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How to Handle One Legger Appointments (Live Footage)
79 Plays2 years ago
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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
Taylor Armstrong's Journey to Success
00:00:08
Speaker
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 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.
Handling Solo Decision-Maker Presentations
00:00:42
Speaker
What's up solarpreneurs?
00:00:43
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.
00:01:00
Speaker
So we're going to be jamming on that and also we're going to have some live footage.
00:01:03
Speaker
So I hope you're ready today to take your skills to another level and learn something new.
Taylor's Return and Value Offering
00:01:09
Speaker
Let's get into it.
00:01:09
Speaker
My name is Taylor Armstrong.
00:01:11
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.
00:01:19
Speaker
And I am just getting back from a backpacking trip.
00:01:22
Speaker
So if you're watching the video, I am looking a little red in the face.
00:01:26
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.
00:01:37
Speaker
And I'm a little out of it, but that's not important.
00:01:41
Speaker
We're still bringing the fire.
00:01:43
Speaker
We are hopefully going to bring so much heat that you're going to get sunburned from this podcast.
00:01:49
Speaker
Okay.
00:01:51
Speaker
I'm sorry about the bad jokes.
00:01:53
Speaker
I'm tired.
00:01:53
Speaker
I'm getting back.
00:01:55
Speaker
But let's get right into it.
Acknowledging Support and Feedback
00:01:58
Speaker
Before we do though, I wanted to thank our most recent reviewers of the show.
00:02:04
Speaker
It is very much appreciated.
00:02:07
Speaker
We had one on June 25th.
00:02:10
Speaker
It says Fire Podcasts.
00:02:13
Speaker
Speaking of heat, right?
00:02:14
Speaker
I started listening to this podcast months before I switched to solar and it's still a regular part of my routine.
00:02:20
Speaker
I'm so grateful for the content and value Taylor brings into our space.
00:02:24
Speaker
Keep it up.
00:02:25
Speaker
It's from RealHunter27.
00:02:27
Speaker
Thank you so much.
00:02:29
Speaker
We had June 24th from Chicago Flipper.
00:02:31
Speaker
One of the best.
00:02:32
Speaker
Perfect for anyone in solar, whether just getting started or a veteran.
00:02:36
Speaker
The podcast has lots of information, stories, tips, and tricks to help you level up.
00:02:42
Speaker
Thank you so much, Chicago Flipper.
00:02:44
Speaker
Then we had one on June 17th from GodSendHokage.
00:02:48
Speaker
It says, I've been in solar for over a year now.
00:02:52
Speaker
I'm listening to all your episodes.
00:02:53
Speaker
Really gives me so much more knowledge that I can apply.
00:02:56
Speaker
Thanks for everything, Taylor.
00:02:58
Speaker
I appreciate that so much.
00:03:00
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.
00:03:11
Speaker
And it would be awesome for my birthday present.
00:03:14
Speaker
Go leave me a little review.
00:03:16
Speaker
Go leave the podcast a little review or share the show with someone.
00:03:20
Speaker
It is very much appreciated.
00:03:22
Speaker
I love you guys.
00:03:24
Speaker
And that is what keeps this content coming week after week is reviews and comments like that.
00:03:31
Speaker
Hey, and there's been some review.
00:03:32
Speaker
I appreciate honesty.
00:03:33
Speaker
Some people have left me, you know, opinions and ways we can improve the show.
00:03:40
Speaker
So that's appreciated as well.
00:03:42
Speaker
Anything helps.
Tools for Effective Solar Presentations
00:03:44
Speaker
Let's get into why we're here, and that is we're going to be going over some live footage.
00:03:48
Speaker
We're going to be talking about what you should do when you get that objection of it's just one spouse there.
00:03:57
Speaker
How do you handle it?
00:03:58
Speaker
So I recently had an appointment where this came up.
00:04:03
Speaker
And I didn't handle it the greatest.
00:04:05
Speaker
Guys, some things I think I did okay, some not the greatest.
00:04:09
Speaker
So I'm going to play back some footage.
00:04:11
Speaker
We're going to keep it shorter today just because I am exhausted.
00:04:15
Speaker
Okay, but hopefully there's still going to be some good takeaways and stuff.
00:04:23
Speaker
things we can pull from this recording here.
Addressing Absence of Spouses in Presentations
00:04:25
Speaker
As usual, we are using Ciro to record this.
00:04:29
Speaker
It is the best app for recording your presentations, your closes, and everything you do in Solar.
00:04:36
Speaker
Makes it really easy because you jump section by section.
00:04:39
Speaker
You can...
00:04:41
Speaker
have all your, you know, objections in one place, see other people handle it.
00:04:46
Speaker
And we use it in our coaching program as well.
00:04:50
Speaker
So if you'd like to check that out, let me know.
00:04:53
Speaker
I'm going to jump to a couple sections here and let's see how we can learn from this.
00:05:10
Speaker
One granddaughter.
00:05:11
Speaker
Oh, wow.
00:05:11
Speaker
Congrats.
00:05:14
Speaker
That's awesome.
00:05:15
Speaker
Yeah, I got two kids myself and it's a lot of work.
00:05:18
Speaker
Yeah, they're all grown now, so... Yeah.
00:05:20
Speaker
Yeah, that's good.
00:05:25
Speaker
Then you and your wife?
00:05:28
Speaker
Mm-hmm.
00:05:29
Speaker
Okay.
00:05:31
Speaker
Do you need her here?
00:05:33
Speaker
Oh, she's a little sick, so...
00:05:36
Speaker
Okay, so notice what I'm doing here.
00:05:39
Speaker
I think sometimes a mistake that people make is they get an appointment, they immediately ask, hey, is your wife here?
00:05:46
Speaker
Where's your wife?
00:05:48
Speaker
That can be good.
00:05:51
Speaker
Personally, I like to confirm on my appointments.
00:05:53
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.
00:06:06
Speaker
In this case, it was an appointment for one of my friends that's setting up appointments right now.
00:06:13
Speaker
His name's Danny, and
00:06:16
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...
00:06:26
Speaker
her here because they're going to try and sell us.
00:06:29
Speaker
So I go about asking about their family, doing some discovery.
00:06:32
Speaker
And then you notice it happens naturally.
00:06:34
Speaker
I don't even have to ask it.
00:06:36
Speaker
He asked me, hey, do you need my wife here?
00:06:39
Speaker
And then that made it so I didn't have to ask the question.
00:06:42
Speaker
I have to demand anything
Handling Client Resistance in Sales
00:06:43
Speaker
just from talking about the family.
00:06:45
Speaker
So this is what typically happens.
00:06:47
Speaker
You talk about their kids, whatever.
00:06:50
Speaker
And they say, oh, and it's you and your wife here.
00:06:53
Speaker
Yeah.
00:06:53
Speaker
Do you need her here?
00:06:54
Speaker
So that's a little secret, little way you can use, build some rapport.
00:06:59
Speaker
And then a lot of times they're going to ask you, Hey, do you need my wife here?
00:07:03
Speaker
So let's hear what happens after this.
00:07:05
Speaker
Okay.
00:07:06
Speaker
Well, yeah, that's what I was going to say.
00:07:08
Speaker
Stuff for the home.
00:07:09
Speaker
Do you guys generally look at like stuff for the home together?
00:07:12
Speaker
Does she let you kind of decide on everything like that?
00:07:15
Speaker
Pretty much.
00:07:17
Speaker
You know, I still have her permissions.
00:07:19
Speaker
Okay.
00:07:20
Speaker
Okay.
00:07:25
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.
00:07:35
Speaker
Okay.
00:07:35
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?
00:07:50
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.
00:08:01
Speaker
Hey, in that case, you know, you got to get the wife in front of you.
00:08:07
Speaker
Unless it's 100%, yes, I make all the decisions.
00:08:10
Speaker
She doesn't need to be here.
00:08:13
Speaker
Even then, most of the time, you'll get to the end of the close.
00:08:16
Speaker
And they'll be like, well, I make the decision, but I still want to run this past my wife.
00:08:21
Speaker
Hey, this happens all the time.
00:08:24
Speaker
So basically, no matter what they say,
00:08:27
Speaker
still push for a way to get in front of the spouse.
00:08:33
Speaker
You don't want this coming up at the end of the close.
00:08:36
Speaker
And then what works for me is just to take some of the pressure off.
00:08:40
Speaker
You don't, you don't have to necessarily demand that they're there right now, but you do want,
00:08:45
Speaker
them in front of you as you start getting in the bulk of the presentation.
00:08:49
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.
00:08:56
Speaker
Then if you could grab her just when we're going through the breakdown, just because
00:09:00
Speaker
I want to make sure we can answer questions.
00:09:02
Speaker
And then also we usually don't have time to come back and forth.
00:09:06
Speaker
We submit applications for all the homes when we're here.
00:09:09
Speaker
Okay, and then here's where things start to go pretty wrong, not as well as I would have hoped.
00:09:16
Speaker
So we get into the bulk of the presentation.
00:09:18
Speaker
I say, hey, can you go grab your wife?
00:09:21
Speaker
Here's what happens.
00:09:22
Speaker
Okay, so yeah, I'll break this down.
00:09:25
Speaker
Is your wife, is she right there?
00:09:27
Speaker
So you can make sure.
00:09:44
Speaker
coffee and everything.
00:09:46
Speaker
So, ready to really face the face of doing this.
00:09:50
Speaker
Okay.
00:10:00
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
00:10:15
Speaker
Who do we need to go to?
00:10:18
Speaker
And what website is this to get us qualified and so?
00:10:23
Speaker
Okay.
00:10:24
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.
00:10:31
Speaker
Yeah.
00:10:31
Speaker
Okay.
00:10:32
Speaker
Because we are doing a patio because our garage is broken.
00:10:36
Speaker
Okay.
00:10:37
Speaker
That is our, basically our priority first.
00:10:41
Speaker
Okay.
00:10:42
Speaker
Okay.
00:10:42
Speaker
Before anything else.
00:10:44
Speaker
Yeah.
00:10:45
Speaker
So, you know, she's not ready to get into this.
00:10:54
Speaker
Okay, so here's where it all goes wrong, right?
00:10:56
Speaker
Instantly, he's trying to throw me in his frame.
00:10:59
Speaker
He's saying, hey, here's what we're going to do on my terms.
00:11:03
Speaker
The customer is telling you what's going to happen.
00:11:04
Speaker
That is never a good time or never a good sign, rather.
00:11:08
Speaker
You don't want them putting you in their frame, telling you how things are going to be done.
00:11:13
Speaker
No, this is your office.
00:11:15
Speaker
This is your sales process.
00:11:17
Speaker
The second someone tries to control the cell and tell you how things are going to go,
00:11:23
Speaker
you're going to lose a cell unless you can pull them back in your frame.
00:11:26
Speaker
Okay, so we go back and forth for a while recording gets a little long, we argue back and forth a little bit.
00:11:33
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.
00:11:43
Speaker
If they're not going to be there,
00:11:45
Speaker
You don't show up.
00:11:46
Speaker
You don't show up to one-legger appointments.
00:11:48
Speaker
The easiest way to prevent this objection is never show up to one-legger appointments.
00:11:55
Speaker
Always present with husband and wife.
00:11:59
Speaker
And you're not going to run into this.
00:12:01
Speaker
It's obviously here.
00:12:03
Speaker
I didn't.
00:12:04
Speaker
And I should have walked out sooner.
00:12:06
Speaker
This whole recording was like 45, 50 minutes before I walked out.
00:12:10
Speaker
Because once I heard this, once I heard the wife's not coming, she's sick,
00:12:14
Speaker
I tried to leave as soon as possible.
00:12:16
Speaker
He still wanted, he still was pushing me to like get more information.
Importance of Decision-Maker Presence
00:12:20
Speaker
So I gave him very general information after that point.
00:12:23
Speaker
You don't want to get into specifics.
00:12:25
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?
00:12:38
Speaker
We are the professionals.
00:12:39
Speaker
Yeah.
00:12:40
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.
00:12:51
Speaker
You let the husband try to sell the wife when he has absolutely zero sales skills.
00:12:57
Speaker
When he is explaining it, probably incorrectly, that's how you're going to lose cells.
00:13:03
Speaker
And spoiler alert, he calls me two days later and he says, hey, my wife doesn't want to do this.
00:13:09
Speaker
Canceled.
00:13:11
Speaker
Hey, so probably this was a tough situation as it is.
00:13:16
Speaker
Sounds like the wife was extremely tough, probably super stubborn, and it didn't go through.
Avoiding Presentation Mistakes
00:13:22
Speaker
So I hope you can learn from some of my mistakes there.
00:13:25
Speaker
Always make sure you are presenting to all the decision makers, everyone on title.
00:13:31
Speaker
If you can't do that, use some of these tricks.
00:13:34
Speaker
Try in whatever way possible you can to get the wife there.
00:13:39
Speaker
But at any moment, unless it's like a 99% sure that they can decide without the wife,
00:13:46
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.
00:13:52
Speaker
Do not show your cards.
00:13:54
Speaker
Do not present a second longer.
00:13:56
Speaker
Because the time you're in that appointment, you could have been presenting to people that are...
00:14:02
Speaker
qualified buyers, qualified decision makers, and are ready to act now.
00:14:06
Speaker
But instead, I just wasted 50 minutes with someone that wasn't going to decide.
Upcoming Episode with James Schlosser
00:14:12
Speaker
So that's the episode today.
00:14:15
Speaker
Hope that's helpful to someone out there.
00:14:19
Speaker
And next episode, we're going to be having something a little different for the podcast.
00:14:26
Speaker
Someone that is from actually a different industry, from roofing.
00:14:31
Speaker
Okay, our good brothers over there in the roofing industry, brothers and sisters.
00:14:37
Speaker
His name is James Schlosser.
00:14:39
Speaker
He's going to come on and talk about how he got a Golden Door Award in roofing.
00:14:45
Speaker
And it's really cool because a lot of things he does, we can apply directly to solar.
00:14:49
Speaker
And we all know that roofing is extremely important in our industry as well because we have to sell a lot of roofs.
00:14:56
Speaker
It's hand in hand with our business.
00:14:59
Speaker
So definitely don't miss out on the next podcast.
00:15:02
Speaker
He's also going to be talking about how he manages roofing
00:15:05
Speaker
to have several kids.
00:15:08
Speaker
I think he has two kids as well.
00:15:10
Speaker
Family man, man of faith.
00:15:13
Speaker
So very interesting, very powerful episode.
00:15:15
Speaker
Don't miss out.
00:15:17
Speaker
And thanks again for leaving a review, for sending the support of the podcast.
00:15:23
Speaker
Means so much to us over here at Solopreneur.
00:15:26
Speaker
And thanks for putting up with my hoarse voice and my exhausted voice as we crank out podcasts after backpacking trips.
00:15:34
Speaker
Go close some deals this week.
00:15:37
Speaker
Take your solar cells to another level and we'll see you on the next episode.
Introducing Solciety: A Learning Community
00:15:43
Speaker
Hey Solarpreneurs, quick question.
00:15:45
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?
00:15:54
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.
00:16:07
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.
00:16:17
Speaker
And it's called Solciety.
00:16:19
Speaker
This learning community was designed from the ground up to level the playing field and give solar pros access to proven mentors and
00:16:27
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.
00:16:37
Speaker
Currently, Soul Society is open, launched, and ready to be enrolled.
00:16:45
Speaker
So go to soulcidey.co to learn more.
00:16:49
Speaker
and join the learning experience now.
00:16:53
Speaker
This is exclusively for solopreneur listeners, so be sure to go to solcity.co and join.
00:17:00
Speaker
We'll see you on the inside.