Community Solar
Sales Assessment Results

"I don't see how community solar will really save us money compared to our current energy provider."

I totally understand, community solar was designed specifically to save you money vs being with the utility where your prices constantly change. With community solar it actually Provides a guaranteed savings on your bill every single month. It’ll take just a moment to get you registered.

The response effectively addresses the objection by highlighting the cost-saving aspect of community solar compared to traditional utility providers. The tone is friendly and reassuring, which is appropriate for the industry. However, it lacks a deeper exploration of the prospect's current situation and concerns. Asking a question to understand their current energy costs or specific concerns could have provided more clarity and fostered a collaborative approach. The closing technique is somewhat abrupt; a more conversational transition to registration would enhance engagement. Overall, the response shows promise but could benefit from more curiosity and exploration of the prospect's perspective.

"We already have a long-term contract with another solar company; why should we consider switching?"

That’s great that you’ve already explored going green and the benefits of solar, which solar provider did you sign up? A lot of times we find with other providers they may not be guaranteed for as long or provide the savings we can offer.

The response starts positively by acknowledging the prospect's commitment to solar, which is great for rapport-building. However, it lacks depth in addressing the specific concern about the long-term contract. It would be beneficial to ask more probing questions to understand the terms of their current contract and what they value most in their current provider. The response also misses an opportunity to clearly articulate the unique value proposition of switching, especially regarding potential savings or benefits not offered by their current provider. Additionally, it could benefit from a more collaborative tone, inviting the prospect to explore options together. Overall, while there's a good start, the response could be more solution-focused and engaging. Score: 5

"What if the community solar project doesn't get enough subscribers and ends up failing?"

That’s a great question! These solar farms have a ton of government funding and credits that ensure it keeps running, and we are constantly adding customers even to a wait list because we know some customers will end up leaving wether it’s due to moving or anything else. If for whatever reason something did happen and the solar farm did fail, you would still remain connected with the utility and would never experience any sort of outage or anything like that.

This response effectively addresses the concern about potential failure by highlighting the government funding and credits that support the project, which is a solid point. However, it could benefit from clearer communication and a more reassuring tone. It mentions a waitlist, which is good for demonstrating demand, but it would be more effective to emphasize the community's commitment to sustainability and the positive impact of participating. There’s a missed opportunity to ask the prospect about their concerns or experiences with community solar, which would show curiosity and active listening. Additionally, while the response includes a reassurance about maintaining utility connections, it could further explore the value of being part of a community solar project and how it benefits not just the individual but the community as a whole. Overall, while it addresses the objection, it could use more engagement and exploration of value. Score: 6/10

"I'm concerned about the reliability of community solar compared to traditional energy sources."

I totally understand your concern about the reliability of community solar. Are you familiar with how it works? Essentially a portion of the farm is allocated to offset your share of energy and in exchange you would get credits onto you bill every month providing you with a guaranteed savings. Have you had any problems in the past with your local utility’s reliability?

The response does a decent job of acknowledging the prospect's concern, which shows active listening. However, it could be improved by providing more specific information about the reliability of community solar versus traditional energy sources, such as data or examples that demonstrate its reliability. The question about the local utility's reliability is a good attempt at discovery, but it could have been framed to directly relate the prospect's experience to the benefits of community solar. Overall, while there's an attempt to communicate value through potential savings, it lacks a strong closing technique or a clear next step for the prospect. Your tone is friendly, which is good for the community solar industry. However, being more informative and solution-focused would enhance the response.

"How do the savings from community solar compare to what we currently pay for electricity?"

With community solar you receive a guaranteed 10% savings from the utilities rate every single month. For example if your bill is normally $100, you would only pay $90 with community solar. The great thing about it as well is it only takes a minute to see if you qualify.

The response does a fair job of addressing the concern about savings by providing a concrete example of the savings a customer could expect. However, it could be improved by comparing these savings to the current utility rates in a more detailed way, perhaps mentioning how community solar rates can fluctuate or stay stable over time compared to traditional utility rates. Additionally, while the mention of qualification is a good call to action, the response lacks a closing technique or a question to engage the prospect further, such as asking them about their current electricity bill or usage patterns to personalize the conversation. Overall, the tone is clear but could benefit from a more conversational approach to build rapport and encourage curiosity. Score: 6

"We're not ready to commit right now; can we wait a few months to think about it?"

I understand, you absolutely can wait, however each solar farm can only hold so many customers and there’s no guarantee that if you wait a couple months that there will still be space available on the farm. The great thing about this program is it does take 2-3 months on average before you get allocated to a farm and there is no exit fee. If for whatever reason you decide at any point in time that community solar and saving money every month isn’t in your best interest, you’re more then welcome to drop the program and there are no fees or penalties for doing so. But at least you’d be guaranteeing your spot on the farm while You think about it.

The response effectively addresses the concern about commitment by highlighting potential availability issues, which is a good way to create urgency without being overly pushy. The mention of no exit fees is also a strong point, as it alleviates some of the risk associated with commitment. However, the tone could be more empathetic to better connect with the prospect. While the explanation of the waiting period is informative, it could benefit from a more collaborative approach, perhaps by asking if there are specific concerns about committing now that you could help clarify. Overall, the response shows an understanding of the prospect's perspective, but could improve on curiosity and discovery.

"I'm worried about the potential hidden fees associated with community solar subscriptions."

Totally understand. I hate when I sign up for something and wasn’t told up front about some additional fees. The great thing about community solar is there are no fees associated with the program. It simply provides you a guaranteed savings on your electric bill every single month. I would be happy to go line by line through the agreement with you to show you.

The response effectively addresses the concern about hidden fees by acknowledging the prospect's worries and providing reassurance that there are no fees in the community solar program. The tone is friendly and empathetic, which is appropriate for the industry. Additionally, offering to go line by line through the agreement demonstrates a solution-focused approach and a willingness to build trust through transparency. However, it could be improved by asking a follow-up question to further engage the prospect and explore any additional concerns they might have. Overall, good job on active listening and value exploration, but a little more curiosity would enhance the response.

"How can I be sure that this community solar initiative is genuinely sustainable and beneficial for the environment?"

That’s a great question! Community Solar was designed with the specific intent of helping communities come together to be able to participate in clean renewable energy. Especially people who wouldn’t generally qualify for rooftop solar. People who are renting, don’t want to pay $50,000 for panels on their roof, people who have trees shading their roof etc. all of these make great candidates for community solar. The more people who are utilizing solar energy helps to decrease the load that’s out on the grid from nuclear and coal plants as well and helps to offset carbon emissions. You’ll also even have access to your portal where it shows you monthly how many lbs of carbon emissions you’ve helped offset by being apart of the program. Are you familiar with the clean energy jobs act?

The response effectively addresses the concern by highlighting the sustainability aspect and the inclusivity of community solar. The salesperson communicates clearly and maintains an informative tone appropriate for the environmental context. They also introduce the idea of tracking carbon offset, which adds value and provides a tangible benefit. However, the closing technique is weak as it abruptly shifts to a question without a smooth transition. While curiosity is shown by asking about the Clean Energy Jobs Act, it may have been more effective to first ask if the prospect has any specific concerns about sustainability before diving into details. Overall, the response demonstrates active listening and value exploration, but it could benefit from a stronger closing and deeper engagement with the prospect's specific concerns.

"I've heard mixed reviews from others who have tried community solar; how do you address those concerns?"

Totally understand. Unfortunately in our line of work it’s really up to the sales person you’re dealing with to fully explain the benefits of community solar. What I’ve seen in the past is people have been signed up with really no explanation of what they were signing up for and it’s led to a poor customer experience. They may have not been told how long it would take to get allocated to a solar farm or even told about how much they would save each month and that would create frustration for the customer. That’s why I’m here to answer any and all of your questions and make sure you know exactly what you’re getting before we get you taken care of.

This response does a fair job of acknowledging the prospect's concerns about mixed reviews in community solar. However, it leans too heavily on the shortcomings of others rather than focusing on the unique strengths or reliable practices of your company. While it's good that you offer to answer questions, you could enhance your credibility by sharing positive testimonials or specific benefits that set your service apart from competitors. Additionally, asking open-ended questions to uncover specific concerns or experiences the prospect has had could improve rapport and demonstrate active listening. Overall, it’s a decent response, but it lacks a bit of the solution-focused and collaborative approach needed to build trust and close the deal. Score: 6

"What happens if we move; will our subscription to community solar still be valid?"

That’s a great question! Do you plan on moving soon? If you’re moving anywhere in the same utility service area your subscription would be able to move to your new address and you could still receive a guaranteed savings. If you’re moving outside of the utility there are no exit fees so you would be able to drop the program and there are no fees or penalties for doing so.

The response effectively addresses the concern regarding subscription validity when moving, providing clear and relevant information about both scenarios. The salesperson communicates in a friendly and approachable tone, which is appropriate for the community solar industry. They also ask a question to gauge the prospect's plans, demonstrating curiosity and an effort to engage in a conversation. However, the closing technique could be improved by inviting further questions or offering to assist with the transition if needed, which would enhance the collaborative approach. Overall, while the response is informative and solution-focused, it could benefit from a stronger closing and more active listening to ensure the prospect feels fully supported. Score: 8