Solar At Scale - Solar Setter Mastery

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Solar At Scale - Solar Setter Mastery

2. Outbound Calling

Rebuttals
Rebuttals

When using rebuttals for their objections, you are not only handling a complaint. You are mainly handling the EMOTION or the HUMAN on the other end. Please keep this in mind when you go through this training.

The Rebuttal System

Step 1. Always Agree

Always agree with what they are saying to maintain connection. This doesn’t mean you must agree that what they say is correct or valid. What it means is that you agree that they are saying it and that they think that. Giving them validation will maintain your connection or rapport in the conversation, allowing you to continue speaking smoothly.

Step 2. Resolve

This is where we address the specific objection they just gave us. The goal is to resolve the objection so that it no longer logically makes sense and allows us to continue the conversation.

Step 3. Temp Check

The Temp Check is a question you ask after resolving the objection to confirm that it has been resolved in the prospect's mind. Some examples of these questions are:

Does that make sense?

Are you with me on that?

Do you see what I mean?

Step 4. Continue

Remember, the goal of the rebuttal at this stage of the sales process is not to sell them. Instead, the goal is to earn the right to continue the conversation. So, once the objection has been handled, the main thing to do is continue the conversation, usually by asking the next step in the script.

Rebuttal Examples

Not Interested

#1 Agree: Yeah, that’s not a problem.

#2 Resolve: At this point, I’m not even sure that we can help you yet. We’d have to know a little bit more about how much you’re spending on your power bills, what your roof looks like, and your working situation to see if we can even help. Because, maybe, you don’t even need us.

#3 Temp Check: Are you with me on that?

#4 Continue with whatever question is appropriate, such as: Just so I’m aware, how much was your last electricity bill?

I don’t have the time right now

#1 Agree: Yeah, fair enough. I did call you out of the blue, I apologise if I interrupted something.

#2 Resolve: How much time do you have at the moment?

Option 1: Time Permission Granted

Prospect: Only 5 mins

You: Okay, this should only take 2.

#3 Temp Check: Are you ok to continue?

#4 Continue with whatever question is appropriate.

Option 2: Time Permission Declined

Prospect: No time, I have to go now.

You: Okay, no problem. When would be a better time for us to review a few quick questions to see if we can even help you?

Prospect: Call me this afternoon.

You: Sure thing. I’ll send you a text with my number so you know it’s not a stranger calling :)

#3 Temp Check: Is that ok? OR Would that help you?

Action Step: Book Triage or Call Back on your calendar

Solar is too expensive

#1 Agree: Yeah, fair enough. Solar can be really expensive.

#2 Resolve:

#3 Temp Check: Do you see what I mean?

#4 Continue with whatever question is appropriate, such as: Just so I’m aware, how much was your last electricity bill?

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