Solar
Sales Assessment Results by Ross Gott
62
Developing Closer
10 questions
Maximum score: 100
Completed in
Let's be real here; your performance shows promise, but you're teetering on the edge of mediocrity. You’ve demonstrated some solid techniques, particularly in active listening and addressing concerns, but there's a noticeable lack of depth and engagement in your responses. You start strong, but then you slip into vague territory, missing opportunities to dive deeper into the customer’s needs and provide specific, credible examples that would solidify your arguments.
You consistently acknowledge customer concerns, which is great, but you need to step up your game by asking more probing questions and exploring their pain points more thoroughly. Your closing questions are decent but often feel like a polite wrap-up rather than an invitation to keep the conversation flowing. This is where your curiosity should kick in; ask open-ended questions that lead to richer discussions about their current energy expenses or specific expectations.
To elevate your game, I suggest you focus on mastering the Solution Selling and Consultative Selling techniques. Both will arm you with the skills to tailor your solutions to the customer's unique situation and build that all-important rapport.
Remember, sales is not just about pushing a product; it's about creating a dialogue where the customer feels heard and valued. Take this to heart: the best salespeople are those who don’t just sell but solve. Now go out there and turn that potential into performance!
Question Breakdown
1.
5
/ 10Question:
"I'm worried about how the monthly payments will fit into my budget with rising living costs."
Answer:
That’s a great concern, I wouldn’t expect you to just jump in without understanding how your solar bill comes into play. The great thing about this system is that your new monthly payment replaces your electricity bill and is lower than the average you were paying. Does that clarify your concern?
Feedback:
Your response starts well by acknowledging the prospect's concern, which shows active listening. However, it lacks a thorough exploration of their budget worries. Instead of simply stating that the new payment is lower, you could have asked more detailed questions about their budget or provided specific examples of savings. Additionally, the closing question "Does that clarify your concern?" could be more effective if framed to invite further discussion, such as asking how they currently manage their energy expenses. Overall, while you made a good attempt at addressing the concern, there is room for improvement in terms of curiosity and value exploration.
2.
6
/ 10Question:
"How do I know this solar solution will actually save me money in the long run?"
Answer:
I’m glad you asked. Your payment is not only saving you a few bucks per month immediately, it’s also protecting you from rates inflating. Even if rates never went up, which we know isn’t going to happen, you would be saving money.
Feedback:
Your response does a good job of addressing the prospect's concern about long-term savings by highlighting the immediate financial benefits and protection against rate increases. However, it lacks depth in exploring how the savings are calculated and could benefit from specific examples or data to enhance credibility. Asking a follow-up question to understand their current energy costs or what they expect from savings could foster more engagement. Additionally, a closing statement that invites the prospect to share their thoughts or concerns would make the conversation feel more collaborative. Overall, while you provided a solid foundation, there’s room for improvement in depth and interactivity.
3.
5
/ 10Question:
"I've been thinking it might be easier to just stick with my current energy provider for now."
Answer:
Sure, I can’t tell you how many people I work with are in the same boat as you. It is easier to stay where you’re at today. However tomorrow you’re going to be happy you did as your neighbors get affected by rolling black outs and their rates keep raising. You can take no action today and stay where you’re at, or you could take some simple action today and be set up to own your power for the rest of your days in this home. Would it help if ultimately you owned your power and never paid higher than you are today?
Feedback:
Your response recognizes the prospect's hesitation to change, which is a good start. By acknowledging that many share the same concern, you create a sense of camaraderie. However, the argument could benefit from more focus on the specific benefits of switching to solar beyond just ownership. Consider discussing potential savings in detail, such as average rate increases from their current provider compared to potential solar savings. Additionally, rather than using a somewhat vague reference to future satisfaction, it would be stronger to present factual data or testimonials from satisfied customers to enhance credibility. The closing question is somewhat effective but could be more directly tied to their specific concerns or preferences. Overall, while you invite action, there's an opportunity to deepen the conversation by asking more about their current energy provider's reliability and pricing.
4.
6
/ 10Question:
"Why should I trust that your solar panels will perform better than my neighbor's system?"
Answer:
What system does your neighbor have? I’m actually stopping by their home after our meeting today to see if their system is working as intended. With our panels and battery system, we include a 25 year production guarantee stating that this system will produce exactly what we say from the beginning, or we remedy the situation with a refund or more equipment, whichever suits your situation best.
Feedback:
Your response starts well by engaging the prospect with a question about their neighbor’s system, which shows curiosity and a desire to understand their concerns. However, it could benefit from further elaboration on why your solar panels outperform others, perhaps by discussing unique features, technology, or customer testimonials that build trust. The mention of the 25-year production guarantee is strong and adds credibility, but reinforcing it with a specific example of performance or satisfaction from existing customers could enhance your argument. Overall, while you provide a solid foundation, incorporating more persuasive elements about your system's advantages would strengthen your response.
5.
6
/ 10Question:
"I’m not sure I can justify the upfront investment when I still have other bills to pay."
Answer:
Lots of folks say the same thing, thinking there is an upfront cost. The purpose of this program is to provide a smooth transition into going solar, so there is no initial investment. We want to make sure this doesn’t get in the way of your daily life, so the result is that you begin paying a fixed bill and your fluctuating electricity bill goes away.
Feedback:
Your response effectively addresses the concern about the perceived upfront investment by clarifying that there is no initial cost, which is a strong point. However, it could be enhanced by providing more details about how the program works, possibly with examples of how the fixed payment compares to their current fluctuating bill. Asking a follow-up question to explore their current energy expenses might also encourage further dialogue. Additionally, reinforcing the benefits of this transition and how it can help them financially in the long run would create a more compelling argument. Overall, while you provided a good foundation, there is room for deeper engagement and exploration of the prospect's specific situation.
6.
7
/ 10Question:
"What if the solar installation process disrupts my daily routine too much?"
Answer:
The cool thing about the process is that myself and our back end team handles all of the permit getting and inspecting. We take careful consideration of our customer’s daily lives, so we only ask that answer a couple of calls along the way, and then installation usually takes 1 day. What times and days are best for you to answer those couple of calls? Are there any dates we should take note to not call you?
Feedback:
Your response effectively addresses the concern about disruption during the installation process by highlighting that your team manages the permits and inspections. Emphasizing that the installation typically only takes one day is a strong point. However, consider providing more detail on how the installation is minimally invasive or sharing examples of past customer experiences to reassure the prospect further. The closing questions regarding their availability for calls demonstrate curiosity and respect for their time, which is good. Still, there could be a greater focus on how you ensure a smooth experience for the customer. Overall, it's a solid attempt, but adding more context and reassurance would strengthen it further.
7.
7
/ 10Question:
"My partner prefers we wait until next year to see if prices drop further."
Answer:
I see she’s concerned with paying today’s prices. With any other product that may be a good strategy when shopping, but with Solar, as we see electricity rates and the prices of most other materials inflate, we can safely say that the price you’re seeing with us today will be the best time to buy your system. Think of it like this, if you were able to secure gas prices 10 years ago, would you have waited a year or 2 to look for the best price? Or gotten in when prices were low so you never had to pay higher?
Was there any other reason she wanted to wait? Sometimes that’s the first reason and there are deeper reasons. I just want to be sure I’m covering all of your concerns clearly.
Feedback:
Your response starts strong by addressing the partner's concern about waiting for potential price drops, effectively framing the urgency of purchasing solar now as a way to lock in current rates. The analogy to gas prices is a good technique to illustrate long-term benefits. However, it could enhance clarity by providing specific examples or data about historical price trends in solar energy. Additionally, while you ask if there are deeper reasons for the delay, it would be beneficial to use open-ended questions to encourage more dialogue about their specific needs and concerns. Overall, your response shows a solid understanding of the objection but could benefit from deeper engagement and exploration of the prospect's situation.
8.
7
/ 10Question:
"Last time I looked into solar, it seemed too complicated to set up and monitor."
Answer:
Sure, it used to be a bit more complicated. What were some of the parts of the process that seemed overwhelming previously?
Here’s how it’s done today: simple and concise process with limited need for involvement on your end, and 1 app to view it all once up and running.
Was there anything else that appeared complicated from our process?
Feedback:
Your response begins well by acknowledging that the process used to be complicated, which shows you are listening to the prospect’s concerns. Asking about their previous overwhelming experiences is a strong question that invites them to share specific details, demonstrating curiosity. However, while you mention that the process is now simpler and reference an app for monitoring, it would be beneficial to provide more specific details about the improvements and how they directly benefit the customer. For instance, mentioning how long the installation takes or providing examples of customer experiences could enhance reassurance. The closing question is good for understanding their concerns further, but consider rephrasing it to be more open-ended to encourage dialogue. Overall, your approach is effective, but adding clarity and specific benefits would strengthen your response further.
9.
6
/ 10Question:
"How will I know if I’m making the right decision if I can't see immediate benefits?"
Answer:
Going Solar is never a wrong decision unless it doesn’t make sense by the end of this conversation. Even if you aren’t seeing savings right away, the over time price protection is making your home inflation proof. Because your system has battery storage and back up, you aren’t subject to fluctuating buy back programs to see benefits in the future.
What benefits of Solar made you want to have this conversation to begin with?
Feedback:
Your response begins with a strong affirmation that going solar is a good decision, which can instill confidence in the prospect. However, it could be more effective by providing specific examples of long-term benefits, such as how the system can shield them from rising energy costs and improve their home's value over time. While you mention price protection and battery storage, elaborating on how these features work and their direct benefits would provide greater clarity. The closing question is excellent for inviting the prospect to share their motivations, but consider rephrasing to emphasize their specific concerns about immediate benefits. Overall, your answer demonstrates some good points but lacks depth and detailed exploration of the value proposition.
10.
7
/ 10Question:
"I don’t have the time to deal with installation details right now; it feels like too much effort."
Answer:
The truth is this process does require a few details from you, but not much time at all. Our back end team takes care of 95% of the process and I check in with them almost daily for updates on our progress. You’re in good hands
What were some of your expectations going in to this process of your involvement in the installation process?
We will need a couple items of info before I leave today that we can quickly take care of. Then we can go ahead and set up a couple key dates so you don’t have to spend much of any time on this after I leave here today. Is that fair?
Feedback:
Your response effectively reassures the prospect that their involvement in the installation process will be minimal, which addresses their concern about time constraints. Highlighting that your team handles 95% of the process is a strong point that can instill confidence. However, the response could benefit from more specificity regarding what details are required from the customer and how quickly they can be completed. The closing questions about their expectations and the offer to set key dates are good for fostering engagement and collaboration, but they could be rephrased to be more open-ended to encourage further dialogue. Overall, while you provide a reassuring framework, adding clarity and detail could enhance the response further.