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Solar At Scale - Solar Setter Mastery
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Solar At Scale - Solar Setter Mastery
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
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 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
2. Sales Philosophy
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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