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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
      • icon picker
        The 60/30/10 Rule
      • 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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The 60/30/10 Rule
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The 60/30/10 Rule

Communication is:

60% Body Language
30% Tonality
10% Language (what you say)

So communication is 10% WHAT you say and 90% HOW you say it

Body Language

Open Body Language

Have open body language to show you are confident.

Gestures

Use gestures correctly, etc

Facial Expression

Facial expressions will showcase what you are thinking and the meaning behind your words.

Tonality

Likability (up tone) vs Credibility (down tone)

Modulation

Going up and down, slower and quicker. Modulation is about changing so we can keep the audience/prospect engaged and make it sound human.

Speed of speaking

Speaking slower is usually best, but too slow can sound medicated. The goal should be to sound calm, but pleasant. A calm smile is what I go for. Remember, Calm is Contagious.

Pausing

Pausing is crucial to add

Volume


Principles

Matching

Match the prospect where they are at
Energy
Tonality
Speed of talking
Accent
Words they use
Mirroring
Copying their body language
Pace Pace Lead
Match the prospect where they are at in terms of energy, tonality etc.
Continue to match for two or more sentences in the conversation
Then, start to lead them where you want them to go. Such as, start increasing your excitement and certainty towards the end of the conversation so that they will be in the same state.
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