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Solar At Scale - Solar Setter Mastery
  • Pages
    • 1. Solar Product Knowledge
      • How Solar Works
        • Solar 101: A Guide To Buying Solar Power Systems
        • Why Solar is Different
      • Solar Batteries
      • Heat Pumps
        • VIC
      • 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
    • 2. Sales Philosophy
      • What is Sales?
      • The Basics
      • The 60/30/10 Rule
      • icon picker
        3 Cs of Sales
      • State Management
      • The Myth of Price and Money
      • Work Ethic & Perseverance
      • Convincing vs Persuading
    • 2. Outbound Calling
      • Leads
        • Approaching Different Types of Leads
      • Cold Calling Script
      • Aged Lead Script
      • RECORDINGS
      • Rebuttals
      • Voicemail Script
    • 3. Triage Call
      • Triage vs Discovery Call
      • Mindset
      • Goals of a Triage
      • Technical Knowledge for Triage
      • Focus on the Problem
      • Existing Solar Systems
      • Triage Script
        • Aged Lead Triage
        • Fresh Lead Triage
        • Booked Triage
        • Alternative Triage Script
      • RECORDINGS
    • 4. CRM Software Set-Up
      • Calendly
      • close
        Close CRM
        • The Set Up
          • Adding Email Signature
          • Creating Phone Numbers
          • Statuses & Pipelines
            • Lead Statuses
            • Opportunity Pipeline
          • Custom Activities & Fields
            • 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
        • Importing Leads
    • 5. Commission Breakdown
    • Quiz
Solar At Scale - Solar Setter Mastery
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3 Cs of Sales
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3 Cs of Sales

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The 3 Cs you need to ensure you follow throughout your sales process to maximise success.

Certainty in YOURSELF

Certainty in yourself is about being certain of your value and what you bring to the table.
It’s not about being certain that you can sell to everyone or being certain that you know everything. It is about being certain in your ability to figure it out.

Conviction on the OFFER

This is about being convicted of the thing you’re selling. Conviction will close more deals for you than any sales training ever will. If you genuinely believe that the product you are selling is, in the words of Jordan Belfort (The Wolf of Wall Street), “the best thing since sliced bread”, it will be perceptible by the prospect, and you will be able to close deals even without following the script or any sales training.

CURIOSITY about the PROSPECT

Ten people may buy solar, but they will have ten different reasons. Once you master the art of asking skilled questions to help you understand the prospect’s reasons as to why they may want to buy what you are selling, you will close more deals than you ever thought possible.
The frame of the sales process should always be one of they should convince you that this is the right thing for them, that they want it and that they are willing to do what it takes to have it NOT the other way around.


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