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Solar At Scale - Solar Closer Mastery
  • Pages
    • 1. Software Set-Up
      • Calendly
      • close
        Close CRM
        • The Set Up
          • Adding Email Signature
          • Creating Phone Numbers
          • Statuses & Pipelines
            • Lead Statuses
            • Opportunity Pipeline
          • Custom Fields & Activities
            • Custom Fields
            • Custom Activities
          • Templates
            • Email Templates
            • SMS Templates
          • Reporting & Metrics
        • How To Guides
          • Leads and Contacts
            • How to create a lead
            • How to create a contact
            • How to merge leads
          • Calling & Auto Diallers
            • Making/Logging Calls
            • Automatic Diallers
          • Emails & SMS Messaging
            • Email/SMS Templates
            • How to Send Emails
            • Sending SMS messages
            • Workflows
            • Creating Tasks
    • 2. Solar Product Knowledge
      • How Solar Works
        • Solar 101: A Guide To Buying Solar Power Systems
      • Why Solar is Different
      • Solar Batteries
      • Heat Pumps
      • Federal Govt Rebates (STCs)
        • Calculating STCs
      • Solar Victoria Rebate
        • Solar Panel (PV) Rebate
        • Solar for Renters Rebate
        • Solar Battery Loans
        • Hot Water Rebate
          • Approved Products
      • DNSPs
        • Grid -Connection Rules
    • 3. Sales Philosophy
      • What is Sales?
      • icon picker
        The Basics
      • The 60/30/10 Rule
      • 3 Cs of Sales
      • The Myth of Price and Money
      • Convincing vs Persuading
    • 4. Strategy Session
      • Mindset of Closing
      • Product Training
        • Solar system size limits explained by state | Solar Choice
        • Consumption Monitoring
        • Switchboards
        • Solar Panel Brands
        • Solar Inverters
      • opensolar
        How to sell on OpenSolar
        • How to create the proposal & process finance
        • Proposal Request
        • Extra Charges
      • Financing Solar
        • Plenti
        • Humm
      • The Importance of Structure
        • The Intro
        • The Problem
        • The Solution
        • Future Pacing
        • Cost of Inaction
        • The Presentation
        • Gaining Commitment
      • Processing The Sale
      • RECORDINGS
        • LIVE EXAMPLE
    • 5. Handling Objections
      • Logistical vs Fear-based Objections
      • Partner Objection
      • Money Objection
      • "Think About It" Objection
      • Negotiation
    • 6. Completing the Sale
      • Applying for Rebates (VIC)
        • Solar Victoria Rebate
          • Solar Panel (PV) Rebate
          • Solar for Renters Rebate
          • Solar Battery Loans
          • Hot Water Rebate
            • Approved Products
    • Untitled page
Solar At Scale - Solar Closer Mastery
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The Basics
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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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