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 fell.
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.
Speaker: What is a solarpreneur you might ask?
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.
Speaker: What's up solarpreneurs?
Speaker: Today we're going to be talking about how you should handle your one layer presentations when the wife or husband is there alone and they are not bringing in the other party to help with the solar decision.
Speaker: So we're going to be jamming on that and also we're going to have some live footage.
Speaker: So I hope you're ready today to take your skills to another level and learn something new.
Speaker: Let's get into it.
Speaker: My name is Taylor Armstrong.
Speaker: I'm here to help you close more deals, generate more leads and referrals and have a much better time in the solar industry.
Speaker: And I am just getting back from a backpacking trip.
Speaker: So if you're watching the video, I am looking a little red in the face.
Speaker: My shoulders are so burnt that no one better be touching me on the shoulders for the next week or two because they feel like they're literally on fire right now.
Speaker: And I'm a little out of it, but that's not important.
Speaker: We're still bringing the fire.
Speaker: We are hopefully going to bring so much heat that you're going to get sunburned from this podcast.
Speaker: Okay.
Speaker: I'm sorry about the bad jokes.
Speaker: I'm tired.
Speaker: I'm getting back.
Speaker: But let's get right into it.
Speaker: Before we do though, I wanted to thank our most recent reviewers of the show.
Speaker: It is very much appreciated.
Speaker: We had one on June 25th.
Speaker: It says Fire Podcasts.
Speaker: Speaking of heat, right?
Speaker: I started listening to this podcast months before I switched to solar and it's still a regular part of my routine.
Speaker: I'm so grateful for the content and value Taylor brings into our space.
Speaker: Keep it up.
Speaker: It's from RealHunter27.
Speaker: Thank you so much.
Speaker: We had June 24th from Chicago Flipper.
Speaker: One of the best.
Speaker: Perfect for anyone in solar, whether just getting started or a veteran.
Speaker: The podcast has lots of information, stories, tips, and tricks to help you level up.
Speaker: Thank you so much, Chicago Flipper.
Speaker: Then we had one on June 17th from GodSendHokage.
Speaker: It says, I've been in solar for over a year now.
Speaker: I'm listening to all your episodes.
Speaker: Really gives me so much more knowledge that I can apply.
Speaker: Thanks for everything, Taylor.
Speaker: I appreciate that so much.
Speaker: And it is my birthday coming up actually on July 17th, this next Monday, if you are listening to the podcast at the time it releases.
Speaker: And it would be awesome for my birthday present.
Speaker: Go leave me a little review.
Speaker: Go leave the podcast a little review or share the show with someone.
Speaker: It is very much appreciated.
Speaker: I love you guys.
Speaker: And that is what keeps this content coming week after week is reviews and comments like that.
Speaker: Hey, and there's been some review.
Speaker: I appreciate honesty.
Speaker: Some people have left me, you know, opinions and ways we can improve the show.
Speaker: So that's appreciated as well.
Speaker: Anything helps.
Speaker: Let's get into why we're here, and that is we're going to be going over some live footage.
Speaker: We're going to be talking about what you should do when you get that objection of it's just one spouse there.
Speaker: How do you handle it?
Speaker: So I recently had an appointment where this came up.
Speaker: And I didn't handle it the greatest.
Speaker: Guys, some things I think I did okay, some not the greatest.
Speaker: So I'm going to play back some footage.
Speaker: We're going to keep it shorter today just because I am exhausted.
Speaker: Okay, but hopefully there's still going to be some good takeaways and stuff.
Speaker: things we can pull from this recording here.
Speaker: As usual, we are using Ciro to record this.
Speaker: It is the best app for recording your presentations, your closes, and everything you do in Solar.
Speaker: Makes it really easy because you jump section by section.
Speaker: You can...
Speaker: have all your, you know, objections in one place, see other people handle it.
Speaker: And we use it in our coaching program as well.
Speaker: So if you'd like to check that out, let me know.
Speaker: I'm going to jump to a couple sections here and let's see how we can learn from this.
Speaker: One granddaughter.
Speaker: Oh, wow.
Speaker: Congrats.
Speaker: That's awesome.
Speaker: Yeah, I got two kids myself and it's a lot of work.
Speaker: Yeah, they're all grown now, so... Yeah.
Speaker: Yeah, that's good.
Speaker: Then you and your wife?
Speaker: Mm-hmm.
Speaker: Okay.
Speaker: Do you need her here?
Speaker: Oh, she's a little sick, so...
Speaker: Okay, so notice what I'm doing here.
Speaker: I think sometimes a mistake that people make is they get an appointment, they immediately ask, hey, is your wife here?
Speaker: Where's your wife?
Speaker: That can be good.
Speaker: Personally, I like to confirm on my appointments.
Speaker: Some people are all against confirming, but I like to confirm the appointments and try and let them know that, hey, we need all the husband, wife, we need everyone that's on title of the home there.
Speaker: In this case, it was an appointment for one of my friends that's setting up appointments right now.
Speaker: His name's Danny, and
Speaker: The way I like to go about this, if they weren't there from the get-go, is instead of just demanding they go get their wife, they know that, oh, they just need...
Speaker: her here because they're going to try and sell us.
Speaker: So I go about asking about their family, doing some discovery.
Speaker: And then you notice it happens naturally.
Speaker: I don't even have to ask it.
Speaker: He asked me, hey, do you need my wife here?
Speaker: And then that made it so I didn't have to ask the question.
Speaker: I have to demand anything just from talking about the family.
Speaker: So this is what typically happens.
Speaker: You talk about their kids, whatever.
Speaker: And they say, oh, and it's you and your wife here.
Speaker: Yeah.
Speaker: Do you need her here?
Speaker: So that's a little secret, little way you can use, build some rapport.
Speaker: And then a lot of times they're going to ask you, Hey, do you need my wife here?
Speaker: So let's hear what happens after this.
Speaker: Okay.
Speaker: Well, yeah, that's what I was going to say.
Speaker: Stuff for the home.
Speaker: Do you guys generally look at like stuff for the home together?
Speaker: Does she let you kind of decide on everything like that?
Speaker: Pretty much.
Speaker: You know, I still have her permissions.
Speaker: Okay.
Speaker: Okay.
Speaker: Just that way we can answer any of her questions and make sure she's not like surprised when we start putting panels up or something.
Speaker: Okay.
Speaker: And then here, what's going on is first you want to say, do you guys generally make the decisions together for stuff on the home or does she let you decide on all anything that happens for the home?
Speaker: Hey, what will happen is most of the time they'll say something like this pretty much, but I still do ask her for I still do run a buyer still to ask her for permission.
Speaker: Hey, in that case, you know, you got to get the wife in front of you.
Speaker: Unless it's 100%, yes, I make all the decisions.
Speaker: She doesn't need to be here.
Speaker: Even then, most of the time, you'll get to the end of the close.
Speaker: And they'll be like, well, I make the decision, but I still want to run this past my wife.
Speaker: Hey, this happens all the time.
Speaker: So basically, no matter what they say,
Speaker: still push for a way to get in front of the spouse.
Speaker: You don't want this coming up at the end of the close.
Speaker: And then what works for me is just to take some of the pressure off.
Speaker: You don't, you don't have to necessarily demand that they're there right now, but you do want,
Speaker: them in front of you as you start getting in the bulk of the presentation.
Speaker: So what I typically say is, hey, okay, well, you don't have to get it right this second, but I'm going to start pulling up all the details.
Speaker: Then if you could grab her just when we're going through the breakdown, just because
Speaker: I want to make sure we can answer questions.
Speaker: And then also we usually don't have time to come back and forth.
Speaker: We submit applications for all the homes when we're here.
Speaker: Okay, and then here's where things start to go pretty wrong, not as well as I would have hoped.
Speaker: So we get into the bulk of the presentation.
Speaker: I say, hey, can you go grab your wife?
Speaker: Here's what happens.
Speaker: Okay, so yeah, I'll break this down.
Speaker: Is your wife, is she right there?
Speaker: So you can make sure.
Speaker: coffee and everything.
Speaker: So, ready to really face the face of doing this.
Speaker: Okay.
Speaker: Why don't you run us the number and then give us a list of the questions that you wanted to ask us and what the plan is as far as
Speaker: Who do we need to go to?
Speaker: And what website is this to get us qualified and so?
Speaker: Okay.
Speaker: So in that way, we're not going to be blindsided with this because we have some project too that we needed to do first.
Speaker: Yeah.
Speaker: Okay.
Speaker: Because we are doing a patio because our garage is broken.
Speaker: Okay.
Speaker: That is our, basically our priority first.
Speaker: Okay.
Speaker: Okay.
Speaker: Before anything else.
Speaker: Yeah.
Speaker: So, you know, she's not ready to get into this.
Speaker: Okay, so here's where it all goes wrong, right?
Speaker: Instantly, he's trying to throw me in his frame.
Speaker: He's saying, hey, here's what we're going to do on my terms.
Speaker: The customer is telling you what's going to happen.
Speaker: That is never a good time or never a good sign, rather.
Speaker: You don't want them putting you in their frame, telling you how things are going to be done.
Speaker: No, this is your office.
Speaker: This is your sales process.
Speaker: The second someone tries to control the cell and tell you how things are going to go,
Speaker: you're going to lose a cell unless you can pull them back in your frame.
Speaker: Okay, so we go back and forth for a while recording gets a little long, we argue back and forth a little bit.
Speaker: But what this shows me is that, again, I should have pushed to number one, confirm the appointment, make sure husband and wife were going to be there.
Speaker: If they're not going to be there,
Speaker: You don't show up.
Speaker: You don't show up to one-legger appointments.
Speaker: The easiest way to prevent this objection is never show up to one-legger appointments.
Speaker: Always present with husband and wife.
Speaker: And you're not going to run into this.
Speaker: It's obviously here.
Speaker: I didn't.
Speaker: And I should have walked out sooner.
Speaker: This whole recording was like 45, 50 minutes before I walked out.
Speaker: Because once I heard this, once I heard the wife's not coming, she's sick,
Speaker: I tried to leave as soon as possible.
Speaker: He still wanted, he still was pushing me to like get more information.
Speaker: So I gave him very general information after that point.
Speaker: You don't want to get into specifics.
Speaker: You don't want to show them all your cards because then they're just going to make the decision and tell their wife, you know, everything you went through, but in a way less professional way, right?
Speaker: We are the professionals.
Speaker: Yeah.
Speaker: The easiest way to lose your sale is you go and give all your customer the information, you hand them a brochure, you hand them a report, and you let them talk about it, decide.
Speaker: You let the husband try to sell the wife when he has absolutely zero sales skills.
Speaker: When he is explaining it, probably incorrectly, that's how you're going to lose cells.
Speaker: And spoiler alert, he calls me two days later and he says, hey, my wife doesn't want to do this.
Speaker: Canceled.
Speaker: Hey, so probably this was a tough situation as it is.
Speaker: Sounds like the wife was extremely tough, probably super stubborn, and it didn't go through.
Speaker: So I hope you can learn from some of my mistakes there.
Speaker: Always make sure you are presenting to all the decision makers, everyone on title.
Speaker: If you can't do that, use some of these tricks.
Speaker: Try in whatever way possible you can to get the wife there.
Speaker: But at any moment, unless it's like a 99% sure that they can decide without the wife,
Speaker: If it's not that, in any moment you find out that the wife isn't coming, isn't on her way, you get out of there.
Speaker: Do not show your cards.
Speaker: Do not present a second longer.
Speaker: Because the time you're in that appointment, you could have been presenting to people that are...
Speaker: qualified buyers, qualified decision makers, and are ready to act now.
Speaker: But instead, I just wasted 50 minutes with someone that wasn't going to decide.
Speaker: So that's the episode today.
Speaker: Hope that's helpful to someone out there.
Speaker: And next episode, we're going to be having something a little different for the podcast.
Speaker: Someone that is from actually a different industry, from roofing.
Speaker: Okay, our good brothers over there in the roofing industry, brothers and sisters.
Speaker: His name is James Schlosser.
Speaker: He's going to come on and talk about how he got a Golden Door Award in roofing.
Speaker: And it's really cool because a lot of things he does, we can apply directly to solar.
Speaker: And we all know that roofing is extremely important in our industry as well because we have to sell a lot of roofs.
Speaker: It's hand in hand with our business.
Speaker: So definitely don't miss out on the next podcast.
Speaker: He's also going to be talking about how he manages roofing
Speaker: to have several kids.
Speaker: I think he has two kids as well.
Speaker: Family man, man of faith.
Speaker: So very interesting, very powerful episode.
Speaker: Don't miss out.
Speaker: And thanks again for leaving a review, for sending the support of the podcast.
Speaker: Means so much to us over here at Solopreneur.
Speaker: And thanks for putting up with my hoarse voice and my exhausted voice as we crank out podcasts after backpacking trips.
Speaker: Go close some deals this week.
Speaker: Take your solar cells to another level and we'll see you on the next episode.
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?
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.
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.
Speaker: And it's called Solciety.
Speaker: This learning community was designed from the ground up to level the playing field and give solar pros access to proven mentors and
Speaker: 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.
Speaker: Currently, Soul Society is open, launched, and ready to be enrolled.
Speaker: So go to soulcidey.co to learn more.
Speaker: and join the learning experience now.
Speaker: This is exclusively for solopreneur listeners, so be sure to go to solcity.co and join.
Speaker: We'll see you on the inside.
