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Breaking Down Failed Credit Part 2
102 Plays3 days ago
In this half of the presentation breakdown, Joseph (my former mentee) learns a very hard and devastating truth about the homeowner he's been building the perfect close for thus far. This is a reminder to all sales reps to keep this one thing he forgot in mind.
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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 level. My name is Taylor Armstrong. went from $50 in my bank account and struggling for groceries to closing 150 deals in the year and cracking the code on why sales reps fail.
00:00:19
Speaker
I teach you 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 Solopreneur?
00:00:31
Speaker
What is a solopreneur you might ask? solopreneur is a new breed of solopro that is willing to do whatever it takes to achieve mastery and you are about to become one. Hey, Solorpreneurs, welcome to part two of the live footage breakdown, where we will review some live recording of a sale and go through the good, the bad, the improvements. If you haven't listened to part one, we will link that. You can go back to the previous
Analyzing Live Sales Footage
00:00:57
Speaker
episode. But this episode, we're going talking about the biggest mistake that was made and then go over a few other key areas. So welcome back to the show. My name is Taylor Armstrong. We're here to help you close more leads, generate more leads, and referrals, close more deals rather, and have a much better time in the solar industry. And we are gearing up for the summer months, building a lot of excitement in our teams. I hope you are doing the same. If you are looking to add some excitement to your team, hit me up. Would love to consider having you join us on a Blitz.
00:01:26
Speaker
We are crushing a lot of deals out here in Southern California. So reach out if you haven't. And then before we get back into this live footage, if you have not left us a review or shared the show, that's our one ask. Please go do that. Please let us know any suggestions you have for improvement. That's what keeps the show going and it's much appreciated. And so we'll be getting back into the footage here.
Closing Techniques in Solar Sales
00:01:50
Speaker
And so this one, the title gave it away, but it is a failed credit. We're going to go over two or three other sections here and then stay tuned till the end because that's where we go over the biggest mistake that was made. You definitely do not want to be making in your sales. So make sure you don't miss out on that last one. But we will jump right back into it. Thank you again to Joseph that sent us his footage from his cell. And reminder that you can do the same if you want to be considered for your footage reviewed. Shoot me a message, shoot us an email, and we'd love to consider reviewing your content live on the show here. so we're going to jump right into a section where the customer talks about how much he hates the utility. Let's hear what he says. i forgot you did solar stuff. Yeah.
00:02:35
Speaker
So yeah, we want to own things. Now, could you agree with me that Duke is pretty much our land? yeah they If they wanted to increase the rent, could they? They have the full ability to change. If they want to double it tomorrow, what could we Just say you know, you don't have to turn me against Duke.
00:02:52
Speaker
I hate Duke. I hate Comcast. All the wonderful monopolies. The second AT&T late five, we're even doing there. Another one, I jumped off the Comcast wagon and on. Okay. Just approval. Makes sense. You already got me sold on all that. The whole anti-Duke thing, man.
00:03:10
Speaker
Burn it down. Makes sense. Burn it to the ground. Okay. So, through the fun I know I already got you sold on, but this is just so you can see what you would pay them over the next couple years. six right. And so here you can hear this customer is totally sold, totally bent against Duke, the utility out there. He doesn't need to be convinced. That's a great sign.
00:03:28
Speaker
Joseph did his job. He built a massive problem. And, you know, some customers are just going to hate the utility already. Sometimes it's a pretty easy job we have helping them. ah see a problem. But here, especially when you have customers like that, that they already have a massive problem with it. We touched on this a little bit in the previous episode, but Joseph did a lot of explaining the problem, a lot of going through numbers.
00:03:50
Speaker
When people are sold like that, you should almost just go into the close. right? i mean, he already wants it. He already has a massive problem. And so in my in my opinion, Joseph should go straight to the close here, right? I mean, it's great. He needs to know the numbers and all that. But ah when they're that sold, it's like, go straight in your application, go straight in into closing.
00:04:13
Speaker
And I think sometimes guys tend to, they want to go super deep in the problems. You you shouldn't You should go through your process. Can't skip steps too much, but ah you definitely can. you know In this case, you go straight to an application and then you could play some catch up, right? Because i've seen I've seen it where guys just talk themselves out of the cell and I've done it too. Someone sold, but then you go into more explanation, you go into more detail.
00:04:38
Speaker
All of a sudden it creates this thing where they want to think about it. They want to think more about the details and go go over it more. Right. And so customers that sold go straight in your clothes, go straight in an application.
Joseph's Achievements and Lessons Learned
00:04:50
Speaker
Okay, so now we're going to get into what I believe are the two biggest mistakes of this entire process. And again, um you know, no shade on Joseph, he did a ton of great things, especially in the first segment of this podcast. You can go back, listen. So many good analogies he used, did a great job explaining the problem, building the problem. But yeah, now we're going to grill them a little bit. Not super hard. But here's the two biggest areas of improvement here.
00:05:19
Speaker
We're going to play the clip of the first one and then we're going to play the clip of the second one, which is um which is the big bigger mistake. So let's check it out here. So if we calculate this, just have couple things. Sorry, this one of those things would have done before coming.
00:05:38
Speaker
We're in Florida, five years. Okay. Uh, utility rate, where, let's see if I can figure this 125 kilowatt hours per day.
00:05:51
Speaker
um when you printed this off, did you see a view bill option by chance? No, but I did not look for one. i just looked for the Kilimanjaro graph. Okay. Do you have the app or the login? Let's see. right, and so I don't think we need to really listen to too much more of what's going on in this section, but you can tell there's a little bit of technology issues.
00:06:16
Speaker
That sounds like ah joseph Joseph is trying to finish creating the proposal, lock down the kilowatt usage. And ah you know if we had him here, we'd ask for some clarification on exactly what's going on.
00:06:27
Speaker
But ah my guess is he went in, didn't have the bill, and now he's trying to dial in an an exact proposal, exact system size, get the usage. We've all been in appointments where we didn't have the bill beforehand. Ideally, you want to make sure proposals dialed in Everything's figured out before because the more pauses, the more delays, the more technology issues you have, it's like strikes against you. you know Taylor McCarthy always talks about you got three strikes against you. Having issues with technology, that can be a strike.
00:06:57
Speaker
And you have too many of technological issues. A lot of customers are going to be like, ah this is taking too long. Forget about it. This is a lot longer than I thought. right And so the biggest thing here, though, is I would say this needed to be done at the beginning. right And so Joseph went over over a lot of good things building the problem.
00:07:17
Speaker
But my question is, why wasn't the bill issue figured out from the beginning? right If we could have gone back, we could have got the bill from beginning, because really, you need to know, you don't have an in accurate picture, an accurate idea of what they're using.
00:07:30
Speaker
And, you know, sometimes when I'm running same day appointments, or trying to figure out things on the fly, it's like, you know, there's going to be some of this, there's gonna be some delays where you're maybe waiting on a proposal. But my goal always is if I don't have the bill, if I don't have the proposal ready, that's the first thing I'm trying to lock down in the home. So some of you already know that I run my own door-to-door sales team here in San Diego. 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.
00:08:01
Speaker
But if I want to increase my deal flow, I need to do something different to get an advantage.
Introduction to SolarScout App
00:08:05
Speaker
Then we discovered an app called Solar Scout. But it's not a door knocking app. It's a data platform that shows us who is likely to go solar in our market.
00:08:14
Speaker
It shows us who has previously applied for solar but later cancelled the deal, who has moved in recently, and even how much electricity the homes are using a given neighborhood. It's been working for a lot of teams across the country, and now I'm on board too.
00:08:28
Speaker
I'm going to be one of the first to use SolarScout in San Diego, so I decided to partner up. But I told them, hey, I'm going to talk about SolarScout on my show, you need to give my listeners a great deal. And they did.
00:08:39
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. That's solarscout.app forward slash Taylor.
00:08:52
Speaker
Okay, back to the show. this Number one, i want um I want to make sure I can give them um good savings. I want to make sure it's a benefit for their home. And then, ah yeah, number two, sometimes it does take time depending on who you're using. You know, some people have Aurora.
00:09:08
Speaker
ah We use Sunrun a lot where Sunrun changed it to where you have to request and wait for a proposal. So for me, um I need to make sure I'm requesting requesting a proposal right off the bat when I get inside the home. Because if I wait till I've gone through, explaining all the problem, and going into the solution. and then it's like, oh, hold on, I got request this proposal. and then all sudden, i got to wait half an hour. They're going like, forget about it, right? So I need to make sure that it's requested first thing when I get inside the home. And then I can go into the presentation. Then I can explain the problem.
00:09:41
Speaker
Then I can chit chat a little bit, right? But if you don't have it ready, make sure you get it ready right off the bat. yeah And again, I know may have been a slightly different situation for Joseph.
00:09:52
Speaker
We'd have to ask him for some clarification on what's going on here. But ah yeah, as much as possible, just try to have the technology issues figured out beforehand and don't let them kill the deal.
00:10:04
Speaker
hey Which this guy is this guy is laid back, so it doesn't kill the deal. But they're there are homeowners that it's like you have one delay and they can be like, yeah, you know what? Forget about it. right, and so we're going to jump to the section where the biggest area of improvement was.
00:10:20
Speaker
So let me find that section real quick here. right, so let's check this out and then this will be the last section we go over. A survey. I mean, your roof is in pretty good condition, right? bro Is it pretty new?
00:10:32
Speaker
um we've only been here two almost three years i think it was within what it had to be within four or five one and so it's fairly yeah just a couple years so our our surveyor though will determine um if we can move forward right or not so that's the only thing is we have to cross our fingers and hope that him the HOA, the county and Duke, don't disapprove it, right? Or tell us to stop.
00:10:59
Speaker
So what we're going to do now is I'm going to apply, get the application going for you. And I mean, you have pretty good credit or is that brand new? Oh, no. We need one of us right now with the medical bills. Oh, really? Yeah.
00:11:11
Speaker
we won't be able to pass it. Oh, shoot. I'm sorry. I should have asked that. I'm kidding. No. All right. So just an absolute gut punch right there.
00:11:22
Speaker
And ah Joseph realizes that he made the mistake. But here's the biggest mistake of this whole recording that we are 39 minutes in and Joseph is just barely finding out that this customer has bad credit.
The Importance of Early Credit Checks
00:11:39
Speaker
Talk about a gut punch, right? But it happens. We've all made mistakes like that. um You know, at least it wasn't further than 39 minutes. that's That's a lot of time to spend some with someone and then find out that their credit is bad. But ah yeah, we learn from these things.
00:11:54
Speaker
And the good thing that Joseph did here is um he did walk them through the process. He was assumptive. I like that. So you notice that when he talked about the next steps, talked about the application, said, here's what we're going to do here. This is a quick application.
00:12:08
Speaker
and this and that. So it wasn't wasn't anything like, oh, um would you guys like to do an application? ah would you Would you want to do this? you know like that's That's what beginner sales reps do. So Joseph, he knows better. He he does do an assumptive close, assumptive transition into the next steps.
00:12:27
Speaker
But ah yeah, just unfortunately, too little too late. He's ah walking into this qualification later than he should have because this should be one of the first things you do when you get inside the home. You know, you can build some rapport a little bit, but you want to ideally, you want to know this before you even walk into a home.
00:12:45
Speaker
Right. And so I'm not sure this could have been possibly a CMD appointment. But if it wasn't, you should be having either your setter should ask this for setting up appointments for you, or you should ask this in the ah in the appointment setting process. And one little trick I've discovered, you know, I've I've found that it can scare people away if you ask them, ah how's your credit? You guys have a good credit.
00:13:09
Speaker
And that turns a lot of people off um depending on how you're presenting it at the door. They'll be like, why do credit? Why do I need credit? Is this a loan? And then sometimes some people get a little sketched out. So a better way to ask it is just throw something out. Hey, one of the qualifications with this before we come back, just so know, Mr. Homeowner, is they just want to make sure it's a responsible person. So there hasn't been any like bankruptcies, foreclosures, nothing like that in the home, right? And then, you know, you're not asking about credit, but that's kind of a round way round a roundabout way of making sure they're in a solid financial situation. And most people to that question will respond, no, no, we've never had anything like that. Matter of fact, we got great credit. And so you just ask them what their credit was without asking their credit. So try that question when you're out ah setting an appointment.
00:13:55
Speaker
Because you do and time is money in this job and you do not want to be spending all the time, you know, because in this case, it was 39 minutes. But in some cases, maybe you spent time preparing the proposal could have been a time slot that's another appointment could have had. And so there's so many different things that go into this, but every second counts. And then that's what separates The people that are throwing down extreme volume versus people that aren't getting as many closes because they are very intelligent with their time and then make sure that they're never caught in a situation where they just spent time in a home and they didn't know if the credit was going to be good or bad. there's still going to be cases where maybe they said, oh, we got good credit and they still fail credit. right But my rule is if there's any hesitation, any question at all, um if it's especially if it's like a lower income area where you you are getting a lot of failed credits, then my rule is always try to run credit right from the get go.
00:14:51
Speaker
So first, within the first 15 minutes, I'm running credit if there's any questions at all. because I want to protect my time. i want to make sure I'm spending time with buyers and I want i want to make sure I'm closing as many deals as possible.
00:15:04
Speaker
right. And so those were the main takeaways from this recording. Thank you so much to Joseph for sending this in. And um I know Joseph, he's a great closer, just some small tweaks. So go listen to part one if you haven't already.
00:15:19
Speaker
Hopefully you picked up a few things from part two that we did today. Would love to feature more people in these little sales breakdowns. So again, let us know if you'd like to be featured. And we got some exciting episodes coming up. Make sure you tune in into the next ones. Thank you so much for listening in today and we'll see you on the next episode.
00:15:39
Speaker
What's up, solopreneurs? Hope you enjoyed the episode. Before you run out and start selling more solar yourself, wanted to let you know about an exciting new cheat sheet we created it specifically for you in mind.
00:15:52
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start? What episodes should I listen to in the podcast? You got too many podcasts, man, because now we have over 200 episodes.
00:16:07
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 Solapreneur.
00:16:20
Speaker
We put them together all in one sheet so you can go, you can hit the ground running, especially if you're new, you do not want to not have this sheet. So go download it right now. It's going to be at top10.solarpreneurs.com. Again, that's top10, the number 10,.solarpreneurs.com. Don't forget the S on solarpreneurs.
00:16:42
Speaker
We will have that in the show notes. Go download it right now. And especially if you have not listened to them, go listen to them and you can re-listen to them. That's going to show you how. So go download it and we'll see you on the other side.