Solar
Sales Assessment Results by Brett Williams
51
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance is falling short of what you can achieve. An average score of 5.1 tells me that there are serious gaps in your approach, especially when handling objections. You show a decent understanding of acknowledging concerns, but then you back off and get vague when it's time to dig deeper into specifics. This is a common pattern—acknowledging issues but failing to provide the tailored, data-driven solutions prospects are craving.
Your ability to build rapport and show empathy is commendable, but you need to back that up with solid, actionable insights. You tend to keep it too simple, which isn't enough for the complex objections you're facing. When it comes to specific techniques to study or practice, I recommend diving into Solution Selling and Objection Handling Techniques. Both of these will help you craft more compelling responses that can address concerns head-on with data, case studies, and real solutions.
Now, here’s your coaching moment: remember that every objection is an opportunity to engage and clarify. Instead of seeing them as hurdles, view them as stepping stones to building deeper trust and credibility. If you can shift your mindset to embrace this, you’ll not only improve your scores but also your relationships with prospects. Time to level up!
Question Breakdown
1.
3
/ 10Question:
"I'm concerned about whether the ROI justifies the initial costs associated with solar installation."
Answer:
Understandable, most people have the same concern at first.
Let’s start by taking a look at your electric bill to see if it will even make sense for our company and you to do the project.
Feedback:
Your response acknowledges the prospect's concern, which is a good start for building rapport. However, it lacks depth in addressing the ROI objection. Instead of merely suggesting to look at the electric bill, you should explore their specific ROI concerns, provide relevant data or case studies to illustrate the value of the solar investment, and reinforce the long-term savings perspective. Additionally, guiding the conversation with more questions about their situation could enhance curiosity and discovery. Overall, it feels too simplistic for a complex objection.
2.
5
/ 10Question:
"Can you provide evidence that your solar product will truly integrate with our existing infrastructure seamlessly?"
Answer:
Absolutely, here are our company reviews locally and here is the process we take to ensure we meet all infrastructure guidelines with your utility company. Giving you a seamless experience
Feedback:
Your response acknowledges the prospect's request for evidence, which is good, but it falls short of directly addressing integration specifics. While providing company reviews can build credibility, it's important to also share concrete examples of past integrations, any partnerships with utility companies, and details about your installation process that ensure compatibility. Additionally, asking follow-up questions about their current infrastructure can demonstrate active listening and curiosity, helping you to tailor your response even further. Overall, aim to be more specific and solution-oriented in addressing their concerns about integration.
3.
6
/ 10Question:
"With so many options available, why should I choose your solution over the competition?"
Answer:
Simple. When it comes to working within your community we are the local guys. There’s 100s of companies that can offer the same if not slightly cheaper products..but with us you will be treated like family every step of the way and beyond.
What are your main concerns when choosing a contractor for your home?
Feedback:
Your response emphasizes your company's local presence and personal touch, which can be compelling. However, it would be stronger if you provided specific differentiators that set your solar solution apart from competitors. For instance, mentioning unique features, superior technology, warranties, or exceptional customer service metrics would illustrate concrete advantages. Additionally, while you did ask a follow-up question to uncover concerns, it would help to further explore what makes you stand out in those areas after acknowledging the prospects' concerns. Overall, aim for a more structured value proposition and ensure that your differentiation resonates with the prospect's needs.
4.
6
/ 10Question:
"What assurances do you have that the projected long-term savings will materialize as promised?"
Answer:
The way we calculated our numbers is based off of your family and homes direct usage. Taking into account current market rates and lower than average rate increases..if you look here utilities go up on a 4% average year after year based off factors outside of your control.
What we can promise is that the per kWh rate your solar costs along with the production of the system yearly…it will always be cheaper than the current power rates.
Having that piece of mind..what else would stop you from signing today and getting this job done
Feedback:
Your response provides some useful information about how you've calculated the savings and addresses the concern about the rising utility rates, which is a good start. However, it lacks specific assurances or data that could further reinforce your claims, such as historical savings data from previous customers or case studies that validate your projections. You could also consider discussing warranties or guarantees related to the performance of the solar system. While you attempt to engage the prospect with a closing question, it may come off as too abrupt; first, ensure they feel fully comfortable with your assurance before pushing for a decision. Overall, aim to build trust by providing clearer evidence and a more thorough explanation of how savings will be realized over time.
5.
7
/ 10Question:
"Our budget for this fiscal year is already tight; how can we fit solar into our current spending plan?"
Answer:
Easy. Solar isn’t going to add a dime to your current yearly spending. As a matter of fact it’s going to decrease your output starting day one.
Right now with utility you are paying (x) and have budgeted as such in your books.
With the system in the roof..that same power without any additional debt is going to be (x)
With that being said, knowing it’s cheaper than what you currently pay, and has no additional out of pocket expense..wouldn’t you say it would help your budget rather than hurt it.
Feedback:
Your response effectively addresses the budget concern by emphasizing that solar will reduce costs from day one, which is a strong point. However, it lacks specificity in terms of providing concrete numbers or a comparison that illustrates the savings more vividly. Rather than just stating that it won't add to their spending, consider discussing any financing options, incentives, or tax credits that could further alleviate budget constraints. Additionally, asking follow-up questions to better understand their budgetary constraints would demonstrate curiosity and active listening, making your approach more consultative. Overall, this response shows promise, but it could benefit from deeper engagement with the prospect's financial situation.
6.
7
/ 10Question:
"Implementing a solar solution sounds complex; what is the typical timeline for deployment and how will it affect our day-to-day operations?"
Answer:
Timelines vary depending on size of the job and certain local policies.
Standard across the board We are looking at a minimum 20 days for us to get the survey, plan sets and permits submitted. Our company does have a good relationship with the AHJ and can typically get jobs pushed through faster than most.
However we do have a guarantee of no longer than 120 days from today.
Did you guys have a specific timeline in mind for the project?
Feedback:
Your response does a good job of addressing the timeline concern by providing a clear time frame for the deployment process. Mentioning the minimum and maximum time frames gives the prospect a structured understanding of what to expect. Additionally, highlighting your company's good relationship with the Authority Having Jurisdiction (AHJ) is beneficial as it builds credibility. However, the answer could be improved by including more details on how the installation process will specifically impact day-to-day operations, such as potential disruptions or how you will minimize any inconvenience during installation. Asking about their specific timeline is a good way to engage, but consider also asking about their concerns regarding any operational disruptions to further demonstrate curiosity and understanding of their perspective. Overall, this response is informative but could be more tailored to address operational impacts directly.
7.
6
/ 10Question:
"My team is already stretched thin; do we have the bandwidth to take on another major project right now?"
Answer:
Completely understand.
I feel that a lot of homeowners in your position are worried about getting tied up into another project.
What we have found is it’s easiest for us to take complete control as the professionals. And allow you to focus on the projects you have in the meantime. We are more than willing to cooperate with other contractors if our schedules and work start running into each other.
All I will need from you is a few signatures in the email on plans and permits. Once we are ready for install I’ll need another 10 minutes of your time and we are golden.
Can you commit 30 minutes over the next 2 months for this project.
Feedback:
Your response begins with empathy, acknowledging the prospect's concern about bandwidth, which helps build rapport. However, while you mention that your company will take control of the project, you could enhance your communication by providing more details on how you will minimize the impact on their existing workload and clarify the support structure in place. Additionally, instead of requesting a commitment upfront, consider exploring their specific concerns or constraints regarding bandwidth to tailor your response further. Asking questions to understand their current projects and how they envision managing multiple responsibilities would demonstrate active listening and a more consultative approach. Overall, while you provide a feasible solution, you need to show more understanding of their situation and address their concerns more comprehensively.
8.
5
/ 10Question:
"What kind of ongoing training or support will our staff need to effectively utilize this solar system?"
Answer:
None. The system is stand alone and operates with very minimal moving parts. Allowing you and your team the ability to just sit back and watch the production save the dollars.
We have an app that you can set notification to tell you if something is not working properly and also a chat box for instant responses to send one of our techs out.
Feedback:
Your response indicates that the solar system is designed to be user-friendly with minimal maintenance, which is a positive point. However, it doesn't fully address the prospect's concern about ongoing training and support. While you mention an app for notifications and a chat box for technical support, it would be beneficial to elaborate on any initial training sessions, user guides, or resources provided to ensure staff members are comfortable with the system. Additionally, consider discussing how your company will support them post-installation, such as follow-up check-ins or additional training opportunities. This will help build trust and demonstrate a commitment to their success. Overall, while you provide some information on support, more detail and a proactive approach would enhance your response.
9.
0
/ 10Question:
"How do we ensure stakeholder buy-in when there are already existing vendor relationships in place?"
Answer:
.
Feedback:
Your response fails to address the objection meaningfully and lacks any content. To effectively handle this objection, it's essential to acknowledge the concerns around existing vendor relationships and discuss strategies for building stakeholder buy-in. Consider mentioning the importance of demonstrating added value, aligning the solar solution with the stakeholders' goals, and offering case studies or testimonials from similar clients who successfully transitioned. A collaborative approach that acknowledges current vendors while outlining how your solution complements their efforts would also be effective in fostering buy-in. Overall, this response does not meet the requirements for effectively handling the objection.
10.
6
/ 10Question:
"Given the current economic climate, what risk assessments have you conducted to validate this investment?"
Answer:
In this current environment..we are all looking to cut unnecessary costs down in order to maximize our cashflow.
As we went over..the 30% tax credit for your specific situation is going to save you thousands out of pocket that you would need to pay. On top of cutting your overall monthly costs for electric down by 10-30% day one.
Now wouldn’t you agree that when making an investment our most important thought is “how does this affect me long term?”
This system over the next 10 years will save you 11,500$ compared to just sticking with the utility. Scale that to what that extra money in your pocket can turn to in other avenues..and your system pays itself off in 4-5 years
Feedback:
Your response brings valuable points to the table by highlighting the cost-saving aspects of solar investment, particularly the 30% tax credit and the projected long-term savings. However, it does not directly address the prospect's specific request for risk assessments or validation of the investment in the current economic climate. To strengthen your response, consider discussing any market research, historical data on solar investments during economic downturns, or case studies illustrating successful implementations. Furthermore, explicitly addressing potential risks and how your solar solution mitigates them could build more confidence. Overall, while you provide relevant financial insights, you need to focus on the risk assessment aspect more explicitly to fully satisfy the objection.