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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
      • icon picker
        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
        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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What is Sales?
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What is Sales?

Section 1: The Fundamentals of Sales

Good vs. Great Salespeople:
The subtle, but crucial differences between good and great sales practitioners
How great salespeople instigate the desire to buy rather than merely selling
Good salespeople sell.
Great salespeople make people WANT to buy.

Section 2: Sales = Change

Defining Change in Sales:
Exploring sales as a transformative process for both the salesperson and the prospect
Techniques to gracefully navigate and instigate change with prospects
The Movement in Sales:
How sales is about advancing prospects from one point to another on their buying journey
Strategies to facilitate this movement effectively and efficiently

Section 3: Mastering the Art of Questioning

Skilled Questioning Techniques:
Developing the ability to ask insightful and probing questions that reveal prospects' internal motivations
Practising active listening to understand and respond to the prospects’ needs accurately
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Section 4: Sales as a Helping Profession

Redefining Sales:
Shifting perspective from convincing to helping
Understanding how this shift in mindset can boost your sales performance
Helping Prospects Decide:
Recognising that prospects often already desire the product or service
Techniques for assisting prospects in making informed and beneficial decisions

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