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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
      • 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
      • icon picker
        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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Triage vs Discovery Call
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Triage vs Discovery Call

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The goal of the appointment setting call is to give an overview of Solar might be able to do for them, but really, it is to focus on the PROBLEMS.

That’s why I even like to refer to the Triage call as the “Problem Call”.

⁠
⁠
⁠
Triage vs Discovery
Triage
⁠
Learn to pronounce
⁠
⁠
noun
the preliminary assessment of patients or
casualties
⁠
in order to determine the
urgency
⁠
of their need for treatment and the nature of treatment required.
"the clinic will be dedicated to the triage and treatment of patients with respiratory illnesses"

Discovery
noun
the action or process of discovering or being discovered.
"the discovery of the body"

Triage is the preferred term because it alludes to the fact that it is not just about “discovering” and asking the prospects logical questions, but it is also about preparing the prospect for the sales call the right way and it is about the urgency of their need for treatment.
Great sales today is like going to the doctor. There is a triage to make the best use of the Doctor’s time, and they diagnose before they prescribe, meaning they diagnose the problem properly before presenting a solution.

Action Items

Read the
Fresh Lead Triage
⁠
script thoroughly.
Pay attention to the questions we ask on the script, particularly in the
Problem Awareness
⁠
section.
Are the questions surface level or are they Triage questions?
What are we trying to achieve by asking the prospect these questions?

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