Residential solar
Sales Assessment Results
50
Needs Improvement
10 questions
Maximum score: 100
Completed in
It’s time for some tough love. Your performance has shown that you’re capable of acknowledging customer concerns, but you’re falling short in providing the depth and detail that truly resonate with prospects. You’ve got the right instincts when it comes to rapport-building, but you’re missing the mark on addressing their specific needs, especially around budget and stakeholder alignment. Your understanding of regulations like the Illinois CEJA is beneficial, but you need to connect the dots for your prospects on how your solutions fit within those frameworks.
There’s a consistent pattern of not diving deep enough into the specifics that matter to your prospects. This isn’t just about making claims; it’s about backing them up with the detail that builds trust and credibility. For instance, when discussing installation processes, don’t just say you minimize disruption—show how you do it. Concrete examples and actionable strategies will elevate your responses significantly.
To level up, I recommend honing in on Solution Selling and Consultative Selling. Both techniques will empower you to identify pain points and provide tailored solutions while building the kind of long-term relationships that lead to success.
Remember this: every interaction is an opportunity to build trust through transparency and depth. Your prospects are looking for partners, not just vendors. Embrace this mindset and watch the difference it makes in your performance. You’ve got this!
Question Breakdown
1.
3
/ 10Question:
"I'm concerned about how this solar solution will align with our existing budget allocation for sustainability initiatives."
Answer:
I completely understand how you feel. A lot of your neighbors felt the same way. But once they found out we offer a program where there is no money down, nothing out of pocket, and guaranteed savings, they were intrigued to learn more about we can help them get started with their own personalized savings report tailored to their home.
Feedback:
The response starts well by acknowledging the prospect's concern, which is important for building rapport. However, it fails to directly address the specific budgetary concerns mentioned. It could have included a discussion about how the solar solution fits into the budget or potential savings that align with sustainability initiatives. Additionally, using testimonials from neighbors is a good tactic, but it lacks specificity and connection to the prospect's situation. Overall, the response lacks depth in addressing key issues, particularly financial alignment.
2.
6
/ 10Question:
"What if the implementation of solar tech disrupts our current operations during installation?"
Answer:
We conduct a site survey prior to installation to point out any obstructions that may interfere with the solar project. Additionally, we use experienced licensed solar installers that are aware of external factors to insure the installation of the system in no way disrupts current operations.
Feedback:
The response effectively acknowledges the concern about potential disruption during installation by mentioning a site survey and experienced installers. However, it could be improved by elaborating on how the team minimizes disruption specifically and providing examples of past projects where minimal disruption was achieved. This would enhance credibility and demonstrate understanding of the prospect's operational priorities. Additionally, a more engaging tone could help in building rapport with the prospect. Overall, while the answer shows awareness of the concern, it lacks sufficient detail and a collaborative approach.
3.
5
/ 10Question:
"Can you guarantee that all stakeholders will be on board before we proceed with this purchase?"
Answer:
Yes, we make sure all parties involved are all on the same page by communicating effectively and thoroughly to ensure your solar installation is a streamline process for everyone especially the household.
Feedback:
The response acknowledges the concern about stakeholder alignment, which is positive. However, it lacks depth and specificity in addressing how you ensure all stakeholders are engaged and on board before proceeding with the purchase. Mentioning specific communication strategies or tools used to facilitate this engagement would enhance credibility. Additionally, it would be beneficial to discuss the importance of stakeholder buy-in and how it contributes to a smoother installation process. Overall, while the tone is appropriate, the response needs more detail to effectively reassure the prospect.
4.
6
/ 10Question:
"How will this investment support our long-term compliance with upcoming renewable energy regulations?"
Answer:
Illinois passed CEJA in September of 2021 and went into effect January of 2022. This act states the mission is to be at 40% renewable energy as a state by 2030 and 100% by the year 2050. By making the switch to solar energy, the household is doing their due diligence in the overall mission to be a green energy state all the meanwhile being price protected which now leads to saving money and reducing their household overhead.
Feedback:
The response effectively references the Illinois CEJA, providing relevant context about state regulations and the commitment to renewable energy. However, it lacks a direct connection between the investment in solar energy and how it ensures compliance with these upcoming regulations. It would be beneficial to explain how the solar installation aligns with the timeline of the CEJA and any specific benefits or incentives that might arise from compliance. Additionally, incorporating potential risks of non-compliance and how solar energy mitigates those risks could enhance the response. Overall, while the information is valuable, it needs to more explicitly link the investment to the prospect's long-term compliance needs.
5.
5
/ 10Question:
"I'm worried about the hidden costs in the long run—can we ensure transparency in pricing?"
Answer:
Here at Semper SolR we hold our core value of integrity closely which means we believe in being transparent as possible in not only pricing but our entire service being provided from start to finish. We offer multiple options in going solar and we guide you as the homeowner in the direction that will be most beneficial for the household.
Feedback:
The response begins positively by emphasizing the core value of integrity, which is a good foundation for addressing the concern about hidden costs. However, it lacks specificity regarding how transparency is achieved in pricing. Providing concrete examples, such as detailed cost breakdowns or clear documentation processes, would strengthen the assurance of transparency. Additionally, while mentioning that multiple options are available is relevant, further elaboration on how these options impact overall costs and the potential for hidden fees would enhance clarity. A more proactive approach in inviting questions from the prospect could also foster a sense of collaboration and trust. Overall, the message is clear, but it needs more depth to effectively address the concern about hidden costs.
6.
5
/ 10Question:
"What’s the expected learning curve for our team to effectively manage and use this solar system?"
Answer:
Our team is a group of trained individuals that work in unison to streamline the process for the homeowner in order for the household to use their solar system. On average, the entire solar process from reviewing the savings report to being installed and operating is 3 months. After installation, the homeowner is given an application they can download on their phone to oversee the systems production and the homes consumption making this easily manageable.
Feedback:
The response addresses the learning curve by noting that the team is trained and that the overall process is designed to be streamlined. However, it lacks direct information on what the actual learning curve looks like for the team managing the system. Connecting how long it typically takes team members to become proficient with the new solar system would be beneficial. Additionally, including resources or training sessions offered to support the team during this transition could enhance the reassurance for the prospect. Lastly, while mentioning the app is a good touch, it could be strengthened by explaining how it aids in user-friendliness and management of the solar system.
7.
2
/ 10Question:
"How do we handle potential resistance from team members who are comfortable with the status quo?"
Answer:
We believe in treating all of our team members and customers with the upmost respect regardless of religious or political viewpoints. Everyone deserves to be treated equally and to work in a safe and comfortable environment. Anyone who does not align with this code of conduct will be held accountable and reprimanded accordingly.
Feedback:
The response does not effectively address the prospect's concern about handling resistance from team members who prefer the status quo. While it emphasizes a respectful and equitable environment, it lacks specific strategies or approaches to manage resistance or encourage acceptance of the new solar initiative. Suggestions could include open dialogue, workshops, or involving team members in the decision-making process to foster buy-in. Overall, the answer misses the opportunity to provide a solution-focused approach to overcoming resistance, which is critical in this context.
8.
7
/ 10Question:
"Given the competitive market, what makes your solar solution better than what we're currently using?"
Answer:
Most homeowners choose to do business with us because we are a local and veteran owned solar energy broker. We bid out their proposal to the top 6 installers in the area and present them with the report that offers the homeowner the best incentives which includes warranties and pricing. Additionally, any essential workers receive free months of solar as we believe in giving back to those that sacrificed for us.
Feedback:
The response effectively highlights the strengths of your solar solution by emphasizing being a local and veteran-owned business, which can resonate with many prospects. Mentioning the bidding process to select the best installers adds credibility and illustrates a competitive advantage. However, it could be strengthened by elaborating on specific benefits that set your offerings apart from competitors, such as unique features, exceptional customer service, or post-installation support. Additionally, discussing how this competitive approach leads to tangible outcomes for customers—like cost savings or improved energy efficiency—would enhance the value proposition. Overall, the response is positive but could benefit from deeper differentiation and focus on customer outcomes.
9.
4
/ 10Question:
"Can you outline how this solar project will impact our resource availability and internal skill sets?"
Answer:
We have a standard procedure in ensuring our projects and goals are achieved in order to provide the homeowner the best service possible. We are hands on with their solar project from start to finish by making sure we provide weekly updates along with any immediate updates necessary. I will work side by side with the project manager to continuously improve our internal skill set for our future business.
Feedback:
The response attempts to address the concern about resource availability and internal skill sets by mentioning standard procedures and hands-on involvement. However, it lacks clarity on how the solar project specifically impacts the organization’s resources and what skills may be developed or required as a result of the project. Providing examples of potential resource changes or specific skills that team members might gain would enhance the response. Additionally, outlining how these improvements will benefit both the team and the homeowner could create a stronger value proposition. Overall, the answer needs more focus on the implications of the solar project on internal capabilities to fully address the objection.
10.
7
/ 10Question:
"What kind of ongoing technical support can we expect to ensure continuous operation and efficiency?"
Answer:
We believe in going above and beyond with our services all the way from our operations to the communication being provided. We offer multiple resources to ensure continuous operation and efficiency. We give the homeowner an application they download on their phone that allows them to monitor the production of their system along with the homes consumption. Not only do we provide a 24/7 customer service line, but I give them my personal phone number as well incase they are not being helped in a timely manner. We check in with the household as well to make sure their system is working properly and conduct maintenance to ensure the system is working properly and efficiently.
Feedback:
The response provides a solid overview of the technical support offered, including a mobile application for monitoring and 24/7 customer service. Mentioning your personal phone number adds a personal touch and builds trust. However, it could be strengthened by detailing specific types of maintenance or support services available—such as troubleshooting processes, response times for service requests, and any regular check-ups or inspections included in the service. Additionally, emphasizing how these support measures directly contribute to the system's efficiency and longevity would add more value to the prospect. Overall, while the response is informative, incorporating more specifics about the support structure would enhance clarity and confidence in your offering.