Solar
Sales Assessment Results
66
Developing Closer
10 questions
Maximum score: 100
Completed in
Let’s get real; your performance comes in at an average score of 6.6. There’s a solid foundation here, but it’s clear you’re only scratching the surface of your potential. You’ve demonstrated a commendable grasp of solution-focused approaches, particularly in addressing cost concerns and emphasizing long-term benefits of solar energy. However, a persistent pattern reveals a tendency to lack empathy and engagement with your prospects. It’s like you’re handing them a great product but forgetting to connect on a human level.
To elevate your game, I suggest diving deeper into consultative selling techniques. Learn to ask probing questions that draw out more specific concerns and demonstrate genuine curiosity about the prospect’s situation. This will not only enhance your engagement but also build stronger rapport.
Here’s your coaching moment: remember that every sales conversation is not just about delivering information—it’s about building a relationship. The best salespeople are those who can foster genuine connections, showing empathy and curiosity, and creating a collaborative atmosphere. Embrace this mindset, and you’ll not only close more deals but also create loyal customers who feel valued. Now go out there and turn those scores into success!
Question Breakdown
1.
7
/ 10Question:
"I'm concerned about the long-term reliability of solar panels; how do I know they won't fail after a few years?"
Answer:
Solar is designed as a set and forget. Let’s take a look at my system for example. I installed 4 years ago and my month over month production for the last 4 years hasn’t changed, and I have never touched. What you will be excited about is the system will come with a 25 year performance and maintenance warranty. You will enjoy 24/7 monitoring and in the event of a failure you will be covered by the warranties
Feedback:
The response effectively addresses the concern about long-term reliability by sharing a personal example of success with the solar system, which adds credibility to the claim. However, it could improve by incorporating more specific data or statistics about the average lifespan and reliability of solar panels in general, which would further support the argument. The mention of a 25-year warranty is a strong point and aligns with a solution-focused approach. The tone is appropriate for the context, but it could benefit from asking a follow-up question to engage the prospect further and demonstrate curiosity about their specific concerns. Overall, the response is solid but could enhance its collaborative and exploratory elements.
2.
7
/ 10Question:
"With the limited options available, how can I be sure I'm making the best choice for my budget?"
Answer:
The best thing about solar is that you are essentially using the same money you spend already. Your electricity bill per month is a bill that you don’t have a choice but to pay. Electricity is a necessity for your home and your life. The savings you see on your monthly electric bill is utilized to pay for your solar panels. Same money. Your budget won’t be affected today and will actually lower in the future as electricity rates increase. The question isn’t how is it going to affect my budget, the question is how much money do I want to give the utility before I go solar. Wouldn’t you agree?
Feedback:
The response effectively addresses the objection by emphasizing the cost-saving aspect of solar energy and framing the conversation around budget in a compelling way. However, it could benefit from a bit more empathy towards the prospect's concern. While the rationale is clear, the tone could be softened to ensure it resonates better with the customer. Asking a follow-up question about their specific budget or concerns would also show curiosity and active listening. Overall, it does a decent job of highlighting the long-term benefits but lacks a bit in building rapport and exploring the customer's unique situation.
Score: 7
3.
7
/ 10Question:
"What if my monthly payments for solar are higher than I'm anticipating based on my current energy costs?"
Answer:
I understand where you are coming from and this is a common concern. However, solar is a long term savings. It isn’t about today it is about the future. Imagine this, electricity rates have increased by 50% in 5 years from now vastly affecting your monthly budget. Your same bill today of $200/month is now $300-$350/month. That is the point of solar. You will love the fact that your savings will only continue to increase as the increase of electricity rates won’t affect you. Solar is 100% long term savings and it isn’t about right now
Feedback:
The response effectively addresses the objection by emphasizing the long-term savings associated with solar energy, which aligns well with the customer's concern about future costs. The use of a hypothetical scenario about rising electricity rates is a solid technique to illustrate potential future savings and strengthen the value proposition of solar. However, the response lacks a more personal touch or direct engagement with the prospect's specific situation, which could help build rapport. Asking follow-up questions about their current energy costs or concerns could enhance the collaborative approach. Overall, the explanation is clear, but there could be more emphasis on curiosity and discovery to truly engage the prospect. Closing techniques were not utilized here; a gentle summary of benefits before seeking commitment might enhance the effectiveness.
Score: 7/10 for effectively addressing the concern but needing more engagement and personalized interaction.
4.
6
/ 10Question:
"I need to consult with my family first; can we revisit this conversation in a few weeks?"
Answer:
Yes we can revisit this conversation and I completely understand where you are coming from. Considering there are a lot of details on solar that I have explained, what concerns may I provide you details on so the discussion with your family is accurate
Feedback:
The response acknowledges the prospect's need to consult with their family, which shows understanding and patience. However, it could be improved by being more proactive in addressing the objection. Instead of simply agreeing to revisit the conversation, the salesperson could have asked clarifying questions about specific concerns the family might have, which would demonstrate curiosity and a solution-focused approach. Additionally, offering to send some informational resources could help facilitate the family discussion. Overall, the communication is clear and maintains a respectful tone, but it misses an opportunity to deepen engagement and provide value before the follow-up.
5.
7
/ 10Question:
"I'm worried that switching to solar won't fit our lifestyle changes; how do you address that?"
Answer:
What you will love the most about solar is that when it is designed, installed, and explained accurately, this is a set and forget. That is what you would want right? Install solar and let it do its thing, without you having to worry about it, yes? Please fill me in on the lifestyle changes you are anticipating. These changes could have an affect on your current electricity usage, and I want to me make sure that not only are you covered today, but covered in the future as these changes occur
Feedback:
The response starts off strong by addressing the objection and framing solar as a "set and forget" solution, which could alleviate some concerns. However, it could benefit from a more empathic tone that acknowledges the prospect's worries more directly. Asking for clarification on the lifestyle changes is a good move, demonstrating curiosity and a collaborative approach. However, the overall communication could be more engaging and less transactional. Incorporating more value exploration would help reinforce the benefits of solar with respect to their specific situation. Overall, it shows potential but lacks a deeper connection and reassurance.
6.
7
/ 10Question:
"I've seen mixed reviews about your company; how can I trust that I'll receive good support if something goes wrong?"
Answer:
I have read those reviews as well. No company is perfect and what it truly comes down to is how you respond to an issue and come to a resolution, right? We are a local company and during this process you will have a dedicated project manager that will be in contact with you at least every 10 days if not sooner. We are utilizing text message for an effective way to communicate. You could even walk into our office as well if needed, lol. Now I know I can sit here and say that there will be 0 issues with this entire project, but I can’t predict the future and this is a construction project. Things happen, and why you will love about working with me is that I will personally provide you support during and after install, even if it is 5 years down the road. I have never changed my cell number in 24 years and you can reach out to me at anytime and I will respond and come to a resolution for whatever is needed.
Feedback:
The response effectively acknowledges the prospect's concern about mixed reviews and emphasizes the importance of how the company handles issues. By mentioning the dedicated project manager and regular communication, it provides a sense of reassurance. However, the tone could be more professional; the 'lol' may undermine the seriousness of the conversation. While the response is solution-focused, it lacks a more explicit exploration of the value these support measures provide. It would be beneficial to ask a follow-up question to further engage the prospect. Overall, it's a solid effort but could use refinement in professionalism and value exploration.
7.
8
/ 10Question:
"I have a tight budget right now, and I’m not sure if the investment in solar will yield the savings I need immediately."
Answer:
I understand that and with today’s economy, you aren’t alone. Installing solar has to be the right timing and with the recent rate increases, now may be the time. Let me ask you this, if your utility company increases your rates next year and your monthly bill increases by $50, what will you do? What about in 5 years or 10 years and you are now paying $100 more a month? The question isn’t can I afford to go solar now, it is what am I going to be losing by not going solar now? Being on a tight budget means that you need to be aware of what each monthly bill is going to be. Solar will provide that predictability compared to your utility company who can charge you whatever they want, and you don’t have a choice but to pay, no matter what your budget is
Feedback:
The response effectively addresses the budget concern by acknowledging the prospect's feelings and providing a compelling rationale for considering solar now. The use of questions to prompt the prospect to think about future utility rate increases is a great tactic that aligns with the Challenger Sale approach, challenging their current thinking and highlighting the long-term financial implications. However, while the response is clear and engages the prospect, it could benefit from a more empathetic tone and a direct mention of financing options or incentives that might alleviate the immediate budget concerns. Overall, it demonstrates a solution-focused approach and explores the value of solar energy in a thoughtful manner.
To improve, consider adding a closing statement that invites further discussion or a follow-up, which could enhance the collaborative aspect of the conversation. Asking a question about their specific energy needs or goals would also bolster curiosity and discovery.
Overall, this response is strong, but there’s room for improvement in tone and engagement.
8.
6
/ 10Question:
"What if I don’t see the expected ROI in the first year—how can I justify this expense?"
Answer:
What is your projected ROI for the amount of money you are paying yearly to the utility? I believe that answer would be 0%. Your expense for utility is still there at a 0% ROI, but the difference is you don’t have a choice but to pay it.
With what I have accurately designed and explained, there should be no issue with you achieving the expected ROI that you have calculated, as long as you don’t make any major usage changes.
Do you anticipate adding any high energy usage items in the future?
Feedback:
The response addresses the objection by highlighting the current cost of utilities, which is a good start. However, it could have been more effective by incorporating a clearer understanding of the prospect's situation and providing specific data or examples to back up claims about the expected ROI from solar. The tone is somewhat defensive rather than collaborative, which could be improved. Asking about future energy usage is a thoughtful question that shows curiosity and a desire to understand the prospect's needs better. Overall, while the response engages the prospect in discussion, it could benefit from a more empathetic tone and stronger emphasis on the value of solar energy beyond just cost comparisons.
9.
5
/ 10Question:
"I’m already happy with my current energy supplier; why should I switch to solar now?"
Answer:
Comfort, control, savings, and helping the environment are the top 4 reasons why homeowners go solar.
You currently have an eternal debt with your utility company. Not only will you have more control with solar, you will now be paying off a debt for electricity that you have never been able to pay off before.
Feedback:
The response touches on several key points, such as comfort, control, savings, and environmental benefits, which are essential in the solar industry. However, it lacks depth in addressing the specific objection regarding satisfaction with the current supplier. A more effective approach would include asking probing questions to uncover the prospect's specific reasons for their satisfaction and then contrasting those with the benefits of solar. Additionally, while mentioning the 'eternal debt' is a strong tactic, it could come across as negative or aggressive without clarification. A collaborative tone and acknowledgment of the prospect's current satisfaction would enhance rapport. Overall, the response is on the right track but needs more engagement and curiosity to explore the prospect's perspective.
Score: 5
10.
6
/ 10Question:
"Are there any hidden costs associated with installation that I should be aware of before making a decision?"
Answer:
I have addressed any and all costs that will come up with this design. We have already priced in an electrical upgrade and your roof condition is excellent. Your install amount includes all cost involved
Feedback:
The response addresses the concern about hidden costs by stating that all costs have been included in the installation price. However, it lacks personal engagement and could benefit from a more consultative approach. Asking the customer if they have any specific concerns or if there are other costs they might be worried about would demonstrate curiosity and active listening. Additionally, providing a bit more detail about what 'all costs involved' covers would help in building trust and transparency. Overall, while the response is clear, it could be more engaging and solution-focused.