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Solar At Scale - Solar Closer Mastery
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3. Sales Philosophy

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The Basics

The basics in this scenario are all about setting up a prospect correctly, presenting the offer correctly, and then gaining commitment to move ahead and process the sale.

Stage 1: Marketing / Outbound Call (Aged/Cold Leads)

Hook

Generated a lead or enquiry. This is about giving the prospect 1 - 3 key hooks about your product. For example:
Save 80-100% on your bills
Add an asset to your property
No net cost / Pays for itself - solar costs the same or less than what it saves them. (e.g save $100 per month, costs $100 per month)
Government Rebates / Government Funding
Renewable Energy - doing good for planet

Stage 2: Triage “The Problem Call”

Qualify / Disqualify

Qualifies and sets up the lead for the sales call.

Stage 3: Consultation “The Solution”

Close

Going deeper with the prospect and then getting a commitment on the right solution for them.

FKC: Friction Kills Conversion

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