Solar Panels
Sales Assessment Results
57
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's cut to the chase: your performance showed some promising moments, but overall, you're leaving a lot on the table. Your strongest technique seems to be solution-focused selling, where you effectively outline financial incentives and address concerns related to savings. However, a consistent pattern of missing deeper engagement, curiosity, and discovery in conversations is holding you back. Your responses often lack the necessary follow-up questions that could further uncover the prospect's specific needs and build rapport. You need to get more comfortable with consultative selling techniques—ask about their situation, their timeline, and genuinely dig into their concerns.
You should also focus on refining your closing techniques. Too many responses missed a solid call to action or a way to guide the conversation toward a resolution. Remember, you want to lead the prospect to make a decision, not leave them hanging.
Here’s your coaching moment: engage with empathy and curiosity. Sales is not just about pitching features; it’s about weaving a narrative that aligns with the prospect’s journey. You have the potential to elevate your sales game, but you must deepen your engagement and embrace a more consultative, collaborative approach. Now go out there and turn those scores into something to brag about!
Question Breakdown
1.
5
/ 10Question:
"We're currently reallocating our budget for the next fiscal year, and I'm not sure if we can accommodate the costs of solar panels right now."
Answer:
That's great. Think of solar panels as a way to reallocate your funds into a product that will work for you. The funds you spend on electricity will go towards your panels as they help you save money by producing your own energy.
Feedback:
The response attempts to reframe the concern about budget by emphasizing the cost-saving aspect of solar panels, which is effective. However, it lacks specificity in addressing the prospect's situation. It could benefit from asking questions to further understand their budget constraints and timeline (curiosity and discovery). The tone is somewhat positive, but it could be more empathetic to acknowledge their current budget reallocation process. Overall, it misses an opportunity for a closing technique or deeper engagement, making it less collaborative.
Consider using a consultative approach to ask about their current budget allocations and how solar panels can fit into their long-term financial strategy.
Score: 5
2.
7
/ 10Question:
"I see the long-term benefits, but how do we justify the initial investment when we have immediate projects requiring funding?"
Answer:
There are a couple of ways to justify purchasing solar panels now. The government has guaranteed a 30% tax credit. This means that 30% of your total solar install cost is eligible for becoming a tax credit. It will pay for your tax bill, so that all money that has been deducted from you paycheck through out the year will be refunded to you once your total tax bill is paid. Also, there is the SREC program, where you can get paid for every 1,000 kW you produce. Finally, there is the net metering program. This program is GREAT. The watts that your panels produce that are not used to power your home will be banked, and you can use that energy later, like in the winter months, when your panels are not able to produce as much.
Feedback:
The response effectively addresses the objection by outlining several financial incentives that can help justify the initial investment in solar panels. Mentioning the 30% tax credit, SREC program, and net metering adds value and showcases a solution-focused approach. However, it could improve by asking the prospect about their immediate projects to understand their funding priorities better and tailor the response further. Additionally, it could use a more conversational tone to engage the prospect more effectively. Overall, though informative, it lacks some curiosity and discovery in probing for more specific needs or concerns from the prospect.
Score: 7
3.
6
/ 10Question:
"I’m concerned about the implementation timeline; can your solution be up and running quickly enough to meet our needs?"
Answer:
There are factors that can effect the timeline. While our company and install partners work on a fairly short timeline, we are dependent on the county office, your HOA, and your power company to also give approval. We work in every way possible to get these approvals as soon as possible with the hope of getting panels on your roof as quickly as possible.
Feedback:
The response effectively acknowledges the concern about the implementation timeline, which is a good start. However, it lacks a proactive tone and does not provide a specific timeframe or steps that can be taken to expedite the process. Instead of focusing on dependencies, it would be more effective to emphasize the company's commitment to managing these factors and possibly offer examples of past successful installations with quick turnaround times. Additionally, the salesperson could have asked follow-up questions to further explore the prospect's timeline needs and concerns. Overall, the communication is clear but could be more engaging and solution-focused.
Score: 6
4.
6
/ 10Question:
"Can you explain how your solar panels will comply with the new regulations that are being proposed in our state?"
Answer:
First, our company and our install partners always stay current with any changes to regulations. It is super important to us to remain in good standing with not only our customers but also local governments. Our design team, in particular, stays up to date and makes sure to include the relevant information on their plans when they are submitted to the permitting office. We are in constant communication with the permit office and NOTHING is signed off and considered complete without making sure that all things are approved by the county.
Feedback:
The response effectively addresses the concern by emphasizing the company's commitment to staying current with regulations and ensuring compliance before project completion. However, it lacks a bit of engagement and curiosity—asking the prospect about their specific concerns or experiences with regulations could have enhanced the conversation. The tone is appropriate for the industry, but it could have been more collaborative by inviting further questions. Overall, it demonstrates a solution-focused approach but misses out on exploring deeper value or implications of compliance for the prospect. A closing technique could also have been employed to transition towards a follow-up or further discussion.
Score: 6
5.
6
/ 10Question:
"We’ve had a bad experience with a previous vendor; what guarantees can you provide regarding the reliability of your product?"
Answer:
Our company prides itself on its customer service. We want you to reach out with any concerns you have with your installation or product. Also, as a sales company, we make sure that we are working with installers who provide a great product and great service. If you search our company, you will find that our reviews from previous customers are great and we invite you to read them.
Feedback:
The response demonstrates a good understanding of the customer's concern about reliability due to previous bad experiences. However, it could be more effective by incorporating specific guarantees or warranties that your company offers, which would directly address the reliability issue. The mention of customer service is relevant, but it would benefit from more emphasis on the product's reliability, such as performance guarantees or the quality of materials used. The approach of inviting the prospect to read reviews is positive and shows transparency, but it lacks a stronger call to action or a closing technique to guide the conversation toward a resolution. Overall, the tone is friendly, but it could be more tailored to evoke confidence in the product's reliability.
Score: 6
6.
6
/ 10Question:
"I need to ensure that our key stakeholders are on board with this decision before we move forward; can you help facilitate that conversation?"
Answer:
I would love to meet with anyone involved in this decision. Our company provides a great product and everyone who works for us loves to talk about our product and share what a fantastic investment solar panels are. Please let me know a date and time, and I will be there with a more accommodating presentation to a larger group. Is there anything in particular you would like me to emphasize?
Feedback:
The response effectively addresses the objection by expressing willingness to meet with key stakeholders and suggesting a tailored presentation. However, it lacks a more strategic approach to facilitate that conversation. Instead of only emphasizing the product, it would be beneficial to explore the stakeholders' specific concerns and interests to align the presentation more closely with their needs. Additionally, the tone is somewhat generic and could benefit from a more consultative approach, asking more open-ended questions to encourage dialogue. Overall, while the eagerness to engage is positive, it could be enhanced by demonstrating an understanding of the decision-making process and the importance of stakeholder alignment.
7.
6
/ 10Question:
"Given the current economic climate, how can you assure us that now is the right time to invest in solar technology?"
Answer:
The correct answer to the right time to purchase solar panels is now. When you delay your purchases, you are missing out on days, weeks, or months of savings. We also know that there are chances for the cost of panels to rise and interest rates to increase. It is always better to be proactive, and not procrastinate.
Feedback:
The response addresses the objection by emphasizing the potential savings and the risk of future price increases, which is a solid approach. However, it lacks a deeper exploration of the prospect's specific economic concerns or a discussion of the long-term benefits of solar technology. It could benefit from asking questions to better understand the client's situation and tailor the message accordingly. The tone is somewhat assertive but could be softened to create a more collaborative atmosphere. Additionally, a closing technique could have been applied to guide the prospect toward making a decision. Overall, it shows good intent but misses the mark on effective communication and engagement.
8.
6
/ 10Question:
"I’m worried about the effectiveness of the solar panels in our specific geographic area; have you conducted any relevant studies?"
Answer:
Our proposal program uses data on the amount of solar energy exposure your roof has received through the years to estimate what your solar production will be through out the years. If you look at this graph, you can see an estimate of your energy consumption vs your project's solar panel production. There are months when your production is greater than your consumption. Those months are when you will bank your energy and use it any time your consumption exceeds your production. It is important to remember, though, that solar panels are not providing a constant stream of energy. The sun has to be out for them to work. Sometimes, solar customers think that because they have solar panels they can use more energy. Your panels will be most effective if you do not change your consumption.
Feedback:
The response effectively addresses the concern about the effectiveness of solar panels in the specific geographic area by mentioning the use of historical data to estimate solar production. However, it lacks a direct reference to any studies that could lend credibility to the proposal. The explanation about the relationship between energy production and consumption is useful but could be simplified for clarity. Additionally, while it acknowledges the sun's role in energy production, it could have included a question to better understand the prospect's specific concerns and to engage them more actively in the conversation. Overall, the tone is appropriate but could be more empathetic towards the prospect's worry. A collaborative approach with an invitation for further questions would enhance rapport.
Score: 6/10.
9.
3
/ 10Question:
"How do your solar panels compare to competitors in terms of ROI and efficiency?"
Answer:
Our panels are top of the line, but I believe you will find this to be true with most of our competitors. What sets us apart is our customer service and our pricing. We love our customers and consider them family. We want to take care of you.
Feedback:
The response fails to directly address the prospect's specific concerns about ROI and efficiency, which are critical factors for a solar panel purchase. Instead of providing a comparison or valuable data, the answer shifts focus to customer service and pricing, which may not resonate as strongly with the prospect's inquiry. Additionally, the tone feels somewhat generic and doesn't effectively convey the unique value proposition of the solar panels. There is a lack of curiosity and discovery, as no follow-up questions were asked to better understand the prospect's needs. Overall, the response needs to be more solution-focused and data-driven to effectively engage the prospect.
Consider incorporating specific metrics about ROI and efficiency, as well as inviting the prospect to discuss their needs further.
Score: 3
10.
6
/ 10Question:
"We have a tightly-knit purchasing committee; how can you help us address their various concerns and ensure consensus?"
Answer:
I would love to meet with them in either a group or individually. I can also provide access to our company's CEO and our install partners. We welcome all questions and concerns and will do our best to answer and alleviate them.
Feedback:
The response addresses the objection by offering to meet with the purchasing committee, which demonstrates a willingness to collaborate and engage directly with their concerns. However, it lacks depth in exploring the specific concerns of the committee members. It could have included a solution-focused approach by suggesting how the company can facilitate discussions or address common concerns related to solar panel installations. Consider asking more about their specific issues or challenges to further demonstrate curiosity and discovery. Additionally, offering access to the CEO and installation partners is a strong point, but it could be framed better to highlight the value this brings to the committee's decision-making process. Overall, while the intent is positive, the execution could be improved to build more rapport and effectively explore the committee's needs.
Score: 6