Residential solar
Sales Assessment Results

"We've already looked at solar, and it didn't seem worth the investment."

I completely understand, when you say you already looked at solar, how long ago was that? And what specifically didn't seem to pencil out for you, was it the immediate savings, the long term savings, or was it an upfront cost your were most concerned about? Would you be opposed to saving money if I were able to show you real savings for zero out of pocket, simply redirecting the money you're already paying to the utility and showing you how to use that money to pay for a system that you own, and you get to keep the difference in your pocket and watch your savings grow month after month year after year?

The response demonstrates a good level of curiosity and discovery by asking probing questions about the prospect's previous experience with solar. This approach indicates active listening and a willingness to understand the prospect's perspective. However, the communication could be clearer and more concise; the response is somewhat lengthy and may overwhelm the prospect with information. While the closing technique at the end is a strong move by suggesting a no-out-of-pocket savings plan, it could be more effective if it were framed in a more straightforward manner. Overall, the response shows a solution-focused approach and attempts to establish value, but it could benefit from a more succinct delivery to enhance clarity and engagement. Score: 8

"I need to discuss this with my spouse/partner before making any decisions."

I completely understand, I'm the same way with my spouse. Just to be clear, when you say you want to talk with your spouse, what do you think she would be most concerned with, the amount of money you will be saving each month, or How you will have a predictable and fixed lower payment each and every month that no longer goes up? Solar is a big decision so I take it this is something you guys have talked about before and she knew that you and I were meeting today, being that financial relief is the number one objective of most homeowners as is the case with you guys, the fact that we are able to save you a bunch of money every month immediately and your long-term savings are even greater, all for completely zero out of pocket, wouldn't you agree that she would be happy that you took the initiative to solve your problem of one of the largest expenses besides your mortgage that you currently have and found a solution to save you guys a bunch of money?

The response addresses the objection by acknowledging the need for the prospect to discuss the decision with their spouse, which is a positive start. However, it could be more effective by simplifying the message and focusing on the spouse's perspective rather than leading with personal experience. The communication is somewhat clear but gets a bit convoluted with multiple points packed into one statement. The salesperson does ask a thoughtful question about the spouse's concerns, which is good for curiosity and discovery, but the follow-up could be more direct and less overwhelming. The response lacks a strong closing technique; instead of guiding the prospect towards a next step, it dives deeper into the benefits without confirming interest. Although value exploration is present, it could be more succinct and relatable to engage the prospect better. The tone is friendly but might be perceived as slightly pushy given the amount of information presented. Overall, the response could benefit from being more concise and focused on collaboration with the prospect and their partner. Score: 6

"How do I know your company will still be around in 10 years to honor the warranty?"

So it sounds like longevity and stability of the company is something that is important to you correct? I'm glad you asked that because that's one thing that sets us apart, most solar companies haven't even been around for as long as they claim to have a warranty for whereas we are a completely debt-free company who has been into solar industry since 2013. Not only are we not going anywhere, we are growing so much we are expanding our home office, all of our equipment buildings and fleet trucks are completely paid for. However, for you've been further peace of mind, in the unlikely event that something happened to our company, all of your warranties are completely backed independently by the manufacturers warranty as well. With our company you have peace of mind that we have been around longer than almost anyone in the industry, we are cash-free and debt-free, we are growing, local and family-owned, and You are also backed by the manufacturer warranty for extra peace of mind.

The response effectively addresses the concern about the company's longevity by highlighting its debt-free status and experience in the industry. The salesperson starts with a good open-ended question, indicating active listening and acknowledgment of the prospect's concerns. However, the response could be more concise; it's slightly wordy and could benefit from clearer structuring to enhance communication. While it provides relevant information, it lacks a closing technique to guide the prospect towards the next steps. Additionally, the value exploration could be improved by asking if the prospect has any specific concerns beyond the warranty. Overall, the tone is appropriate for the residential solar industry, but tightening the message would enhance its impact.

"The installation process seems too complicated and time-consuming for us."

I completely understand, just so we're on the same page when you say the installation process seems too complicated and time-consuming for you guys, can you please elaborate on that? It sounds like you guys are looking for an install process that is smooth, easy and turnkey and doesn't require much involvement on your end is that correct? If I'm hearing you correctly, you are in great hands because with our company, next steps are super simple, there's three quick documents I send you, takes no more than 10 minutes, and the rest is cruise control for you as we do every single step of your project for you, simply keeping you in the loop along the way with project updates every couple of weeks, ensuring everything is simple and seamless on your end all the way through your install and even long after. If you're looking for the most turnkey way to go solar with minimal involvement from the homeowner, we got you covered, can you check emails from your phone? I'm going to send you three quick documents, we'll get you started in 10 minutes and we'll do all the heavy lifting for you while you get to sit back and relax and get ready to save money!

Your response does a good job of addressing the concern about the complexity of the installation process by inviting the prospect to elaborate on their thoughts and confirming their need for a smooth, easy experience. However, while you provided reassurance about the process being simple and turn-key, you could enhance your response by emphasizing the value and benefits of your service more clearly. Instead of jumping straight into sending documents, it may help to further engage the prospect with questions about their specific concerns or previous experiences. This will show active listening and build a stronger rapport. Overall, your tone is friendly and encouraging, which is great for the residential solar industry, but it could benefit from a more collaborative approach and exploration of their specific needs. Score: 7

"What if the savings don't match your projections?"

I completely understand your concern, as a matter of fact that's one of the most commonly asked questions from homeowners. In solar, everything is an estimate as there are certain unknown and uncontrollable conditions, such as how often does a homeowner clean their panels, weather.. certain months and years there are more rainy and cloudy days than others, etc. With that being said, our proprietary software pulls sunlight data on your specific latitude and longitude plot of land over the last 20 years so we have a great pulse on your exact home location and how much sunlight you receive on average throughout the year. That coupled with my 9 years I've experience helping hundreds of homeowners I can confidently tell you that this system is custom built for your home's specific usage and to further address your concern, one thing I specifically do for yourself and all my homeowners is every 2 months I will have you send me your electric bill and I do a full power audit and analysis for you just to make sure that your system is doing everything we designed it to do, your usage is within the parameters that the system was designed and based off of, and there are no surprises. With all of these factors working seamlessly together, you will be on the path to saving a bunch of money without fear of any unknown variables. The real fear is the known variable which is your electric bill is and will always continue to increase, let's take care of the known variable and eliminate your electric bill so we can focus on your savings.

The response effectively addresses the concern about savings not matching projections by acknowledging the uncertainty inherent in solar energy systems. The salesperson provides a solid explanation of their proprietary software and the historical data used, which demonstrates value and expertise. However, the response could benefit from a more concise delivery to maintain the prospect's attention. While the reassurance of regular audits is excellent, the closing could be stronger by inviting the prospect to take the next step, perhaps by scheduling a follow-up call or a site visit. Overall, there is a good level of curiosity and discovery about the prospect's concerns, along with a collaborative approach. However, a more focused closing technique could enhance the effectiveness of the response.

"I've heard horror stories about solar panels degrading faster than expected."

I completely understand your concern. When you mention you've heard horror stories about solar panels degrading faster than expected, can you please elaborate on that, what specifically did you hear and where were the specific examples located, what state? The nice thing about solar panels, is there are literally thousands of them but we use a Tier 1 top rated solar panel that has one of the lowest degradation factors on the market hands down, degrading less than 0.4% each year annually. To counteract an offset this, one thing I specifically do is design your system with this in mind so that even 20 to 25 years down the road your system is still offsetting all of your usage because we took into account the degradation factor that way you are set up for success not only short-term but for the long term and are backed by one of the top panel manufacturers in the US market which also carries one of the best warranties in the residential solar industry hands down. If degradation is your concern, that means you are concerned about your savings each and every month, and with everything that I just mentioned and how I designed your system, I erase that concern for you as I've already taken that into account and oversized your system to factor in degradation to provide you the most optimal savings over the next 25 years. Other than the degradation which is already taken care of and factored in, is there anything else holding you back from getting started with us today?

This response effectively acknowledges the prospect's concerns about solar panel degradation and encourages them to share more about their specific fears, which is a good attempt at curiosity and discovery. However, while the details about the Tier 1 solar panels and the degradation factor are relevant, the information becomes somewhat convoluted with too much technical jargon that may overwhelm the prospect. The tone is supportive and informative, which is suitable for the residential solar industry, but it could be more engaging by simplifying the explanation. The closing question is good as it invites the prospect to discuss any remaining concerns, but the overall structure could benefit from more concise communication. Overall, the response demonstrates a solid understanding of the objection while also trying to provide reassurance about the product's longevity. Score: 7/10 for solid acknowledgment and information but could improve in clarity and engagement.

"Your financing options seem complicated; I prefer something straightforward."

I completely understand, the financing and lending world can sometimes appear to be complicated, however most of the time I find that that's just in the way that an inexperienced rep relays that information as it actually is very straightforward. If straightforward and simple is what you prefer, you are in great hands, with our financing options, I'm going to send you a quick pre-approval which takes less than 2 minutes and does not do an inquiry on your credit, simply does a soft look at your credit score. If you receive an approval, there will be absolutely zero down out of pocket required, we finance 100% of your project, you trade your ever rising PG&E bill for a much lower predictable payment that you now control and can pay off whenever you would like without penalty. Simple and seamless is our middle name, can you check emails from your phone? I'm going to send you over the quick pre-approval and I'll guide you through the next steps.

The response does a good job of acknowledging the prospect's concern about complexity, which is an important aspect of active listening. The salesperson effectively communicates that the financing options can be straightforward and attempts to reassure the prospect by highlighting the benefits of the financing plan. However, the explanation could be made more concise to avoid overwhelming the prospect with too much information at once. The closing technique is present as the salesperson asks about checking emails, which is a good way to move towards action. However, they could have further engaged the prospect by asking more open-ended questions to better understand their specific preferences or concerns. Overall, it's a solid response, but there's room for improvement in clarity and engagement.

"We're not ready to commit to a long-term contract right now."

I completely understand that, as a matter of fact that's a common concern we hear from most homeowners. When you say you're not ready to commit to a long-term contract right now, can you please elaborate on what your concern is? What a lot of homeowners don't realize is you are already locked into a long-term contract with the utility, as a matter of fact as long as you are in this home you are in a long-term contract that never ends, it does not have an end date and there is no amount of money you can pay to pay it off and own your power. You can only simply keep paying for your power until the day you die, That's the contract you currently have. What I'm showing you is a much better way to own your power for less. We have different options, 5-year 10-year 15,20 and 25yr... It doesn't matter which option you select, now you have a known end date to which you will now own your system and no more payments are due.. It's paid off and it's yours! That's something you do not have with PG&E currently. As a matter of fact, a lot of people like the 25-year option because it's the lowest payment but because there is no prepayment penalty, if you chose to pay this loan off in 2 days, 2 weeks, or 2 years, whenever you choose to pay it off you now own it and there are no more payments. Contrast that with the utility, and if I asked you how long your contract is with PG&E until you were on your power what would you say? Never correct? That's the biggest difference, with the utility you are in a long-term contract for life, I'm showing you a much better way where you actually have an end date to break free from the utilities stranglehold it has on you and how to take back control of your freedom. Don't you think it's time we release you from the utilities lifelong contract and get you into something that's much more affordable, predictable, and that you control when it ends? Let's get you started.

The response does a decent job of addressing the prospect's concern by drawing a parallel between the long-term commitment of utility contracts and the solar options available. However, it could be improved in several areas. The explanation is somewhat convoluted and could confuse the prospect. Clearer communication is essential, especially when addressing objections. It would be beneficial to ask more targeted questions to uncover the prospect's specific hesitations regarding the long-term commitment. Additionally, while it does provide a solution-focused approach, it lacks a strong closing technique; instead of a question that invites a decision, it ends with a statement that feels a bit pushy. The tone is somewhat aggressive and may not foster collaboration or rapport as effectively as a gentler approach would. Overall, while it attempts to demonstrate value, it could benefit from a more conversational cadence that encourages dialogue. Score: 5/10 - It’s halfway there but needs to find a better balance between information and engagement.

"What happens if we move to a different home before the system pays for itself?"

That's a great question. The answer to that question is it's not any different than what you are currently doing with the electric utility now. If you are to move now, any new homeowner that moves into your house simply it takes over and continues paying PG&E the electric utility. If you go solar, any new homeowner moving in simply takes over exactly where you left off, and all the warranties transfer to them. Since the system I designed for you has you saving money immediately, your ROI is immediate day one. So you start saving from day one which means that no matter when you move you will have already saved the money, benefit from the 30% federal tax credit, and if and when you ever move from this home, just as PGE would transfer to the new homeowner, the same as with your solar, it simply transfers to them and they take over where you left off and you get to save money the entire time you have lived in the home until the day you potentially sell and move. Is there any reason that you can think of why it would make more sense for you to keep paying more money and watch your utility bill rise month after month over the next 5 years until you may move, instead of saving money immediately from day one and over the next 5 years have saved $17,000 that you could potentially use as a down payment for your next home?

The response does a commendable job of addressing the prospect's concern about moving before the solar system pays for itself. It effectively draws a parallel between the current situation with the electric utility and the potential solar arrangement, which helps to alleviate fears of loss. However, the explanation could be clearer and more concise; there are some repetitive elements that might confuse the prospect. The closing question is a good attempt at engaging the prospect further, but it feels a bit leading and could be softened to invite more open dialogue. Asking follow-up questions to gauge the prospect's thoughts or concerns about the transfer of ownership could enhance the collaborative approach. Overall, while the response demonstrates some understanding and attempts to highlight value, it lacks a bit of clarity and curiosity that could strengthen the engagement. Score: 7

"How can I trust that this will actually increase my property value?"

That's a great question, since this is not a lease, and leased systems do not increase property value, We don't have to worry about that. This is an ownership system. Since you own this system and don't lease it, it 100% increases the resale and marketability of your home, in fact there are many different online calculators that will give you a rough estimate of how much value will be added to your home based upon the size of your system which I will go over with you as well. The reason that it increases your property value is that it is a value add, it's a sought after feature on your home, because solar lowers your electric bill, this is one of the number one asked questions in PGE territory, does the home have owned solar? New home buyers are savvy and they know that PGE is the third highest electric utility in the entire nation, so imagine the marketability your house will have that it hasn't owned solar system keeping any homeowner free from the stranglehold of ever rising electric rates month after month. But don't just take my word for it, I'm going to send you documents straight from the county that show solar increases your property value, because they are also interested in how much your value you increases once you have gone solar and we pull the permits and I will get this email to you this afternoon.

The response effectively addresses the concern about property value by clearly explaining the benefits of owning a solar system compared to leasing. The explanation about how solar systems can enhance marketability and lower electric bills is relevant and compelling. However, the tone could be more conversational and less technical to engage the homeowner better. A more structured closing technique could enhance the response, such as asking if the prospect would like to see specific examples of homes that have increased in value due to solar. While the response is solution-focused, it could benefit from more curiosity and discovery; asking the prospect about their specific concerns or previous experiences could build rapport. Additionally, while mentioning documents from the county is a strong point, offering to discuss them in detail or answer any questions about them would enhance active listening and collaboration.