung up that I see sometimes on solar, it's a $30,000 loan.
00:05:10
Speaker
It's a big decision.
00:05:13
Speaker
And guess what?
00:05:13
Speaker
Anything you think in your life, anything you believe in your life, it's going to reflect on the customer.
00:05:20
Speaker
So if you think that solar is a big decision, if you think people should think about it, if you yourself tend to think about things and overanalyze and hesitate in your decisions, guess what?
00:05:33
Speaker
Your customers are going to do the same thing.
00:05:36
Speaker
So really take a look at that.
00:05:37
Speaker
First of all, take a look.
00:05:38
Speaker
What are you doing in your life?
00:05:40
Speaker
What objections are you seeing?
00:05:42
Speaker
And then take a look deep down.
00:05:43
Speaker
This is something that Grant Cardone talks about too.
00:05:46
Speaker
Your objections you have in your life, it's going to show up in the customer's objections.
00:05:52
Speaker
Take a deep look at that.
00:05:54
Speaker
But when people are selling alarms, they're locking these babies.
00:05:57
Speaker
Same day, they're closing the deal, they're getting it done.
00:06:02
Speaker
And in my opinion, alarms are way less of a good deal than solar.
00:06:07
Speaker
No offense, alarm people.
00:06:09
Speaker
But solar, we're literally saving people thousands and thousands of dollars.
00:06:13
Speaker
So why are we hesitating?
00:06:14
Speaker
Why aren't we locking these things down same day too?
00:06:17
Speaker
Okay, and it's something that you'll hear a little more about in our next interview with Mo Fala.
00:06:25
Speaker
But he implemented this with his teams and the next year he did, well, his first year, we'll talk about this again, but he did 28 million in cells.
00:06:36
Speaker
And his big secret, he started treating solar like it's an alarm.
Importance of Same-Day Appointments
00:06:40
Speaker
He did this during COVID.
00:06:42
Speaker
He walks in the door, they're knocking his teams and they're not saying, oh, I'll come back in a few days.
00:06:48
Speaker
They're saying, hey,
00:06:49
Speaker
Mr. Customer, we'll get this proposal created.
00:06:53
Speaker
Probably not saying proposal, but we're going to get your design created.
00:06:56
Speaker
We're going to have numbers out.
00:06:58
Speaker
But yeah, let me show you how this works.
00:06:59
Speaker
And they're walking straight in there.
00:07:01
Speaker
They're closing these deals down.
00:07:04
Speaker
And so how do you actually do a same-day appointment?
00:07:08
Speaker
If you're not doing same-day appointments, I think it's a huge thing that you and your teams are missing out on.
00:07:14
Speaker
Because, I mean, figure out a way to get these proposals, these solar proposals created quickly.
00:07:20
Speaker
There's no need.
00:07:21
Speaker
You shouldn't be going back.
00:07:23
Speaker
two or three days later.
00:07:25
Speaker
I mean, here in San Diego, I'm sure it's a problem everywhere, but if you schedule appointments more than two days out, you might as well flush that baby down the toilet.
00:07:34
Speaker
Very unlikely that it's going to sit.
00:07:36
Speaker
People are going to forget.
00:07:37
Speaker
People are going to overthink it.
00:07:38
Speaker
People are going to remember something bad they heard about solar, and they're not even going to remember what the benefits were that you explained to them on the door.
00:07:47
Speaker
So it's emotional, right?
00:07:48
Speaker
People buy on emotion, and then they justify it with logic.
Closing Deals: Tips and Techniques
00:07:53
Speaker
So what can you do?
00:07:54
Speaker
Just get them on that emotional high, get in the door, and figure out a way to get in the house as soon as possible.
00:08:01
Speaker
And end of the day, you're not going to do everything.
00:08:05
Speaker
close same day.
00:08:06
Speaker
I mean, if you're just talking to the housewife or something, husband's not home, probably not going to do a same day sell right then, but schedule for an hour or two when the husband comes back, right?
00:08:18
Speaker
And get that homeowner on the phone, had an appointment just today.
00:08:22
Speaker
This is another big issue here out here in California is you show up to the appointment and husband cancels, right?
00:08:30
Speaker
So what do you do?
00:08:30
Speaker
You get the husband on the phone.
00:08:32
Speaker
Say, Mrs. Jones, do you, so while I'm here, let's just get your husband on the phone, then I make sure he's not surprised, and I'll just give him a little explanation of what we're doing here so he knows why I'm coming back, because I explain this to people all day long.
00:08:48
Speaker
Get him on the phone.
00:08:48
Speaker
It's going to reduce your cancellations.
00:08:50
Speaker
Okay, but start pushing these appointments through same day, and the way to do that is just make it the expectation.
00:08:57
Speaker
Okay, be assumptive.
00:09:00
Speaker
something that I coach my guys on, whatever you assume
00:09:06
Speaker
whatever you want to happen, you just need to be super assumptive with it.
00:09:09
Speaker
So if you're giving people an option, when does it work to come back?
00:09:14
Speaker
No, forget about it.
00:09:17
Speaker
Say, Mrs. Jones, we're here with all the neighbors right now.
00:09:20
Speaker
They're actually working on your custom information.
00:09:24
Speaker
So yeah, actually they'll have that done here quickly.
00:09:27
Speaker
So in the meantime, I'll just show you how this works.
00:09:30
Speaker
And you have a small place we can sit.
00:09:34
Speaker
whatever, get inside the home, boom, right there.
00:09:37
Speaker
Or if you're like me, I mean, I personally am old school.
00:09:41
Speaker
I walk around with nothing but some appointment cards and my phone.
00:09:47
Speaker
Okay, so I present with my MacBook Pro here personally, which...
00:09:53
Speaker
No one wants to carry that thing around.
00:09:55
Speaker
But if you're like a lot of people, you got an iPad, right?
00:09:58
Speaker
You don't even know, you don't need to go back to a car.
00:10:01
Speaker
You don't need to do anything.
00:10:01
Speaker
Just walk straight in, get the info back on your iPad, and boom, you got it right there.
00:10:06
Speaker
You can be closing them.
00:10:07
Speaker
Okay, if you don't have your iPad or whatever, your computer, then say, Mr. Jones, I'm going to have them prepare it.
00:10:14
Speaker
I'm just going to call our engineers, make sure they get right on your information, and I will be back here in 20 to 30 minutes.
00:10:22
Speaker
Sound good?
00:10:24
Speaker
And then don't give them an option.
00:10:25
Speaker
Walk in there, get what you deserve, close the deal same day.
00:10:30
Speaker
So start doing this.
00:10:31
Speaker
Be assumptive with it.
00:10:32
Speaker
Book those appointments.
00:10:34
Speaker
The priority here is, yeah, if you can do it, if you have an iPad, if you can get these proposals back super quick, then yeah, don't even go back to your car.
00:10:42
Speaker
Just walk straight in and then attempt to close.
Success Stories and Mindset Shifts
00:10:45
Speaker
Guys, this is a secret I'm hearing from more and more people.
00:10:48
Speaker
Okay, another example of this.
00:10:50
Speaker
I mentioned last episode I'm doing a Noxstar competition.
00:10:56
Speaker
which you guys can check it out.
00:10:57
Speaker
It's with my boys Taylor McCarthy, Danny Pesce.
00:11:00
Speaker
They have got a great program, great trainings over there, so I'll give them a shout-out.
00:11:06
Speaker
But they do competitions.
00:11:09
Speaker
It's kind of a training-slash-competition, a tournament.
00:11:13
Speaker
The number one dude, they had their seeding round for it last week, which –
00:11:20
Speaker
I wasn't the top guy.
00:11:21
Speaker
I was close.
00:11:22
Speaker
No, there's some rock stars in there.
00:11:24
Speaker
So shout out to those guys.
00:11:25
Speaker
The top dude, he is, we'll see if we can get him here on the show here soon.
00:11:31
Speaker
But his name is Jared.
00:11:32
Speaker
This guy closed 23 deals in a week in Texas.
00:11:38
Speaker
And I was blown away.
00:11:39
Speaker
Pretty incredible.
00:11:40
Speaker
So Jared, if you listen to this, awesome job, dude.
00:11:45
Speaker
You are a sales superstar, but 23 deals.
00:11:48
Speaker
And what was his secret?
00:11:50
Speaker
He was telling us what he does.
00:11:52
Speaker
And he, well, he came from alarms.
00:11:55
Speaker
Surprise, surprise.
00:11:57
Speaker
Came from Vivint Alarms.
00:11:59
Speaker
And he just basically takes that same mindset, that same way of doing things from alarms, and he just applied it in solar.
00:12:07
Speaker
I think if I remember correctly, he had two or three months is all in solar.
00:12:12
Speaker
But what's he doing?
00:12:13
Speaker
We would see him post in the little group chat, just cell after cell after cell, cell number two.
00:12:20
Speaker
It's not even noon yet.
00:12:21
Speaker
He's got two cells.
00:12:23
Speaker
And then by the night, I think he had multiple days of four cells, maybe even one day where he got five, but just an incredible volume.
00:12:32
Speaker
And this is what he's doing, guys.
00:12:35
Speaker
He was just doing same-day cells.
00:12:37
Speaker
He doesn't go back.
00:12:38
Speaker
He gets in the home, and he locks it down right then.
00:12:42
Speaker
So any of these dudes that are closing insane amounts of deals, that's a big secret.
00:12:47
Speaker
Make the sale simple like an alarm.
00:12:50
Speaker
Think of yourself as an alarm person now, except you're selling something even more awesome.
00:12:55
Speaker
We're doing solar alarm people.
00:12:57
Speaker
They're doing credit checks on the doors.
00:13:00
Speaker
I mean, it's a similar process.
00:13:01
Speaker
So if these people selling alarms can do it, we can do it too with a product that's awesome, that's saving people money, and that's changing the world.
00:13:09
Speaker
That's what I got for today, guys.
00:13:11
Speaker
Think of yourself as an alarm person.
00:13:13
Speaker
And go talk to any of these top guys.
00:13:15
Speaker
A lot of them came from alarms.
00:13:17
Speaker
And a lot of these guys were having on the show.
00:13:19
Speaker
So you're not going to want to miss next episode.
00:13:22
Speaker
We got Mo Fala and we're going to go into this a little bit deeper.
00:13:24
Speaker
You're going to hear his thought process on it as well.
Podcast Promotion and Future Content
00:13:28
Speaker
So tune in and thanks for your comments.
00:13:29
Speaker
Again, go share the show.
00:13:31
Speaker
If this has helped you in any way, pass it forward.
00:13:34
Speaker
We got some exciting stuff coming out that you're not going to want to miss.
00:13:37
Speaker
So keep listening.
00:13:39
Speaker
Going to be some exciting news here soon.
00:13:43
Speaker
Keep selling.
00:13:44
Speaker
Don't let COVID hold you back and dominate this week.
00:13:47
Speaker
Peace.
00:13:49
Speaker
Thanks so much for tuning into today's episode.
00:13:52
Speaker
I know when I got into the industry, I had almost no resources like this.
00:13:55
Speaker
So I hope this show is helping you get the success you deserve.
00:14:00
Speaker
If you found value from anything in this episode today, think about someone who can benefit so you and I can help people fulfill their potential.
00:14:07
Speaker
Zig Ziglar said, if you help enough people get what they want, you will get what you want.
00:14:12
Speaker
So I promise by sharing this, it will help you grow and improve.
00:14:16
Speaker
The value bombs on today's show will take you one step closer to success, but it's always to the degree that you apply and execute the principles.
Exclusive Video Training Offer
00:14:24
Speaker
I've spent the last few years interviewing the top solar experts and helping other reps and businesses discover their potential.
00:14:31
Speaker
If you want more help achieving your goals, then I put together an exclusive video training on three hacks that helped me close multiple deals a week while knocking less than 10 hours.
00:14:41
Speaker
And who doesn't want that?
00:14:43
Speaker
So go check it out at webclass.solarpreneurs.com.
00:14:47
Speaker
Once again, that's webclass.solarpreneurs.com to get exclusive access to the training and take your skills to the next level.