Connect

Connect with the prospect’s problems and their impact as per the triage.

Solution Awareness

Explore past experiences to understand their journey and any potential objections or limiting beliefs you may need to help them overcome.

If they’ve had solar with a different property

OK, cool, how did that go?

Depending on how this goes, you’ll either want to reaffirm the fact that solar is great since they were getting results OR, if it didn’t work for them, ask questions that allow them to come to the conclusion that maybe it was a bad company or they didn’t get the right solar system for them. This is what will set you up for a more decisive close if done correctly.

If they’ve looked but didn’t buy it

Fair enough. What put you guys off going ahead with it at that time?

This is where you uncover any hidden objections they might have about going ahead, such as price or whether they think solar actually works and will work for them. It’s crucial to lay this out on the table now so that we can adequately work towards overcoming these objections right here rather than letting them come up later and ruin your close. Worst case, you find out they’re really not a fit and end the call (e.g. they’re looking for an unbelievably cheap price and won’t go ahead any other way)

If they haven’t looked

Anything that held you back from looking?

Similar to the above, we are looking for hidden objections that held them back from looking in the first place so that we can have this ammunition when we close (e.g. if they say here it’s too expensive when you present you can say “you know how you mentioned you thought solar is too expensive? Well, it is expensive, to be honest, which is why most people don’t get it. But that’s why we install solar for you on our No Net Cost payment plan so that you pay nothing upfront and the payments for the solar system cost you the same or less than your power bill.”)

Clarifying Questions

Probing Questions:

Strong Frame

Future Pacing

Helps the prospect visualise the light at the end of the tunnel and feel what it would be like to solve their problems with your solution.

Cost of Inaction

Qualify

Transition

Present

A simple presentation of your solution

Build Momentum (Use at your discretion)

Okay, so looking at your bill here, Can I ask, is there anything in place to keep them from being able to raise this?

What type of agreement do you have with your electric provider that allows them to raise your rate and not even need your permission? Do you agree with that?

What is it about that that you don't agree with exactly?

Probe deeper:

- How does that affect you when that happens?

- Has that had an impact on you? In what way, though?

- What bothers you the most about that, if anything?

If you called up your electric provider and asked them what your electric bill will be in the future, what do you think they'd say?

How are you supposed to budget for this when your electric provider does not even know?

Do you have an answer to avoid this if you can't control the bill?

OR

Have you thought about the consequences of not having any control over your electricity costs though?

Sounds like that’s important to you / That makes sense...

Commit