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The Most Important Part Of The Sale
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Transcript
Introduction and Purpose
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 fail.
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 Solopreneur?
00:00:31
Speaker
What is a solopreneur you might ask?
00:00:33
Speaker
A 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.
00:00:41
Speaker
Hey what's going on solopreneurs?
00:00:43
Speaker
We are back with another episode.
00:00:45
Speaker
We're going to be talking about what is in my opinion the most important part of the sale.
00:00:50
Speaker
If you are not mastering this part of your clothes
00:00:54
Speaker
you're probably not closing a ton of deals.
00:00:55
Speaker
So I'm going to be talking about it, that and a lot more.
00:00:59
Speaker
Welcome back to the podcast.
00:01:00
Speaker
My name is Taylor Armstrong.
00:01:01
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.
00:01:09
Speaker
Hope you're doing awesome.
00:01:10
Speaker
Hope you are having a great finish to the summer or whenever you're listening to
Podcast Updates and Future Guests
00:01:15
Speaker
this.
00:01:15
Speaker
Here in California, where I'm at, we just had Hurricane Hillary
00:01:20
Speaker
It was the weakest hurricane I've ever seen.
00:01:23
Speaker
Rained for like four hours.
00:01:26
Speaker
That was about it.
00:01:27
Speaker
Barely any wind, nothing.
00:01:29
Speaker
But if you... I know there were parts that got affected more.
00:01:32
Speaker
So if you were affected more, then...
00:01:36
Speaker
I hope you're recovering, but in San Diego, it wasn't too bad at all.
00:01:40
Speaker
But we're coming at you at rain or shine.
00:01:42
Speaker
We're going to be doing the podcast.
00:01:45
Speaker
We are releasing episodes right now, Tuesday through Friday, and I'm always looking for better content.
00:01:52
Speaker
So hit me up or shoot me a DM or an email, taylorsolarpreneur.com, if you have guest suggestions or topics that you would like covered on the show.
00:02:02
Speaker
Hey, and we are having some exciting episodes coming out.
00:02:05
Speaker
We had...
00:02:06
Speaker
Travis Hartman, he came on the podcast most recently.
00:02:09
Speaker
You should have heard him by now, but just drop some absolute gems.
00:02:14
Speaker
And we have another couple of guys that work with Travis all doing, you know, 300 plus deals a year.
00:02:22
Speaker
Absolutely bonkers.
00:02:23
Speaker
And just blew my mind learning from these guys.
00:02:27
Speaker
I'm seeing what's possible.
00:02:29
Speaker
So I'm super excited to have those episodes come out.
00:02:32
Speaker
And yeah, just for upcoming guests we got coming on.
The Pre-frame in Sales: What and Why?
00:02:35
Speaker
Hey, but let's jump into the topic of the day.
00:02:37
Speaker
And that is the most important part of the cell, which in my opinion is the pre-frame.
00:02:43
Speaker
Hey, or some people call it the fact finding.
00:02:47
Speaker
Pre-frame is part of the fact finding technically, right?
00:02:50
Speaker
For me.
00:02:50
Speaker
But this is what you do before you get into actually presenting to them.
00:02:56
Speaker
OK, you're building rapport.
00:02:58
Speaker
Then you're going into the fact finding the discovery.
00:03:02
Speaker
OK, but it's what sets the tone of the deal, introduces what you're going to be talking about.
00:03:07
Speaker
And most importantly, pre frames the close.
00:03:10
Speaker
Right.
00:03:11
Speaker
Tells them what what your intention is, what you're there to do.
00:03:15
Speaker
in the presentation.
00:03:16
Speaker
And I think it's very important because if you don't master this, number one, you don't know what's important to the customer.
00:03:23
Speaker
It's part of the fact finding, like what's important to them.
00:03:26
Speaker
Why do they want to go solar?
00:03:27
Speaker
Why did they even let you in the house to have the presentation?
00:03:30
Speaker
And number two, it helps you know if people are going to close, well, like what they need to close, right?
00:03:38
Speaker
Is their credit decent?
00:03:39
Speaker
Are they a good candidate for solar?
00:03:41
Speaker
and then sets the frame of you actually signing them up so they know you're not just there giving them details.
00:03:48
Speaker
You're not just there dumping them information.
00:03:50
Speaker
You're not just a walking business card.
00:03:53
Speaker
You're there for a reason, and that is to get them enrolled in the solar program.
Techniques for a Strong Pre-frame
00:03:58
Speaker
That is why I think it's the most important step of the cell, and if you don't master it,
00:04:03
Speaker
you're not going to have the results that you should have in solar.
00:04:07
Speaker
Okay, so I'm going to walk you through exactly what I say, some of the best lines that I've used, and also I'm going to be sharing some of our recent guests that are closing upwards of 300 deals a year.
00:04:17
Speaker
I'm going to share some other lines.
00:04:19
Speaker
You'll hear them, you know, sprinkled throughout their podcast as well.
00:04:24
Speaker
But I'm going to combine it, share some of the things they say, tell you what I've been saying in my presentations,
00:04:30
Speaker
That's been working and I hope it helps.
00:04:33
Speaker
And we've gotten great feedback from people that they like the actual lines that are used.
00:04:40
Speaker
Some of our best converting episodes are most downloaded, most listened to podcasts are the ones where people give the exact lines of what they're saying.
00:04:49
Speaker
So that is an indicator that you all like it.
00:04:52
Speaker
Okay.
00:04:53
Speaker
So I'm going to share some lines that I've been using.
00:04:55
Speaker
Okay.
00:04:55
Speaker
So first of all, let's just break this down step by step by step.
00:04:58
Speaker
Okay.
00:04:59
Speaker
So you get in the house and I guess even before getting in the house, before going to this appointment, if you are setting the deal, maybe you're a setter listening to this, maybe your company has a setters, you do the setter closer model.
00:05:15
Speaker
Okay, two things.
00:05:16
Speaker
If you're setting the deal for yourself, you should be teeing it up to close.
00:05:20
Speaker
So you should be pre-framing before you even get back to the appointment.
00:05:25
Speaker
Or if you maybe are closing or if you're going to an appointment that was set for you, maybe your company is doing more set or closer.
00:05:31
Speaker
You need to coach your reps on how to set up these deals, how to team up to give you the best possible chance to close.
00:05:38
Speaker
And this is something that's Travis Hartman, Ricardo Ritchie over at Momentus Solar that we just did podcasts with.
00:05:47
Speaker
closing 300 plus deals a year, they do this, right?
00:05:50
Speaker
They confirm all their appointments and their setters know, hey, I need to set up the deal.
00:05:55
Speaker
So they know exactly why we're coming back.
00:05:58
Speaker
And the way they do that is they have their setters say, hey, so if we could get you guys the panels, well, they go through, you know, what the program entails, they go through what solar is going to get them.
00:06:12
Speaker
And once they've kind of built up those benefits, okay, this isn't a setter training, but just the short version here.
00:06:18
Speaker
Once they built up the benefits of solar, they say, hey, so if we can get you this, if it's not going to cost you anything, if it's going to lower your cost on energy, do you see any reason why this wouldn't make sense for you guys after they go through it?
00:06:30
Speaker
No?
00:06:30
Speaker
Great.
00:06:30
Speaker
Okay, well, they'll go through it with you.
00:06:32
Speaker
And then if everything makes sense, they'll help you guys see if you can get qualified.
00:06:36
Speaker
Okay, that's basically what they're saying is they're setting it up.
00:06:40
Speaker
Okay.
00:06:40
Speaker
And they probably have lines that they're using.
00:06:42
Speaker
That's might not be their exact line.
00:06:45
Speaker
I don't think I asked in the podcast, but that's what I've used with my setters.
00:06:48
Speaker
That's what I do on my personal deals to tee up the set.
00:06:52
Speaker
So it makes it a lot easier in the close.
00:06:55
Speaker
So that's, I guess you could say step zero is set up a pre-frame before you even get back with appointments.
Strategies for In-home Sales
00:07:01
Speaker
So now let's talk about what do you do when you actually get back in that appointment?
00:07:06
Speaker
Hey, so you're walking to the door and
00:07:08
Speaker
Ring the doorbell.
00:07:10
Speaker
Introduce yourselves.
00:07:12
Speaker
Do you want me to take my shoes on or off?
00:07:14
Speaker
Fine.
00:07:15
Speaker
On.
00:07:15
Speaker
Okay, great.
00:07:16
Speaker
You sit down at the table.
00:07:18
Speaker
Preferably you're at the head of the table or you're at like an angle with them, right?
00:07:23
Speaker
You don't want to be seated across from each other.
00:07:25
Speaker
Ideally, you want to be seated next to them so you can be side by side looking at solar together.
00:07:31
Speaker
Okay, you build some rapport.
00:07:33
Speaker
Five, ten minutes.
00:07:35
Speaker
What's your... How many people you got in your family?
00:07:38
Speaker
What are your kids like?
00:07:40
Speaker
Whatever.
00:07:40
Speaker
Show them pictures of your kids, your dogs.
00:07:44
Speaker
Classic stuff, right?
00:07:45
Speaker
And after you've done that, here's what you do.
00:07:47
Speaker
Okay, you're going to start.
00:07:50
Speaker
We'll transition into solar.
00:07:52
Speaker
And what I like to do is I ask for permission to go into the fact finding.
00:07:58
Speaker
And what does this do?
00:08:00
Speaker
It's basically saying, hey, I'm taking control now.
00:08:03
Speaker
Are you guys, do you give me permission to take control and let me be the authoritative figure in this?
00:08:08
Speaker
That's essentially what you're asking them.
00:08:11
Speaker
That's not the exact question.
00:08:12
Speaker
But what I ask is say, hey, so just to be sure we can benefit you guys.
00:08:18
Speaker
And this does make sense for the home.
00:08:20
Speaker
We have just a couple, a few questions we go through just to make sure of that.
00:08:24
Speaker
Is that okay if I go through those with you?
00:08:26
Speaker
Great.
00:08:27
Speaker
You're getting them permission.
00:08:29
Speaker
Because remember, the person that asked the question is in control.
00:08:33
Speaker
You want to be in control.
00:08:34
Speaker
So you've just asked them to essentially give you that control.
00:08:37
Speaker
So that's what I ask.
00:08:39
Speaker
And then from there, you're going into the questions.
00:08:42
Speaker
So I'm going to give you some of the questions I use.
00:08:44
Speaker
I'm going to give you some that I've heard just in from other people that are crushing it in other podcasts.
00:08:54
Speaker
So this is something that I've heard a few people do is just right away before they even ask these fact finding questions is do like a mini preframe before.
00:09:05
Speaker
OK, so say, hey, so I'm going to go through these questions just so you guys know.
00:09:09
Speaker
Goal for today is just to see if you qualify, if it makes sense.
00:09:12
Speaker
And you can see that it helps you out a lot.
00:09:14
Speaker
I'll show you how to get enrolled.
00:09:15
Speaker
But if you don't want to do it, you don't have to take the pressure off from them.
00:09:19
Speaker
Okay, a question like that.
00:09:21
Speaker
Another thing I heard, I think I heard this in a podcast the other day, but I loved it.
00:09:25
Speaker
The line that I heard was like, we do a lot of these every day and I don't really have time to go back and forth.
00:09:31
Speaker
And then at this point, you pull up a calendar of all your appointments.
00:09:35
Speaker
How cool is that?
00:09:37
Speaker
You show them a calendar that you're just slammed meeting with tons of their neighbors.
00:09:41
Speaker
And then you say at the end of this, if it makes sense, we'll submit an application.
00:09:45
Speaker
But if you think it makes more sense to stay with the utility, then we won't do anything.
00:09:49
Speaker
Is that fair?
00:09:50
Speaker
So I like the idea of doing a pre-frame, like a mini pre-frame and then getting in the questions and then doing a bigger pre-frame after.
00:09:59
Speaker
OK, but either way you can do that.
Effective Questioning in Sales
00:10:01
Speaker
What I've done most of the time is just go straight into these questions.
00:10:06
Speaker
Right.
00:10:07
Speaker
So biggest question that I always ask first is like, hey, have you guys looked into solar before?
00:10:14
Speaker
Figure out if they have.
00:10:16
Speaker
If they haven't and be like, well, what stopped you guys from looking at it in the past?
00:10:20
Speaker
Maybe they've heard horror stories.
00:10:22
Speaker
Maybe their bill hasn't been high.
00:10:25
Speaker
Maybe you're in a market where people just really haven't looked into solar.
00:10:28
Speaker
OK, whatever it is.
00:10:29
Speaker
And keep in mind, you should have a yellow notepad.
00:10:33
Speaker
You're writing all this down.
00:10:34
Speaker
something to write on, you're writing all this down.
00:10:37
Speaker
It shows you're engaged, it shows you're attentive, and it kind of reminds you what their questions or concerns are.
00:10:43
Speaker
So you can go back and literally check off their concerns and questions as you've gone through them.
00:10:48
Speaker
And what does this do?
00:10:50
Speaker
Subconsciously, it tells them that you've answered all their questions, you've overcome every concern, objection, and they should do it.
00:10:57
Speaker
That's why you should always be writing it down.
00:10:59
Speaker
Also, Grant Cardone, Closer Survival Guide.
00:11:02
Speaker
always have something to write on.
00:11:04
Speaker
So and then you're asking them, have they looked into it in the past?
00:11:11
Speaker
If they have asked them, why didn't you do it before?
00:11:13
Speaker
What stopped you from doing it?
00:11:14
Speaker
Okay, maybe it's they didn't like the way it looked.
00:11:17
Speaker
Maybe it's it didn't really save them that much, whatever.
00:11:20
Speaker
Hey, and then something that I'm learning more and more what these top guys are doing that I don't do as good as I need to.
00:11:27
Speaker
is they ask the hypothetical questions.
00:11:30
Speaker
Okay, they wrote all this down.
00:11:31
Speaker
Now it's like, great.
00:11:32
Speaker
Well, hypothetically, and no promises, I don't know for sure if we can do this, but hypothetically, if it does save you more money than before, if it looks better than before, whatever they said, maybe some of it's ridiculous, whatever it said, hypothetically, if that wasn't a problem, then you guys would do this.
00:11:54
Speaker
You guys wouldn't have any problem adding the panels up.
00:11:58
Speaker
Figure out what they say.
00:11:59
Speaker
You want to check to make sure you're not missing any concerns.
00:12:02
Speaker
All right.
00:12:03
Speaker
And then if they say something like savings, another thing, ask them how much they expect to save.
00:12:09
Speaker
Like, last thing you want to do is get to the numbers part of your presentation.
00:12:12
Speaker
And they're like, oh, this is exactly what they showed me before.
00:12:15
Speaker
I don't really feel like Phil this is saving me anything.
00:12:18
Speaker
OK, so ask them, hey, how much would you guys expect to save 30 percent, 40 percent?
00:12:24
Speaker
Would that be a win?
00:12:26
Speaker
I know this is California.
00:12:27
Speaker
Okay.
00:12:28
Speaker
So here in other markets here in this adjust, right?
00:12:31
Speaker
Maybe it's only 10%.
00:12:32
Speaker
Maybe it's breaking even.
00:12:33
Speaker
Okay.
00:12:34
Speaker
But figure out what it is that they expect.
00:12:36
Speaker
Okay.
The Importance of Qualifying Questions
00:12:37
Speaker
So discovery, ask them what they have looked at before, ask them hypotheticals.
00:12:44
Speaker
And then from there, you're going to go into your qualifying questions.
00:12:48
Speaker
Okay.
00:12:52
Speaker
And I like what Taylor McCarthy does.
00:12:55
Speaker
I guess this is before qualifying questions, but he goes into his five main questions.
00:13:01
Speaker
And typically, what do people want to know about solar?
00:13:04
Speaker
They want to know the cost.
00:13:05
Speaker
They want to know about the roof.
00:13:06
Speaker
What happens with the roof?
00:13:08
Speaker
They want to know what type of guarantees are there.
00:13:11
Speaker
They want to know what happens if you move.
00:13:14
Speaker
And I think Taylor's fifth question is, when do I start saving money?
00:13:20
Speaker
I don't ask that one all the time, but for me, it's mostly the four main questions.
00:13:24
Speaker
I adjust it a little bit.
00:13:26
Speaker
Roof, cost, warranty, moving.
00:13:28
Speaker
And I love this because he brings up their concerns.
00:13:32
Speaker
These are basically all the questions that people are going to have about solar.
00:13:37
Speaker
unless you get super technical people.
00:13:39
Speaker
But almost all the questions are going to come down to these.
00:13:43
Speaker
And by bringing them up beforehand, you just, you brought up their concerns before they could.
00:13:50
Speaker
You just eight miles, if you know the movie Eight Mile, the rap battle, right?
00:13:55
Speaker
You're bringing up the problems they have with solar before they can, before they can even ask it.
00:14:00
Speaker
So I think it's a really powerful way to do it.
00:14:02
Speaker
Same thing you would do when you're knocking on doors.
00:14:04
Speaker
If you can bring up concerns, objections before they can, it's going to be extremely powerful.
00:14:09
Speaker
Hey, but you ask them, you say, hey, these are the questions that most of your neighbors have been asking.
00:14:13
Speaker
And I'll go through those.
00:14:15
Speaker
Outside of that, would you guys have any other questions or concerns about going solar?
00:14:19
Speaker
No?
00:14:20
Speaker
Okay, cool.
00:14:21
Speaker
And then you just go, you go through the questions pretty quick.
00:14:24
Speaker
Say, okay, so with this, the reason we're a little more selective than most other companies or other people have come by is because we actually guarantee the roof for, we guarantee the roof up there where the panels are.
00:14:38
Speaker
Hey, and hopefully your company does have good guarantees, good warranties, all that.
00:14:42
Speaker
But just tell them why it's different.
00:14:43
Speaker
Tell them why you're more selective because, hey, we give you the best warranties on everything.
00:14:48
Speaker
We have to make sure roof is in good condition.
00:14:50
Speaker
We don't want to cave in or us having to come take off panels.
00:14:55
Speaker
But we're on the hook for the next 25 years for the system up there as long as we approve it.
00:15:01
Speaker
Then as far as cost goes, you wouldn't pay anything if they approve the home.
00:15:07
Speaker
And then another thing I like that Taylor McCarthy does is he makes himself the prize.
00:15:12
Speaker
What I mean by that is he talks about how he's there picking model homes, right?
00:15:17
Speaker
And they work through word of mouth marketing.
00:15:20
Speaker
So we're going to cover the cost for you.
00:15:22
Speaker
It does come with some conditions.
00:15:25
Speaker
We practice what's called word of mouth marketing.
00:15:27
Speaker
Are you guys familiar with that?
00:15:29
Speaker
No.
00:15:29
Speaker
Okay.
00:15:29
Speaker
It's just if you're happy with a product or service that you tell others about it.
00:15:33
Speaker
So are you guys the type of people who generally talk about your experiences?
00:15:36
Speaker
If you have a good experience with a company or product?
00:15:40
Speaker
Awesome.
00:15:40
Speaker
Okay.
00:15:41
Speaker
So yeah, we just asked that as long as the experience good, that you guys would be willing to spread the word about it.
00:15:47
Speaker
And they may ask to put like a sign in the yard and just spread the word about it with neighbors.
00:15:53
Speaker
You guys open to doing that?
00:15:55
Speaker
Yes.
00:15:55
Speaker
OK, great.
00:15:57
Speaker
It's making you the prize, making it more selective.
00:16:01
Speaker
I love that.
00:16:02
Speaker
Hey, and then after you've gone through these questions, you ask them, OK, besides that, what other questions or concerns would you have?
00:16:08
Speaker
They're going to tell you, you're going to write them down.
00:16:11
Speaker
If they're smaller questions, you can go through them right then.
00:16:13
Speaker
If they're questions that require more of an explanation, you're going to save them.
00:16:18
Speaker
Yeah, you just write them down.
00:16:19
Speaker
You say, cool, we'll make sure we get to that.
00:16:22
Speaker
Then you move on.
00:16:23
Speaker
Hey, and then lastly, last but not least, I guess second to last is you're going through the discovery.
00:16:31
Speaker
How long have you lived in the home?
00:16:33
Speaker
When do you use your power?
00:16:35
Speaker
How many people live here?
00:16:36
Speaker
What time do you go to bed?
00:16:38
Speaker
uh, anyone else that would be involved in this decision.
00:16:42
Speaker
Obviously if there's more decision makers involved, I'd recommend just canceling the appointment and then rescheduling when you're in front of all the decision makers in most cases.
Discovery and Qualification Process
00:16:52
Speaker
Um, then you're going into the qualifications.
00:16:55
Speaker
Hey, um, how old is your roof?
00:16:57
Speaker
What's the condition of it?
00:16:59
Speaker
Uh, your electric panel, how many amps is it?
00:17:02
Speaker
Maybe you go take a picture of their electric panel.
00:17:05
Speaker
And by doing a deep dive on the qualifications and specifically some of these more technical things like the roof, the electric panel, guess what this does?
00:17:14
Speaker
It's going to set you apart from all just the newbie cells reps that come to the home.
00:17:19
Speaker
Guarantee you most cells reps are not asking how many amps the electric panel is.
00:17:24
Speaker
They're not going and taking pictures.
00:17:27
Speaker
So if someone's looked at solar before and you say, hey, most people don't ask this because they don't know.
00:17:32
Speaker
That's one of the reasons why the families I help out love this is because the problem you've maybe heard with solar is people go solar and they still have these big bills to the utility.
00:17:42
Speaker
It's because their system isn't designed correctly.
00:17:45
Speaker
And the other thing is sometimes there's surprise costs that come up with like electric panel, extra work.
00:17:51
Speaker
So the reason why all the families love us is because we actually figured out beforehand, make sure there are no surprises and make sure we can guarantee a roof and everything.
00:18:02
Speaker
So do you know how many apps your electric panel is?
00:18:05
Speaker
No.
00:18:06
Speaker
OK, let me go grab a photo of that.
00:18:09
Speaker
Go take them out.
00:18:10
Speaker
you're being perceived as expert and make sure you understand this stuff.
00:18:13
Speaker
That's the topic for another podcast.
00:18:16
Speaker
But generally, we've done some podcasts on this, but just a brief electrical knowledge that you want to have is if it's 100 amp and lower, unless it's a really small system, you're generally going to need a panel upgrade.
00:18:32
Speaker
So make sure you know these things.
00:18:34
Speaker
It's not exactly that, but there's all the calculations that you can get into.
00:18:40
Speaker
But if it's 100 amp, just know that unless it's under like a four kilowatt system, good chance you're going to need a panel upgrade without getting too technical.
00:18:49
Speaker
And remember, fake it till you make it.
00:18:50
Speaker
Maybe you don't know all this stuff, but you can still act like you're the expert and know all these things and set yourself apart from other people.
00:18:58
Speaker
So make sure you do that.
00:18:59
Speaker
Hey, so go through that discovery.
00:19:03
Speaker
Ask them if they're going to use more power.
00:19:04
Speaker
Very important.
00:19:05
Speaker
Make sure you're sizing the system correctly.
00:19:08
Speaker
Hey, we got your bill.
00:19:09
Speaker
Is this accurate for what you guys are using?
00:19:11
Speaker
Do you guys plan to use more power on this?
00:19:14
Speaker
Do you plan on getting an electric vehicle, pool, hot tub?
00:19:17
Speaker
No?
00:19:17
Speaker
Okay, great.
00:19:18
Speaker
So we're going to give you a little bit extra.
00:19:19
Speaker
Just make sure you understand that if you use more power, you buy it from the utility.
00:19:24
Speaker
Again, setting yourself apart.
00:19:26
Speaker
And then specifically for California, we got a net metering three.
00:19:30
Speaker
So that's why you want to ask them about their when they're using their power, because we have batteries out here.
00:19:36
Speaker
You want to make sure you're giving them the correct battery.
00:19:39
Speaker
If they are heavy nighttime users, maybe you need a bigger battery.
00:19:43
Speaker
So another thing to consider specifically for California.
00:19:46
Speaker
Okay.
00:19:46
Speaker
And then credits.
00:19:49
Speaker
What's their credits?
00:19:50
Speaker
You guys above 650 if you had to guess.
00:19:54
Speaker
Is your wife paying the bills on time?
00:19:56
Speaker
Make them laugh, whatever.
00:19:57
Speaker
If their credit is anything less than great or they're not sure on that, I would consider just running credit right off the bat.
00:20:05
Speaker
Okay, this is something that I coach my guys on.
00:20:08
Speaker
If you're unsure, always run credit right away.
00:20:10
Speaker
It's going to save you time.
00:20:11
Speaker
If they fell, you can get out of there.
00:20:13
Speaker
You can put them in a credit repair program.
00:20:15
Speaker
If it's good, then you're good to go.
00:20:17
Speaker
Okay, you know that this is worth sitting down and taking the next hour or two.
00:20:23
Speaker
doing a presentation for him.
00:20:24
Speaker
Okay.
Creating Urgency in Sales
00:20:25
Speaker
And then once you've gone through all that, you've done your fact finding.
00:20:30
Speaker
Now you're making sure you're getting in a powerful pre-frame.
00:20:32
Speaker
Okay.
00:20:34
Speaker
And here's what I say when I am pre-framing.
00:20:38
Speaker
Hey, you set the agenda.
00:20:39
Speaker
You say, great.
00:20:39
Speaker
I have everything.
00:20:40
Speaker
I think I have good understanding where you guys are at.
00:20:44
Speaker
So what we'll do now, we'll pull up your design.
00:20:46
Speaker
We'll go through the numbers.
00:20:48
Speaker
We're going to give you like a side-by-side comparison.
00:20:50
Speaker
If everything makes sense,
00:20:53
Speaker
then what we'll do is we'll submit an application and see if we can approve the home
00:20:59
Speaker
And we keep in mind, we do have to come check the roof.
00:21:01
Speaker
We have to check your electric panel.
00:21:03
Speaker
Utility has to approve it.
00:21:05
Speaker
So no promises.
00:21:06
Speaker
But if everything makes sense, we'll submit that.
00:21:08
Speaker
See if we can get an approval.
00:21:10
Speaker
But if it doesn't look good or something is unanswered, then we won't do anything.
00:21:14
Speaker
Does that sound fair?
00:21:15
Speaker
Then you are getting a yes.
00:21:17
Speaker
You're waiting for them to say yes.
00:21:19
Speaker
If they don't say anything, I usually will ask them again because I want to make sure it's clear that they know exactly what we're doing.
00:21:26
Speaker
And if they have any objections,
00:21:29
Speaker
you're going to tackle that.
00:21:30
Speaker
Okay.
00:21:31
Speaker
Um, or you're going to know you got to build a lot of your urgency, but they don't have objections.
00:21:36
Speaker
Then great.
00:21:36
Speaker
They just agreed that they're going to sign up if everything makes sense.
00:21:40
Speaker
Hey, another thing I've tried to start implementing after hearing a lot of these top producers,
00:21:46
Speaker
close, what I'm hearing is that these guys, they will build urgency in their fact finding.
00:21:52
Speaker
They will bake it into that pre-frame.
00:21:54
Speaker
So part of the fact finding is, hey, the reason why so many people are trying to get in on this is you probably heard funding is always changing, expiring on these programs.
00:22:04
Speaker
There's tax incentives.
00:22:06
Speaker
There's depending on what you're selling, right?
00:22:08
Speaker
But building some type of urgency, okay, maybe it's funding is expiring.
00:22:13
Speaker
Maybe there's, you only have a limited number of
00:22:16
Speaker
permits, don't lie, but like something legit that you can build urgency on and give that as a reason that you're going to submit the application.
00:22:24
Speaker
Okay.
00:22:24
Speaker
So because of that, everyone's trying to get in.
00:22:29
Speaker
So if all this makes sense, then we'll submit the application so we can make sure we lock in that funding.
00:22:37
Speaker
lock in the net metering, whatever the urgency is.
00:22:39
Speaker
Okay.
00:22:40
Speaker
But again, it's like, it's not a big deal.
00:22:43
Speaker
If it doesn't make sense, then we won't do anything.
00:22:45
Speaker
But if it does, we just want to make sure we can get you in before these deadlines, before these changes happen.
Mastering Pre-frame and Fact-finding
00:22:50
Speaker
Okay.
00:22:50
Speaker
So there you have it.
00:22:51
Speaker
That is the most important part of the cell.
00:22:54
Speaker
That is the fact finding.
00:22:55
Speaker
Make sure you have a powerful pre-frame.
00:22:58
Speaker
Hopefully there were a few lines you could use, a few questions you can take from that.
00:23:02
Speaker
These are what the top guys are mastering.
00:23:05
Speaker
Every single person I have on the podcast that's closing two, three, 400 deals in a year, they are masters at this.
00:23:12
Speaker
So become a master at fact finding, become a master at pre-framing.
00:23:17
Speaker
And you're going to become a great closer as well.
00:23:21
Speaker
Hope that helps.
00:23:22
Speaker
Send this to someone who's struggling closing deals.
00:23:25
Speaker
Maybe it's going to help them this week.
00:23:27
Speaker
And I can't wait to drop some more buyer content from some of these studs coming up.
00:23:32
Speaker
We'll see you guys on the next one.
00:23:33
Speaker
Keep crushing it.
00:23:35
Speaker
I love you.
00:23:35
Speaker
We'll see you next time.
00:23:37
Speaker
What's up,
New Cheat Sheet Announcement
00:23:38
Speaker
solarpreneurs?
00:23:38
Speaker
Hope you enjoyed the episode.
00:23:40
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.
00:23:51
Speaker
One of the top questions I get asked on Instagram, on Facebook, by our listeners is, Taylor, where should I start?
00:23:58
Speaker
What episodes should I listen to in the podcast?
00:24:01
Speaker
You got too many podcasts, man, because now we have over 200 episodes.
00:24:05
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 Solarpreneur.
00:24:18
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.
00:24:27
Speaker
So go download it right now.
00:24:29
Speaker
It's going to be at top10.solarpreneurs.com.
00:24:33
Speaker
Again, that's top10, the number 10,.solarpreneurs.com.
00:24:38
Speaker
Don't forget the S on solarpreneurs.
00:24:41
Speaker
We will have that in the show notes.
00:24:42
Speaker
Go download it right now.
00:24:44
Speaker
And especially if you have not listened to them, go listen to them and you can re-listen to them.
00:24:49
Speaker
That's going to show you how.
00:24:51
Speaker
So go download it and we'll see you on the other side.