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Customer Says "I'm not signing today" You say..?
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The SOLARPRENEUR podcast is here to help you close more deals in the solar industry, generate more leads and referrals, and hopefully, have a much better time and situation.
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Transcript
Taylor's Journey and Solarpreneur Definition
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 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.
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.
00:00:41
Speaker
Hey, Solopreneurs.
Overcoming Sales Objections
00:00:42
Speaker
Today we're going to be talking about what you should do if the customer says, I'm not signing anything today.
00:00:48
Speaker
Very common objection.
00:00:50
Speaker
Those that close deals know that this is something customers, they always want to procrastinate.
00:00:56
Speaker
They always want to put off signing today, sleep on it, whatever.
00:01:00
Speaker
So how can you push them past that hurdle?
00:01:04
Speaker
How can you get them past that objection?
00:01:06
Speaker
We're going to talk about it.
Podcast Offerings and Content Preview
00:01:08
Speaker
Welcome to the show.
00:01:08
Speaker
My name is Taylor Armstrong.
00:01:09
Speaker
We're here to help you close more deals, generate more leads and referrals, and have a much better time in the solar industry.
00:01:15
Speaker
We are free and available on Apple, iTunes, Spotify, wherever you listen to podcasts.
00:01:20
Speaker
Every Tuesday and Friday, we're coming at you with fresh new content.
00:01:24
Speaker
Thank you for listening.
00:01:26
Speaker
If this is your first time, welcome to the show.
00:01:29
Speaker
You are about to up-level your solar game and make a whole lot more money.
00:01:34
Speaker
So, again, today we're talking about what can you do if you get this objection?
00:01:39
Speaker
I'm not signing
Handling Challenging Customers
00:01:40
Speaker
today.
00:01:40
Speaker
Hey, recently, I actually today and then last Saturday, I had two pretty tough, pretty tough homeowners who were adamant like, hey, we're not signing today.
00:01:51
Speaker
We're not doing it.
00:01:53
Speaker
And luckily was able to get them both over the edge and get them to sign the docs.
00:01:59
Speaker
And so far, both of them have stuck.
00:02:01
Speaker
Hoping I don't jinx myself by doing this podcast, you know, because we get cancels from time to time.
00:02:07
Speaker
But I think it's a balance between a like pushing them over the edge, but not being like, you know, so pushy that you kill the deal and not causing them to cancel later.
00:02:19
Speaker
So let's talk about how to do it.
00:02:20
Speaker
Okay.
00:02:21
Speaker
And before that, just wanted to make a quick quick
Community Engagement and Guest Call
00:02:24
Speaker
ask.
00:02:24
Speaker
If you have not left us a review, I
00:02:27
Speaker
or shared the show, please do it.
00:02:30
Speaker
I mean, we're at almost 500 episodes now.
00:02:32
Speaker
So especially if you listen to more than like five episodes, come on.
00:02:36
Speaker
Can you please share the show?
00:02:38
Speaker
Can you please leave us a review?
00:02:41
Speaker
That's what helps us grow.
00:02:42
Speaker
And speaking of that, we are looking for new guests to come on the show.
00:02:47
Speaker
So I've gotten a few messages, a few emails from comment.
00:02:51
Speaker
Very much appreciated.
00:02:52
Speaker
Thank you for giving me guest suggestions.
00:02:54
Speaker
I was telling one of my friends today that I try to get most of the podcasts recorded actually during events like SolarCon, DoorToDoorCon.
00:03:02
Speaker
Those are when I crank out a bunch of the content, a bunch of the podcasts.
00:03:05
Speaker
And we're all caught up on that.
00:03:08
Speaker
So run a little bit dry on podcast guests.
00:03:10
Speaker
So if you know anyone that is killing it in the industry, anyone that's doing something unique or has a cool story to tell, we'd love to connect with them.
00:03:18
Speaker
So shoot us a message.
00:03:19
Speaker
Okay, so let's jump into
Navigating Customer Objections (Case Study)
00:03:21
Speaker
this.
00:03:21
Speaker
I'm going to play a little bit of the appointment from today.
00:03:25
Speaker
I actually started recording right when I got this objection.
00:03:29
Speaker
I think we had gone through most of the presentation already.
00:03:32
Speaker
And she says, Taylor, you know, it looks good, but I'm not signing anything today.
00:03:36
Speaker
I don't want to do it.
00:03:37
Speaker
So here's how this interaction went.
00:03:41
Speaker
And then I'll get into a few things that have been helping me lately.
00:03:47
Speaker
Yeah, the process.
00:03:48
Speaker
I'll show you their process.
00:03:50
Speaker
So basically, you guys have Intel done doing all that.
00:03:52
Speaker
We have to make sure we can do it.
00:03:53
Speaker
And then obviously, you guys sleep on it and talk to your mom and do everything you need to do.
00:03:58
Speaker
And as long as we approve it and as long as you guys still feel like it's a good thing, then great at that point.
00:04:02
Speaker
Yeah, so this is our process.
00:04:04
Speaker
So this is what we just started
00:04:18
Speaker
And then it's back and it's clear they were working hard.
00:04:20
Speaker
So basically it's up until you're at that point, they kind of want you guys to be, you know, decided to help with it.
00:04:27
Speaker
Yeah.
00:04:27
Speaker
And then they start moving forward on top of us.
00:04:29
Speaker
If you guys, I don't know, kind of a bit of a job, you know what?
00:04:33
Speaker
I think we like it.
00:04:34
Speaker
We're okay with the ring greases.
00:04:36
Speaker
Then yeah, you just let us know we wouldn't hate anything, but
00:04:46
Speaker
I've done that before and have hours and hours.
00:04:47
Speaker
And so I definitely want to think about it.
00:04:48
Speaker
I want to talk to my mom about it.
00:04:51
Speaker
And I just want to just make sure I sleep on it for my night for two nights and then go forward.
00:04:56
Speaker
Yeah.
00:04:56
Speaker
Yeah.
00:04:56
Speaker
Of course.
00:04:57
Speaker
Yeah.
00:04:57
Speaker
Okay.
00:04:58
Speaker
So can you give me your number and leave a card or something?
00:05:01
Speaker
Well, yeah.
00:05:01
Speaker
So we would submit an application and then there's like a few more to submit, get that first started.
00:05:05
Speaker
And it'll say in all that too that you have time to think about it, do everything you need to do.
00:05:10
Speaker
So I have to do this application right now?
00:05:12
Speaker
Yeah, they have it soon right now.
00:05:13
Speaker
Yeah.
00:05:14
Speaker
And then from there, yeah, they schedule.
00:05:16
Speaker
Because the thing is, if they can't do it, they can't make it work.
00:05:20
Speaker
What would you send from making it work?
00:05:23
Speaker
Well, big thing out here, I get credit, but you said you guys are pretty good as far as credit goes.
00:05:43
Speaker
seven to ten days, hopefully get a whole group.
00:05:45
Speaker
If it's not, we're just playing.
00:05:47
Speaker
Okay.
00:05:49
Speaker
All right.
00:05:50
Speaker
Okay, so a couple things.
00:05:51
Speaker
You know, she's bringing up quite a few.
00:05:53
Speaker
You can tell she's cautious, doesn't want to be pushed into it.
00:05:57
Speaker
So this is a softer close, right?
00:06:00
Speaker
Ideally, you want people stoked and, hey, we're signing it today.
00:06:03
Speaker
We're doing it.
00:06:04
Speaker
Boom.
00:06:05
Speaker
But, you know, this is where it comes down to.
00:06:07
Speaker
Some people, they're like, I need to sleep on it, think about it.
00:06:12
Speaker
So in my opinion, it is, you know, it's better to get like a softer deal closed and worst case, tell them, hey, you got your time to think about it and just get the ball rolling.
00:06:25
Speaker
Because in my experience, you'll get way more deals that stick where you pushed them over the edge and they do it and they're like, you know what, we'll just do this versus people that just like don't sign.
00:06:37
Speaker
And then they just think about it paralysis by analysis.
00:06:42
Speaker
So I think you should do everything possible in the deal to get the doc signed, to get things going.
00:06:48
Speaker
And disclaimer, we are doing mostly power purchase agreements out here in California at the moment.
00:06:56
Speaker
Some people call it leases, right?
00:06:58
Speaker
Leases, power purchase agreements, similar.
00:07:01
Speaker
And so most of these contracts, it does like they have a pretty long cancellation window.
00:07:08
Speaker
Sunrun, which we use out here, they actually have it written in their contract that the customer can cancel up until the points of construction of installation.
00:07:17
Speaker
So, you know, it's not ideal.
00:07:19
Speaker
And actually, I don't love that.
00:07:20
Speaker
I wish it would say otherwise because nothing drives me crazier than customers canceling.
00:07:27
Speaker
when we have gotten permits and when we're ready to install and they're just like, no, we don't want to do it anymore.
00:07:33
Speaker
So it doesn't happen often, but it's happened a few times.
00:07:36
Speaker
And you want leverage to, you know, to actually get them to stick with the deal.
00:07:42
Speaker
So I wish it didn't say that.
00:07:44
Speaker
But anyways, if your contract does say that, then you can go through that.
00:07:52
Speaker
Just show it to them to ease their fears about saying, hey, you do have the time to think about it.
00:07:56
Speaker
Because what I like about that is before all contracts had the three-day writer rescission.
00:08:03
Speaker
And I think what would happen is sometimes people would be like, oh, we need to research it.
00:08:08
Speaker
three days and they would almost like stress themselves out thinking they had three days to do their thing.
00:08:14
Speaker
But I think I like the 10 day, I like that they have a 10 day cancellation window, which our other financer Everbright, they have a 10 day cancellation window written in their contract.
00:08:27
Speaker
And I like that just because 10 days,
00:08:30
Speaker
You know, it's plenty of time to research it, to feel good about it, do their thing.
00:08:35
Speaker
But it's almost like when people think they have plenty of time to think about it and sleep on it,
00:08:42
Speaker
They just like, they don't stress themselves out.
00:08:44
Speaker
They're still relaxed and they're going to look at it.
00:08:47
Speaker
But a lot of times they don't even like think about it and they just kind of forget.
00:08:52
Speaker
Um, and they're like, okay, you know what?
00:08:54
Speaker
This is good.
00:08:54
Speaker
Let's just do it.
00:08:55
Speaker
You know, they don't like feel a huge urgency that they need to go stress and look at all these things and make a decision right then in my experience.
Introduction to SolarScout App
00:09:03
Speaker
So some of you already know that I run my own door-to-door sales team here in San Diego.
00:09:08
Speaker
And as we are gearing up for the summer, I realized if we do the same thing we always did, we're going to get the same results.
00:09:14
Speaker
But if I want to increase my deal flow, I need to do something different to get an advantage.
00:09:19
Speaker
Then we discovered an app called Solar Scout.
00:09:22
Speaker
But it's not a door knocking app.
00:09:23
Speaker
It's a data platform that shows us who is likely to go solar in our market.
00:09:28
Speaker
It shows us who has previously applied for solar but later canceled the deal, who has moved in recently, and even how much electricity the homes are using in a given neighborhood.
00:09:37
Speaker
It's been working for a lot of teams across the country, and now I'm on board too.
00:09:42
Speaker
I'm going to be one of the first to use SolarScout in San Diego, so I decided to partner up.
00:09:46
Speaker
But I told them, hey, I'm going to talk about SolarScout on my show.
00:09:49
Speaker
You need to give my listeners a great deal.
00:09:51
Speaker
And they did.
00:09:52
Speaker
So go to solarscout.app forward slash Taylor and book a demo with them and you'll get 10% off your first month when you sign up.
00:10:02
Speaker
That's solarscout.app forward slash Taylor.
00:10:05
Speaker
Okay, back to the show.
00:10:08
Speaker
Hey, but yeah, anyways, so that's how it goes.
Incremental Commitment Strategy
00:10:11
Speaker
You make them feel good about it and then give them the reasons.
00:10:16
Speaker
And the idea is you get it more solidified the further you go.
00:10:20
Speaker
I tell all my reps, you think of this as a funnel, right?
00:10:24
Speaker
You're not saying the word contract.
00:10:26
Speaker
You're not saying we're making a final decision, but it's like one step at a time.
00:10:30
Speaker
You know, I heard this little fable.
00:10:33
Speaker
I don't know if it's a fable or a myth about, I think we used to hear this as like something in church when I was like a young man growing up.
00:10:43
Speaker
I think our like scout leaders and stuff would tell us about it.
00:10:46
Speaker
But he would always be like, hey, this is how the devil works.
00:10:50
Speaker
This is how the devil gets you to commit sins.
00:10:52
Speaker
And he would tell us this story about how there is this guy, there's this like Arabic guy in the desert and he pitches his tent in a sandstorm.
00:11:02
Speaker
And this camel comes in, this wild camel, I guess, comes to his tent and he's like, hey, you know, I just need to like be protected from the sand for a little bit.
00:11:13
Speaker
Will you please let me in?
00:11:15
Speaker
And the guy, the Arabic guy knows that he can't let just an animal inside there.
00:11:21
Speaker
He's not going to be protected enough from the storm.
00:11:25
Speaker
But eventually he gives in.
00:11:26
Speaker
He lets the animal, he lets the camel stick his neck in.
00:11:30
Speaker
And then the camel says, hey, you know what?
00:11:32
Speaker
I'm super uncomfortable here.
00:11:35
Speaker
Will you please let me just get like part of my body in?
00:11:37
Speaker
That's it, I promise.
00:11:39
Speaker
Then he inches himself more in.
00:11:41
Speaker
And then, you know, the parable with it was that this is how the devil gets us to sin.
00:11:47
Speaker
He just gets inches more and more, just like the camel inching in the tent.
00:11:51
Speaker
Okay, and so not that we're being the devil, maybe that's a bad comparison, but this is how we need to be though, right?
00:11:58
Speaker
We need to inch our way in.
00:12:00
Speaker
We need to make them feel comfortable with it.
00:12:02
Speaker
We're not deceiving them.
00:12:03
Speaker
We're not doing anything shady here, but I think as we make them feel comfortable with one step, hey, we're submitting the application today.
00:12:12
Speaker
You know, here in California, we have to sign the California Consumer Protection Guide, which is a document from the state, you know, detailing all the facts about solar.
00:12:23
Speaker
So a lot of times I'll get people saying, hey, is this a contract?
00:12:26
Speaker
I told you you didn't want to sign anything.
00:12:27
Speaker
This isn't a contract, is it?
00:12:29
Speaker
And at that point, it's not a contract, just the consumer protection guide.
00:12:33
Speaker
So I said, oh, no, no, no, don't worry.
00:12:34
Speaker
This isn't a contract.
00:12:37
Speaker
And it's like, get them comfortable with one step at a time.
00:12:39
Speaker
Because, for instance, in this deal right now that we just listened to the recording of, if I were to pull up the contract and say, hey, sign right here, we're doing this.
00:12:48
Speaker
Then it's like, whoa, whoa, whoa, slow down, right?
00:12:51
Speaker
Way too quick.
00:12:52
Speaker
Hey, but if we get her comfortable with doing the application, right?
00:12:57
Speaker
Hey, she submits that, gets a credit approved, give her a high five.
00:13:01
Speaker
Well, you got to prove that you must have great credit.
00:13:03
Speaker
You're super responsible.
00:13:05
Speaker
Congrats.
00:13:06
Speaker
She's feeling good about that.
00:13:07
Speaker
Okay, then we move on to the next thing.
00:13:09
Speaker
Instant my way towards the next thing, which is the consumer protection guide.
00:13:13
Speaker
We sign that, we go through that.
00:13:16
Speaker
Hey, and then we pull up the agreements.
00:13:18
Speaker
We go through all the positives of that.
00:13:21
Speaker
They say, by the way, remember I told you, Mrs. Homeowner, that you'd have the time to review it and your right of rescission?
00:13:29
Speaker
Yeah.
00:13:29
Speaker
So here's where it says that too, exactly like I told you.
00:13:33
Speaker
So this is all their terms and conditions.
00:13:35
Speaker
It's all their guarantees.
00:13:37
Speaker
We have to get it approved.
00:13:38
Speaker
It's contingent on our approval of the home.
00:13:41
Speaker
But this is all their guarantees with it.
00:13:43
Speaker
And this is exactly like I told you.
00:13:46
Speaker
Um, the time you have to review it and, um, yeah, if for some reason you feel terrible, let me know, but you're not going to call me tomorrow and tell me you'd change your mind or anything, right?
00:13:56
Speaker
Mr. Homeowner.
00:13:57
Speaker
Oh, no, no.
00:13:58
Speaker
I just want to make sure that I'm doing the right thing.
00:14:01
Speaker
Typically how it goes.
00:14:02
Speaker
Hey, so inch it forward little by little.
00:14:05
Speaker
And this is how I think you can get those people over the
Involving Decision Makers in Sales
00:14:08
Speaker
edge.
00:14:08
Speaker
And then the other thing you probably heard during that recording is she she's asking me kind of about the process, what the next steps are.
00:14:18
Speaker
And so I've found it's valuable lately to have some type of you can have maybe a screenshot or use a little like pamphlet.
00:14:27
Speaker
We have our company like brochures that show the process, walks them through.
00:14:31
Speaker
OK, first we're doing enrollment process, site survey, final design, et cetera.
00:14:38
Speaker
It walks them through this step by step process.
00:14:41
Speaker
So I find it very useful to actually have that pulled up, either save a photo of the process on your iPad, your computer as you're going through the presentation, or pull out the little company pamphlet, company brochure, and just show them exactly what's happening right now.
00:15:00
Speaker
Because I think it just clarifies a lot of the...
00:15:04
Speaker
you know, maybe fears.
00:15:06
Speaker
I think people think, oh, he's signing me up and they're coming tomorrow or next week to do the panels.
00:15:12
Speaker
And each of these past two accounts that were, you know, giving me a lot of resistance fighting it.
00:15:19
Speaker
I think it eased their fears because I show them, hey, this is a long process.
00:15:24
Speaker
We're not Amazon Prime now.
00:15:26
Speaker
We're not showing up two days later with panels on your roof.
00:15:30
Speaker
hey, we got to go through this process.
00:15:32
Speaker
We got to take our time.
00:15:33
Speaker
We got to make sure everything's working here.
00:15:35
Speaker
So yeah, this is the process.
00:15:37
Speaker
And then you heard me in the recording say, you have up until this point to make sure you guys love the decision, to make sure you're happy with it, to make sure there's more reasons that you want to stick with this versus stay with your current situation in the utility.
00:15:51
Speaker
If you think of more reasons, then by all means, stay with the utility.
00:15:55
Speaker
But this is what we're going to follow.
00:15:57
Speaker
And we just asked that at this point, by the time we get to hopefully your home approved in a final design, we just asked that at that point that you have, you know, a decision because we are going to be putting our time, money and resources into it at that point, too.
00:16:10
Speaker
Does that sound fair?
00:16:12
Speaker
Cool.
00:16:13
Speaker
Hey, so that's something that can help a lot.
00:16:18
Speaker
Okay, so we'll play a little more of this recording and then, yeah, give a few more of my thoughts and then wrap it up from there.
00:16:27
Speaker
Okay, but yeah, I mean, I have to play with everything.
00:16:30
Speaker
We're being checked out.
00:16:36
Speaker
while we're talking here?
00:16:37
Speaker
Can you think of any reason?
00:16:38
Speaker
I can't think of any reason, especially if we don't have to pay anything up front.
00:16:42
Speaker
Yeah.
00:16:43
Speaker
And that's going to be that.
00:16:44
Speaker
Yeah.
00:16:44
Speaker
I mean, I don't think, I see a problem.
00:16:46
Speaker
I do need to talk to my mom about it and see if she wants to proceed with it.
00:16:49
Speaker
Yeah.
00:16:50
Speaker
Yeah.
00:16:51
Speaker
Okay.
00:16:53
Speaker
Do you think we should grab her and see if she has any questions about it?
00:16:57
Speaker
It would be better if I talked to her on my own.
00:16:59
Speaker
Okay.
00:17:00
Speaker
Yeah.
00:17:00
Speaker
Am I going to be the only one in the application or does she need to be on it too?
00:17:03
Speaker
Up to you.
00:17:04
Speaker
I mean, if you're on the title, I'm going to just put you on there.
00:17:06
Speaker
But would you want her on there?
00:17:07
Speaker
It doesn't matter to me.
00:17:08
Speaker
I just didn't know if it makes it better if there's two people putting their permission in there.
00:17:13
Speaker
Okay.
00:17:13
Speaker
So yeah, you heard how we transitioned.
00:17:16
Speaker
She's like, uh, that's I'll do the application.
00:17:18
Speaker
That's as far as I'm going to go.
00:17:21
Speaker
Um, and then something I think people should be doing more of, like we want to eliminate this whole soft close as much as possible.
00:17:28
Speaker
Right.
00:17:28
Speaker
You heard me.
00:17:29
Speaker
I'm probably closing it a little too soft, whatever, but there's some people that will just like, I think lean way too much on closing people soft and say, no, this isn't, you know, there's people saying, oh, this is no commitment at all.
00:17:40
Speaker
And it's,
00:17:41
Speaker
cancel it anytime that I don't agree with that.
00:17:44
Speaker
Right.
00:17:44
Speaker
Make sure they know it's an agreement.
00:17:46
Speaker
I mean, show them their cancellation period.
00:17:48
Speaker
If you have to, whatever, don't get them thinking that they're going to cancel, but just, you know, make sure it's, um, something they know they can do if they feel terrible about it, whatever.
00:17:59
Speaker
Hey, but, um, something that I think too many people don't do is like checking for those hidden concerns, hidden objections.
00:18:07
Speaker
Right.
00:18:07
Speaker
So you heard me there like, okay, well,
00:18:10
Speaker
I get it.
00:18:11
Speaker
I know you need time to talk to your mom, do your thing, sleep on it.
00:18:15
Speaker
But let me ask you, hypothetically, if everything checks out and everything's exactly how we're saying, nothing more, nothing less, is there any reason you can think of right now where you think you'd be better off staying with the current utility?
00:18:27
Speaker
And I think it's good to just check for those hidden objections, right?
00:18:30
Speaker
Because sometimes you get to this point and like you don't even know what they're thinking.
00:18:34
Speaker
Maybe they're thinking, oh, I want to talk to my realtor friend.
00:18:38
Speaker
He said this.
00:18:39
Speaker
I don't know.
00:18:39
Speaker
Like you want to check, dig those possibly hidden objections out, isolate them.
00:18:46
Speaker
And then maybe isolate them even further and be like, oh, well, you know, I want to talk to my realtor.
00:18:52
Speaker
I want to just do some research, whatever.
00:18:54
Speaker
OK, well, that's great.
00:18:56
Speaker
And so if if everything goes good with the realtor, he says it's great.
00:19:03
Speaker
And your neighbor says it's great and everything matches up with what we said.
00:19:08
Speaker
Any other reason you wouldn't be happy with a program like this?
00:19:12
Speaker
No?
00:19:12
Speaker
Okay, great.
00:19:13
Speaker
Yeah, you're getting them all out on the surface, right?
00:19:17
Speaker
And you're checking for it.
00:19:18
Speaker
Okay, so that's one thing.
00:19:21
Speaker
And then the other small mistake I made here is just making sure you get all decision makers involved.
00:19:27
Speaker
I should have done a better job about actually getting the mom there.
00:19:30
Speaker
And lucky for me, the mom came
00:19:33
Speaker
And we were able to get her on board.
00:19:35
Speaker
She was totally cool with it, which was great because if she wasn't, then I don't think this deal would have closed.
00:19:43
Speaker
But yeah, you want to make sure you get all the people involved.
00:19:46
Speaker
And I've seen so many people where it's like literally the husband is sitting in
00:19:51
Speaker
the room next to us watching TV or yeah, you're probably heard not the greatest audio quality, but the mom was sitting in the other room watching the football game.
00:20:00
Speaker
So I should have gotten her more involved in the process from the beginning because it's like, you know, she's saying, oh, it's better if I talk to her.
00:20:07
Speaker
We all know that's not true at all.
00:20:09
Speaker
It's much better if we talk to the decision makers.
00:20:12
Speaker
Because they're going to have objections.
00:20:14
Speaker
They're going to have things come up.
00:20:16
Speaker
We want to be there and get through those with the other parties.
00:20:20
Speaker
Right.
00:20:20
Speaker
It's like, you know, the spouses, daughters, whatever, they're not trained.
00:20:25
Speaker
They haven't been selling solar.
00:20:27
Speaker
They don't know about solar, so they don't know how to respond and overcome objections.
00:20:32
Speaker
that the other decision makers may have.
00:20:35
Speaker
So whenever possible, get them involved with it and don't make the mistake I made of just letting them sit and watch TV in the other room, you know, demand attention.
00:20:45
Speaker
You don't have to be a jerk about it.
00:20:47
Speaker
But something you can do that works well for us in California is just a line like, hey, yeah, I know football games on.
00:20:55
Speaker
I love football.
00:20:56
Speaker
Trust me, I wish I was watching that right now.
00:20:58
Speaker
But hey, we'll be quick.
00:20:59
Speaker
The only thing is the state, they have us go through the info with everyone on the title.
00:21:06
Speaker
We can say, you know, the state does crack down here in California, but whatever.
00:21:11
Speaker
They do have us go through it with everyone on the title.
00:21:13
Speaker
You can just say they...
00:21:15
Speaker
Just because unfortunately, there's been situations in the past where one title holder didn't get all the info, then there's confusion.
00:21:21
Speaker
And yeah, it's just cause unnecessary confusion and all that.
00:21:26
Speaker
So we just want to make sure that while we're here, we can answer all the questions and have you guys on the same page.
00:21:31
Speaker
Because also we typically can't, you know, come back just because we're in so many of these two.
00:21:36
Speaker
So it will be super quick.
00:21:37
Speaker
So yeah, if you want to just grab her, we'll be super quick and then just go through all the information with both of you.
00:21:42
Speaker
So something like that usually works well.
00:21:45
Speaker
Make sure you get all decision makers involved in the process and don't let's just let them watch TV on the site or whatever.
00:21:52
Speaker
Demand their respect.
00:21:53
Speaker
Demand the time.
00:21:54
Speaker
You're the professional.
00:21:55
Speaker
You're giving them the privilege of sitting in their home, explaining them how they can save literally tens of thousands of dollars in most cases, I guess, depending on the market.
00:22:06
Speaker
But save a lot of money and put themselves in a much better situation by going solar.
00:22:12
Speaker
So make sure you remember that you are the prize.
00:22:14
Speaker
You are giving them your valuable time.
00:22:16
Speaker
demand the attention and yeah, make sure you do everything possible to get the account closed up when you're in the home.
Invitation to Join Sales Team
00:22:25
Speaker
So I hope that helped.
00:22:26
Speaker
And guys, if you want to potentially join our squad here in San Diego, be with some of the best of the best in the solar industry, go in the show notes.
00:22:36
Speaker
We have an application open where you can apply.
00:22:39
Speaker
Someone on our team will reach out to you
00:22:41
Speaker
Maybe myself or someone else on our team will reach out to you once you fill out the application and set you up with an interview.
00:22:50
Speaker
So don't delay spots are filling up quick.
00:22:53
Speaker
Make sure you get your application.
00:22:55
Speaker
We would love to possibly have you on the team.
00:22:57
Speaker
And we'll see you on the next show.
00:22:59
Speaker
Let us know if you have suggestions for guests or topics.
00:23:03
Speaker
Thank you so much for listening.
00:23:05
Speaker
I love you.
00:23:05
Speaker
We'll see you next time.
Top Episodes Cheat Sheet
00:23:08
Speaker
What's up, solopreneurs?
00:23:09
Speaker
Hope you enjoyed the episode.
00:23:11
Speaker
Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created specifically for you in mind.
00:23:21
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
00:23:28
Speaker
What episodes should I listen to in the podcast?
00:23:31
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
00:23:36
Speaker
So what we've done, we created the top 10 most downloaded, most listened to, and I would say widely accepted, most useful podcasts that we've done here on Solopreneur.
00:23:49
Speaker
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00:23:51
Speaker
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00:23:54
Speaker
Especially if you're new, you do not want to not have this sheet.
00:23:58
Speaker
So go download it right now.
00:24:00
Speaker
It's going to be at top10.solarpreneurs.com.
00:24:04
Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
00:24:09
Speaker
Don't forget the S on solarpreneurs.
00:24:11
Speaker
We will have that in the show notes.
00:24:13
Speaker
Go download it right now.
00:24:15
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them.
00:24:20
Speaker
That's going to show you how.
00:24:22
Speaker
So go download it and we'll see you on the other side.