Solar
Sales Assessment Results

"We're happy with our current energy provider and don't see a need to change."

Thanks for sharing you’re happy with your electric company. Did you know that your energy provider has embraced solar energy? Why do you suppose that is?

The response attempts to address the objection by providing a fact about the current provider's embrace of solar energy, which could be a conversation starter. However, it lacks a clear connection to how the salesperson's offering could provide additional benefits or improvements over the current provider. The question posed is somewhat open-ended but could benefit from being more specific to explore the prospect's satisfaction with their current provider and what aspects they value most. There is an opportunity here to pivot the conversation toward the unique advantages of switching to a solar solution, which was not effectively done. Overall, the tone is friendly, but it misses a stronger engagement to build rapport and encourage further discussion. Additionally, the response does not effectively explore value or offer a solution-focused approach. Score: 4

"The initial cost seems too high for our budget right now."

Many of our customers have felt the same way, but after looking at the numbers, the majority of homeowners find it actually costs less to Make the switch to Solar energy than it does sticking with the ever increasing utility costs. When can I show you a customized solar energy cost savings analysis for your home?

The response effectively addresses the concern about initial costs by providing a comparison between solar energy and utility costs, which can help the prospect see potential long-term savings. However, it could benefit from a more empathetic tone at the beginning to acknowledge the budget concern more directly. The closing technique is good, as it invites the prospect to discuss further by offering a customized analysis, demonstrating a solution-focused approach. Overall, it could improve by incorporating more curiosity and discovery through questions about their budget constraints and energy needs, as well as enhancing active listening by acknowledging the prospect's specific situation. Building rapport could also be strengthened by showing understanding of their financial concerns. Overall, a solid response, but room for improvement in tone and engagement.

"I've heard that solar panels require a lot of maintenance; is that true?"

That’s a great question—Thanks for asking! While it’s true the utility company has its hands full maintaining its antiquated energy grid, Rooftop Solar panels in Florida require little to no maintenance. Maintaining your own solar panels would require far less effort than maintaining your beautiful lawn out front. I’m free tomorrow afternoon, I can come by and show you how it works to Save homeowners time money and energy!

The response begins positively by acknowledging the question, which is great for rapport building. However, the mention of the utility company's issues seems a bit tangential and could detract from directly addressing the prospect’s concern about solar panel maintenance. The comparison to lawn maintenance is clever but may not resonate with everyone. It could be more effective to clearly state the minimal maintenance requirements of solar panels, perhaps mentioning any warranties or support services available. The closing technique is good as it invites a meeting, but it could be stronger if it included a more specific benefit related to the prospect's concern about maintenance. Overall, the response was somewhat effective but could use more clarity and focus.

"What if the technology changes and we're stuck with outdated panels?"

That’s a fair question, thanks for asking! Technology is always changing, but as long as the sun still rises in the east, you can count on the 30 year energy production guarantees that are included in the solar panel warranties! The only thing outdated will be your minimal electric bill after going solar!

The response effectively addresses the concern by acknowledging the validity of the prospect's question about changing technology. The salesperson highlights the long-term guarantee of energy production, which is a solid point. The tone is friendly and engaging, which is appropriate for the solar industry. However, it could benefit from a more solution-focused approach by suggesting how the company stays updated with technology advancements or offers options for upgrades in the future. The closing technique could also be stronger; it would be helpful to encourage further conversation or questions. Overall, the response demonstrates some active listening and value exploration but lacks depth in addressing the concern about future technology changes directly. Score: 7/10

"We have a significant upfront investment; how can we be sure we'll see a return?"

Thank you for bringing up this question! You’re probably referring to ROI, which is good to consider when making a cash purchase. However, most homeowners have elected to take advantage of the 30% ITC solar tax credits which redirects tax dollars from Uncle Sam’s pocket back yours. Say you finance a $100k system for the same duration as the typical 30yr mortgage, you’d not only a fixed solar bill with an end date instantly smaller than your ever upward trending variable electric bill, you’d also have a $30k return instantly hit your bank account come tax season. I’ll be visiting with one of your neighbors tomorrow afternoon to help them sign up, I can swing by afterwards with a customized cost savings analysis that will highlight the instant rate of return for some finance options that do not have an initial out of pocket or big cash outlay to get started. Sound good?

The response effectively addresses the concern about upfront investment by introducing the concept of tax credits and financing options, demonstrating an understanding of ROI. The tone is friendly and informative, which aligns well with the solar industry. However, it could benefit from more curiosity-driven questions to uncover specific concerns or priorities the prospect might have. While the closing technique is present, it feels slightly rushed and could be more collaborative by inviting the prospect to share their thoughts. Overall, the response shows good value exploration but lacks deeper engagement with the prospect's perspective.

"I read reviews that some solar companies don't provide good customer service; how do you differ?"

Glad to hear customer services seems to be something you value! Now it sounds like you’ve done some due diligence in researching company reviews, so I’ll let our customers’ 5 star reviews do the talking for us there. As I’m sure you’ve read, most of our customers give us high marks bc of how we treat them throughout the project and beyond installation! What some reviews that stood out to you when researching is online?

The response does a good job of acknowledging the prospect's concern about customer service, which shows active listening. However, instead of deflecting to 5-star reviews, the salesperson could have provided specific examples or testimonials to demonstrate the company's commitment to customer service. The question about the reviews the prospect found interesting is a good approach for curiosity and discovery, but it could be improved by directly addressing how their company differentiates itself from others. Overall, the tone is appropriate, but a stronger closing technique could be applied to steer the conversation towards a next step. Score: 7

"What happens if our home doesn’t get enough sunlight throughout the year?"

Then your panels would production would be less. But guess what happens here in Florida when you get more sunlight than elsewhere in the country? That’s right, you get more production from the same equipment! Let’s sit together later this evening and I’ll show you the average annual sun hours your roof receives, and how much energy you can expect your solar system to produce when our engineers help size it for appropriately with 20% overproduction to take care of you throughout the years to come. If you’re free after six, I can help you get started.

Your response effectively addresses the concern about insufficient sunlight by reassuring the prospect that Florida's high sunlight levels can compensate for lower production during certain times of the year. However, you could enhance clarity by explicitly discussing how cloud cover or seasonal variations might affect output, which would demonstrate active listening and understanding of the prospect's concerns. The invitation to meet later is a good closing technique, but consider softening it to ensure it feels more collaborative rather than pushy. Overall, you maintain a positive tone and provide valuable information about potential energy production, which is great. Just remember to foster more curiosity by asking if they have specific concerns about their roof's exposure. Score: 7/10

"We're planning to move in a year; is it worth investing in solar for such a short time?"

Nope. I wouldn’t recommend it for this house.

The response is not effective in addressing the concern raised by the prospect. While the salesperson is direct, they fail to explore or explain the potential benefits of solar energy, even for a short-term situation. There is no attempt to communicate value or ask follow-up questions to understand the prospect’s needs better. Additionally, the tone is dismissive and does not engage the prospect in a collaborative manner. A more productive response would have highlighted options such as leasing, potential savings, or the environmental benefits that could still apply in their short time frame. Overall, the response lacks curiosity, active listening, and a solution-focused approach.

"How do your solar solutions compare in efficiency to [specific competitor's name]?"

We all use the same shit. It comes down to which folks honor their word and stand by their work.

The response lacks professionalism and does not effectively address the prospect's concern about efficiency. While the mention of integrity is important, it fails to provide a direct comparison or any specific value proposition regarding the solar solutions offered. The tone is inappropriate for a sales conversation and does not inspire confidence in the company's expertise. Additionally, there are no questions asked to further understand the prospect's needs or to open a constructive dialogue. Overall, the response misses the opportunity to demonstrate product knowledge, engage with the prospect, and build rapport.

"Can you explain how your financing options work and if there are hidden fees?"

Yes! Glad you asked! I can definitely explain how our financing options work and if there are hidden fees. Sounds like you’ve been seriously considering going solar and are looking for the best fit.

The response acknowledges the prospect's question and shows enthusiasm, which is a good start. However, it lacks specific details regarding the financing options and whether there are hidden fees, which is crucial for addressing the objection. The tone is friendly and appropriate for the solar industry, but it could benefit from a more solution-focused approach by directly outlining the financing options and emphasizing transparency regarding fees. Asking a follow-up question to explore the prospect's specific concerns or preferences could enhance the discovery process. Overall, while the response is positive, it falls short in providing the necessary information and engaging the prospect further. Score: 5