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How To Get Rid Of 90% Solar Sales Objections Before You Even Go On Your Solar Appointment
417 Plays6 years ago
Learn the 3-step process of how you can eliminate 90% of solar sales objections before you even go on your solar appointment. If you follow this proven process, you'll sell more solar, increase your close ratio, reduce cancellations and no shows and your life will literally be a MILLION times easier.
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Transcript
Introduction to Solopreneurs
00:00:00
Speaker
What do you call an underground group of solar professionals on a mission to create a more sustainable world?
00:00:05
Speaker
We call ourselves solopreneurs.
00:00:08
Speaker
And while some might call us crazy, foolish, and dissatisfied with the status quo, we're the ones taking action to create a better future for ourselves and the world.
00:00:18
Speaker
Solopreneur is dedicated to give you, the solar professional, the tools, skills, technology, and mentorship to take the industry by storm and sell more solar with less effort.
00:00:30
Speaker
We are solopreneurs and this is our story.
Eliminating Solar Objections: A New Approach
00:01:00
Speaker
I'm the Solar Consultant and Founder at Solarpreneur and today I want to welcome you to this video where we're going to talk about how to eliminate 90% of all solar objections before you even have your presentation.
00:01:13
Speaker
If that sounds crazy and the 90% close ratio that I talk about all the time,
00:01:18
Speaker
What I'm about to share with you is going to blow your mind.
00:01:21
Speaker
It's going to change the way that you sell forever because when I learned it just a handful of years ago, it changed the game.
00:01:27
Speaker
It took me from closing maybe three, four deals a month, right?
00:01:30
Speaker
Upwards to that 10, 12, 15 plus a month just by this one simple change, okay?
00:01:37
Speaker
But before we get into that, I want to talk about objections as a whole, right?
00:01:42
Speaker
Objections mean one thing, okay?
00:01:44
Speaker
They mean
00:01:45
Speaker
people are interested, but there's something off, right?
00:01:48
Speaker
And what you gotta understand, that one thing that's off, nine times out of 10, doesn't actually have to do with the objection they're throwing at you.
00:01:58
Speaker
I'm sure you've heard of smoke screens, right?
00:02:00
Speaker
Smoke screens, objections,
00:02:03
Speaker
whatever you want to call it all it means is the prospect doesn't trust you they don't trust you they don't trust your company and they don't trust that solar is going to work okay and if you can unlock this buying code that's what's going to allow you to close more deals right most reps think that if i just handle the objection oh we think it's too expensive well actually you're going to pay more long term with solar so really it's not too expensive mr prospect
00:02:27
Speaker
all right why don't we move forward with this right and that's how the average solar rep would handle this okay but what they're really saying is i don't trust that solar is going to actually solve my needs i don't trust that solar is going to be worth the pain the hassle it is to have somebody come out go through the permitting and all the process you just explained james i don't trust that's going to even be worth it for me right and quite frankly james i don't even trust you you look like you're 12 years old what do you know about solar
00:02:56
Speaker
They're going to give you these objections in their mind.
00:02:59
Speaker
They're going to come out through tonalities, uncertainty, body language.
00:03:03
Speaker
Jordan Belfort's a great guy to study when it comes to, he calls him the three tens of the certainty of those things I just talked about.
00:03:10
Speaker
Great guy to study from.
00:03:12
Speaker
The moral of the story is people just don't trust you specifically.
00:03:17
Speaker
These objections are most of the time not in the way.
00:03:20
Speaker
So why do I tell you this?
00:03:22
Speaker
We need to know how to handle with grace, swiftly, with finesse, how to handle those objections, the real ones, the trust ones, without turning your prospect off, without offending them and coming off as salesy.
Pre-Appointment Strategies for Success
00:03:35
Speaker
So the first thing I want to do
00:03:37
Speaker
Before I ever go on an appointment, whether a company would provide it back when I was working with a company, if they provide a lead to me or I generate my own leads like I do now with myself at Lumen, I want to make sure that I am speaking to them and having a qualification phone call with them.
00:03:56
Speaker
And this isn't your typical appointment setting script where we're just checking for credit and we're checking the roof and all this and just setting the appointment.
00:04:04
Speaker
We are asking consultative-like questions, consulting questions.
00:04:09
Speaker
Why are you interested in checking out solar now?
00:04:11
Speaker
How long have you guys known about solar?
00:04:13
Speaker
How long has it been on the radar?
00:04:14
Speaker
It's been on the radar six months.
00:04:16
Speaker
Why did you wait six months to have this phone call with me today?
00:04:20
Speaker
What is the intention here?
00:04:22
Speaker
What do you guys want to get out of this appointment?
00:04:24
Speaker
What are you looking for?
00:04:26
Speaker
If there was something that we're going to come up some sort of objection that was going to come up something that concerns you about solar What would that be?
00:04:33
Speaker
Let's talk about these these are the conversations you need to have very different conversation Then just get off the phone and set the appointment.
00:04:41
Speaker
I want to pre close them in this phone call.
00:04:43
Speaker
Okay, I'm gonna actually handle objections, right?
00:04:47
Speaker
I'm going to figure out what those objections are.
00:04:49
Speaker
I'm not going to handle them directly so they have too much information to get the quote.
00:04:54
Speaker
I'm just going to do enough so that I am armed as a closer.
00:04:57
Speaker
I have enough in my arsenal to make sure that they're not going to come up later.
00:05:01
Speaker
Have a pre-appointment phone call with every appointment you go on.
00:05:06
Speaker
Don't make the mistake that tons of solely reps, okay?
00:05:09
Speaker
I have no idea how many, but I know so many get caught in this trap where the company sends them leads, the company doesn't let them contact them, right?
00:05:17
Speaker
And they end up driving out there an hour, wasting their time, and the lead was unqualified and had no business, right?
00:05:23
Speaker
You are going to win out on so many more deals by refusing to go on crappy appointments than the few that you may have gotten showing up and taking that small chance of being able to close them.
The Solar Spartan System: What is it?
00:05:35
Speaker
Okay.
00:05:35
Speaker
I've done this with thousands of solar reps, guys.
00:05:37
Speaker
This works.
00:05:39
Speaker
Sacrifice the crappy leads today for the better ones tomorrow.
00:05:44
Speaker
Hey listeners, it's James Swiderski here.
00:05:46
Speaker
I promise we'll be right back to this fire content you're enjoying, but I'd be remiss if I didn't tell you about the number one training platform that I trust my own clients as well as my own solar team with, and it's called the Solar Spartan System.
00:06:00
Speaker
Now, the Solar Spartan system is not your traditional course.
00:06:03
Speaker
It's a solar sales transformation experience that's combined over 11,000 hours of research on today's top sales and marketing professionals and condensed their strategies into one streamlined system that practically fits
00:06:17
Speaker
forces you, yeah, that's right, forces you to have success in reaching your goals.
00:06:22
Speaker
And the best part is, guys, it's designed specifically for solar, and it's been tested on over 800 solar professionals to date.
00:06:31
Speaker
Now, you might be saying, James, that's cool, but...
00:06:33
Speaker
How does it force me to have success?
00:06:35
Speaker
And this is where it gets pretty ninja, my friend.
00:06:38
Speaker
So listen up.
00:06:39
Speaker
So here's what makes the Solar Spartan system so effective.
00:06:43
Speaker
It's the combination of applying the minimum amount of inputs, minimum effective dose of what it takes to get you to that next level.
00:06:52
Speaker
Combining that with the power of social accountability and then top-notch strategies used by today's solar professionals, solopreneurs, right?
00:07:01
Speaker
So what does this mean for you?
00:07:03
Speaker
No more watching 15-hour courses.
00:07:06
Speaker
No more banging your head trying to figure out how to apply Grant Cardone's strategies over here and Dan Lok's strategies over here to solar specifically.
00:07:14
Speaker
And no more guesswork.
00:07:16
Speaker
The Solar Spartan system is 100% action oriented, meaning you won't be given more content to study than what you need to actually reach your next four deals, 10 deals, 16, 20 deals, whatever your goal is, there's a milestone for it within the system.
00:07:33
Speaker
And to give you guys an idea of what you can expect out of this, I've taken some of my lowest producing reps and clients from closing one to maybe struggling to get that third or fourth deal a month, all the way to closing 18 to 20 deals a month in less than 90 days.
00:07:50
Speaker
It's that good.
00:07:51
Speaker
That's why I want to go ahead and offer you guys, Solarpreneur listeners, a special discount on the Solar Spartan system.
00:07:57
Speaker
You guys head on over to solarspartansystem.com.
00:08:00
Speaker
You could try it out for 30 days.
00:08:02
Speaker
Again, guys, don't put your success on hold.
00:08:05
Speaker
This is something I would not promote on the podcast if I didn't fully believe in it.
00:08:09
Speaker
It's something I trust my clients, but as well my own solar company, my own reps, they go through this exact same training.
00:08:17
Speaker
So again, head over to solarspartansystem.com to get started, and my team and I will see you inside.
00:08:24
Speaker
Let's get back to the show.
Securing Commitment to Overcome Objections
00:08:27
Speaker
Number two, commit.
00:08:30
Speaker
Get the prospect on the pre-appointment phone call, okay, or you could do this one in person, right, you don't need to do it on both, but get them to commit to not give you objections.
00:08:40
Speaker
I know this sounds crazy, right, like how do we get somebody to
00:08:44
Speaker
Commit to not giving objections without sounding salesy or super hardcore, right?
00:08:49
Speaker
It's very simple.
00:08:50
Speaker
Hey, Mr. Prospect, homeowner, right?
00:08:53
Speaker
My job today is simple.
00:08:54
Speaker
I'm going to give you the information, the quote, all the stuff we talked about over the phone.
00:09:00
Speaker
all the details you need to know to make a decision on whether solar is going to make sense.
00:09:04
Speaker
All right.
00:09:05
Speaker
It doesn't make sense for everybody.
00:09:06
Speaker
And my job is really to help you figure this out the quickest way possible.
00:09:12
Speaker
If by the end of this appointment, right, I'm able to help you decide this, right?
00:09:16
Speaker
We could do a couple of things, right?
00:09:18
Speaker
You could say, yes, let's move forward with it.
00:09:20
Speaker
I'll walk you through the next steps to go forward with solar, right?
00:09:23
Speaker
We'll get the permitting done.
00:09:25
Speaker
We'll do all of this stuff.
00:09:26
Speaker
You could say, no, it doesn't make sense for us for whatever reason.
00:09:31
Speaker
And quite frankly, I don't care what the reason is because my job is just to help you figure this out.
00:09:36
Speaker
You save a lot of time.
00:09:38
Speaker
I'll be on my way.
00:09:38
Speaker
We part as friends, okay?
00:09:40
Speaker
But the third thing, and I don't want you to say this, is we need to research.
00:09:45
Speaker
We need to sleep on it, James.
00:09:47
Speaker
We need to go get some other solar quotes, right?
00:09:50
Speaker
Because if you have to say those things, it means I didn't do my job right, okay?
00:09:54
Speaker
And I need to know about it.
00:09:56
Speaker
So, Mr. Homeowner, before we even start here, can we make a simple agreement, a simple arrangement that you are not going to give me that third reason, right?
00:10:09
Speaker
that's it and you just wait and just go dead silent what they're going to do here they're going to do one of two things they're going to say yes james we can agree to do that boom they just made a commitment to you and themselves and most people are not going to break that okay and if they do come back to it once they give you that objection later on at the end of the appointment you just say hey do you remember what you said at that remember what we talked about at the beginning of the appointment what's going on here what is this
00:10:37
Speaker
And they're going to realize, oh, shoot.
00:10:39
Speaker
And then they're going to tell you what the real problem is, okay?
00:10:42
Speaker
Every single time.
00:10:43
Speaker
But what's going to happen nine times out of ten is they're just going to agree, okay?
00:10:47
Speaker
They're just going to agree, yes, we won't give you an excuse.
00:10:50
Speaker
And they will give you a yes or a no at the end of the appointment.
00:10:52
Speaker
Super easy.
00:10:54
Speaker
Now, when they give you some hesitation, ah, I don't know if we're that serious about this.
00:10:59
Speaker
I don't know if we really want to look at solar that bad.
00:11:02
Speaker
Sounds like you're a pretty serious guy with this, James.
00:11:05
Speaker
I think maybe we misunderstood each other.
00:11:08
Speaker
You say, hey, look, let's just pretend this.
00:11:10
Speaker
Before I take off here, let's pretend that I've been your neighbor or your friend or family member for a while.
00:11:16
Speaker
We were sitting down together today, all right, and I was saying, hey, you should check out solar with Lumen Solar or XY Solar Company or whoever, right?
00:11:25
Speaker
What would you be saying to them, right?
00:11:28
Speaker
What would you be telling them right now?
00:11:30
Speaker
Would you be saying solar is too expensive or what things would come up, okay?
Building Trust Early in the Sales Process
00:11:36
Speaker
and then just listen.
00:11:37
Speaker
Now what you're doing here is you're getting the trust factor out of the way because by saying that you are a family member or a friend or somebody that they trust, okay, this is the picture you're painting.
00:11:51
Speaker
Let's say I was your best friend and I said, hey, check out Lumen Solar.
00:11:55
Speaker
What other reasons could you think of on why solar wouldn't make sense to move forward, right?
00:12:00
Speaker
Now, guess what happens?
00:12:02
Speaker
They're not going to give you a, I don't trust you, I don't trust your company.
00:12:04
Speaker
They're going to tell you what the real objections are at this point.
00:12:08
Speaker
Now, let me ask you this question, right?
00:12:09
Speaker
You as the solar rep, would you rather handle the objections at the end, wondering what the hell they are, or would you rather know what they are right now from the beginning so you could tailor your presentation to handle those over and over and over again and address those so they're completely gone, right?
00:12:26
Speaker
I'm going to take the latter because the more time I have to work on an objection, to tell stories, to get emotion, to get a logic, to address these objections, the better.
00:12:36
Speaker
People will tell you their initial objections.
00:12:40
Speaker
Milk the prospects of all of their objections in the beginning.
00:12:44
Speaker
eliminate trust out of the variable, right?
00:12:46
Speaker
So you can get to the core objections, build up trust, build up certainty, and you're on your way to more deals before you even have to present.
00:12:55
Speaker
Guys, if you enjoyed this video, you like this type of content, this training that we're putting out, you know the drill, thumbs up, subscribe, and we'll see you in the next one.
Closing Thoughts and Listener Opportunities
00:13:05
Speaker
Wow, what another value-packed episode of The Solarpreneur.
00:13:08
Speaker
Guys, if you couldn't tell, we spend a lot of time and energy to put these episodes out to hopefully give you just one strategy, one golden nugget that's going to launch your solar career to the next level.
00:13:19
Speaker
And we do it all for free.
00:13:21
Speaker
And if you found any value in this episode or it's helped you in any way, all I ask in return is that you just take 30 seconds of your time and leave us a review on iTunes so that we can help more solopreneurs like you to change the world.
00:13:34
Speaker
And as a gift for leaving us a review, we have a special training package exclusive for solopreneur listeners over at solopreneurs.com.
00:13:43
Speaker
Remember, you need to leave us a review on iTunes to qualify for the training package.
00:13:47
Speaker
So take care of that now and we'll see you on the next episode.