How to sell solar panels door to door
How To Sell Solar Door To Door: 5 STEPS TO SET SOLAR APPOINTMENTS : 2023
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all right go for it
hello everyone
my name is Jake Johnny
hello everyone and welcome back to real
sales Dynamics I'm Johnny Graham I'm
Jacob Graham and we have a very
interesting series ahead of us through
this series we're going to be breaking
down on a step-by-step basis on how our
door approach works and we're going to
go in a lot of depth on how these five
steps allow us to get one in three
contacts made turned into solar
appointments in the most competitive
market in the industry San Diego let's
walk through that Jake what are the five
steps that we use
[Music]
[Music]
this is the last door
it's the biggest lie I ever told in
solar one more door
foreign
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July in regards to the second phase of
your guys's smart card project
okay so what he did here it seems really
subtle but breaking preoccupation simply
means grabbing the customer's attention
from whatever they were doing and
pulling it into your attention stream
there's some really important ways The
Way You intro this will really set the
tone for the entire conversation so
while it might seem subtle that's a
really quick clip I want to examine a
couple of things that he said he first
said I just want to make sure I'm in the
right place is this still the team
residence
am I in the right place if you says yes
this is the so-and-so resonance you're
in the right place then obviously you
belong there right that's really
important they also interest it with
their name which we'll show you how we
do that we use the sales rep at a really
high-end version of it and you'll see
the link below it actually gives us the
customer's name I really can't recommend
it enough that you have sales rabbit as
a part of your Arsenal if you know the
customer's name when you first show up
it really does establish that hey this
is where I belong I just want to make
sure I'm in the right place is this
still the team residence you'll also
notice too that he doesn't walk up and
go hi my name is Jacob with so-and-so
company that immediately causes a
customer's barriers to fly right up you
don't want to do that you want to be
down in tone I'll give you an example hi
just making sure I'm in the right place
is this still the team residence a lot
of amateur reps you're like I just want
to make sure I'm in the right place is
this still the team residence
and they say everything with a up we
call it up speak right so they'll go up
and tone with everything they'll make a
statement sound like a question and
they'll keep doing this the entire time
of their pitch and they learned this
when they were little kids and they were
asking mom if they could go hang out
with their friend and so that's you
don't want to do that you always want to
go down in tone it doesn't give you it
gives the customer an established
feeling of authority so hey just want to
make sure I'm in the right places this
still the team residence boom you don't
sound like a salesperson that's the way
to intro also another thing of
commentary to take notice of is look at
his body language he's not squared up
with a person right he's not taking over
the entire porch he's standing to his
side letting that energy flow from
himself out to the street I know you're
just seeing a very brief clip of this
and we're talking a lot about it but
breaking preoccupation is arguably
probably the most important step in this
entire thing it sets the tone for the
entire conversation if you show up with
your with your hat and your clipboard
and your Polo and you look like a
salesperson you're going to be
overcoming so much adversity right from
the very beginning if you say hey just
making sure I'm in the right place is
this still the so-and-so resonance that
seems like your car broke down down the
street I mean look at his entire
demeanor he looks like he's almost
inconvenienced by the fact that he has
to be there that he and so think about
that when you're on your door approach
don't walk up and shoot yourself in the
foot immediately by looking like every
other sales guy squaring up in the door
approach coming out there with your hand
out introducing your name right from the
very beginning and like I said it's so
valuable to have the customer's name in
advance it's one of the most beautiful
sounds to a person is their own name so
please click the link below check out
sales rabbit
Merry Christmas
sometimes
how you doing did you see that the state
did mandate sdg need to get 50 Renewal
by 2030. did you see that I mean I've
kind of I don't know I've seen a bunch
of different things the issue that
they're having is for for a lot of these
homes if your bill isn't super high
getting people to buy or leave solar
panels usually doesn't make a whole lot
of financial sense
you can end up qualifying um the same
way you didn't pay sdg need to run the
power lines in the home they own
maintain all their equipment you just
get the power from it it's the exact
same concept as that if your bill is low
enough then we pay to put up panels that
we own we maintain them we insure them
and you get the power and you're like 30
to 50 cheaper from the panels than once
you're getting from the actual power
lines right right but like I said your
bill can't be too high I know that
typical utility runs yeah like 600 and
500 it depends on the bike month okay
that works like I said your bill can't
be too high how do you typically do your
billing are you doing online or paper
it's online online that's even easier so
my job is super simple I just got to
look at this graph right here
it's on page one
I think I know what you're talking about
the graph on it yeah have you seen this
graph yeah I just look at this graph
right here and then I got to check your
electric meter do you know what side of
the house the electric meters are over
there all right I look at your meter um
pull up that bill and I'll just like
need you back right here okay yeah yeah
this is a good year
was 250 amp panel
it's good I like it cool
so I just got to see that graph it's on
page one of the electric bill I can I
can show you is it the PDF that's
exactly what we need perfect
what do you do for it uh I'm just a
caregiver for her oh bro yeah during
song 2016 SD genie came out upgrade your
guys's electric meter okay from the
traditional disc meter to the smart
meter
and what that did is it set your home up
for solar so your meter now allows power
to go both ways both into the home and
back out to the grid so you can measure
both the biggest issue with solar is it
doesn't work at night right right and so
what what happens is during the day your
panels produce power not only for your
home but it also it kicks it over to
them their house so this house right
here produces power for this entire
neighborhood
that makes sense and so but what sdg e
does is they produce the power and then
they sell it to us for like 36 to 56
cents a kilowatt right right and so and
then they get the credit and then during
the night when they go to pull from the
grid it ends up flatlining their bill so
they have the exact same utility bill
every month and I don't know if you saw
but sdg e just got approved from
December to January for another nine
percent increase
so 100 people that are making those
decisions it's wild CEO December energy
makes 14 million dollars a year that's
crazy it's nuts you're done again there
we go there we go
so we're just going to show you how this
works is so uh do you remember back in
2012 we shut down some of our major
power plants the Chula Vista and Santa
Norfolk plant wasn't here I've heard
about it you know sign up for plant yeah
yeah okay yeah so when we shut down
those plants since then all of our
power's been coming in from out of state
it's like Arizona and Nevada so when you
look at the cost of your power it's not
the power that's expensive it's the
transmission and distribution right
right so the cost of your power was only
71 then to transmit to the state of
California is another 55 then distribute
it through the power lines was another
111 the end of qualifying super simple
all we do is change how that power gets
in the home it ends up working out it
cuts your power anywhere up to like 30
to 50 percent so like I said your ass
bills just can't be too high so I just
got to take a look at this graph right
here yeah can you screenshot that for me
yeah yeah
if you guys do end up getting approved
you don't have the cost you're powering
like 30 to 50 but it is something you
guys do have to get approved for right
it's a fully funded program gotcha so
okay
so who owns the panels in this situation
do you like a company sun power I've
heard yeah I think so so there's there's
two major solar companies right now in
the state there's Sunrun which is the
nation's largest solar company okay and
then you have sun power which is the
like number one seller company right
they're like the apple of of solar okay
um so they own the panels the same way
SD genie owns all the equipment into the
home right exact same so SunPower makes
the investment they own it they maintain
it they insure it and you get the power
directly from the panels right cheaper
than what you're getting from the power
lines
and so um sdg e is already they're just
the shipping and handling company right
they don't produce the power they just
ship it to your home so we become your
full-time energy provider and it allows
you to get your power from the panels
way cheaper than what you're getting
from the from the power lines all right
now when it comes to establishing the
problem this is establishing the pain
point the reason for why you're there so
Step One is we broke preoccupation took
the person and brought them into our
attention stream and step two is going
to be creating the problem maybe it's a
problem they were aware of or they
weren't aware of it at all now there's
two big problems that actually affect
Californians the first problem is the
shortage of electricity so a lot of
these utilities they'll put on what's
called a time of use charge this is a
charge where they're going to penalize a
homeowner for using power during high
demand hours high demand that four to
nine period time slot where they'll
charge sometimes almost 50 to 60 percent
more for the power during those hours
and those second problem he's going to
allude to and this is so important this
is really what stands our pitch out
against all the competitors is we focus
on people with their low utility bills
if you've spent any time knocking doors
you're going to recognize quickly that
the vast majority of people that didn't
go solar their reasoning was my bill
wasn't High Enough
if that's really the case then you need
to learn how to be offensive in your
selling and put that into your pitch so
we established two problems problem a
that the there's not enough power here
in the county and we need to actually
bring that extra power in and problem B
is that your bill wasn't high enough to
justify going solar now when I say Bill
isn't high enough to justify going solar
that's entirely subjective that's
entirely up to you and so when somebody
says yeah my bill is like 200 didn't
seem worth it we can still cut that
person's bill in half that's still too
high by our measure so when we say yeah
you know this program is for people with
lower utility bills in the past it
didn't make sense for them to go and
spend Thirty to fifty thousand dollars
putting panels on their roof you know
that's when the homeowner goes yeah you
know I looked at solar in the past it
didn't make sense for me that's exactly
the boat that I was in now when you
express a customer's objection before
they've had the chance to do so you
don't have to overcome it they
immediately see you as being on their
side remember it's impossible for
somebody to argue with you if you always
agree with them okay now that we've
established those two pain points it's
how important we come in with the
solution so the pain point a was you're
getting charged between four and nine a
heck of a lot more than you should
problem B is there wasn't really a
solution for people like you you're a
good person you would have done solar
but your bill wasn't high enough the
pain wasn't high enough to justify the
solution so what is that solution well
that's creating power on site most
people don't understand where their
power comes from it's kind of like a hot
dog everyone enjoys it but no one wants
to know how it gets made now when you
look at your power it's exactly the same
way most of your electricity is coming
from natural gas plants that are out
that are from out of state and they're
imported hundreds of miles making it
very expensive to get the electricity
toward to your home if you don't believe
me look it up in the New York Times They
recently came out with an article on
this back on January 4th you can find it
right here and they explain how these
utilities are actually charging people a
heck of a lot more for their power
because of all the shipping and handling
costs that go with it so what's the
solution to all this Mayhem and all
these high pricing costs solution is
simple we're gonna put the power plant
right on your roof if we put the power
plant right on your roof you get your
power from five feet away versus from
500 miles away
is it less expensive or more expensive
to have your power you know imported a
big distance is it more expensive or
less expensive to have your dinner Uber
eat it to your home or is it cheaper to
make it at home it's the same exact
analogy here in the exact exact same
process if we can make the power right
on the person's roof we can cut down all
the shipping and handling costs and
bring their overall build down anywhere
from 20 to 40 percent now a little note
here if you tell the homeowner we're
going to cut your bill in half and the
savings are outrageous and it costs you
nothing
the BS meters start flying off a
customer goes wait wait you're telling
me this cost me nothing and it's going
to cut my bill down in half and I don't
have to do anything
more amateur sales reps will be like
yeah that's exactly what I'm saying
that's exactly what you should do my
recommendation to you would be like now
if it works out we might be able to take
you off that four to nine time period
rate and put you on a lower cost it's
usually anywhere from like a 15 to 30
savings it's nothing huge when you say
that the homeowner goes okay so it's
going to be a slight savings it's
something to be a little bit of a
challenge but okay it's not going to be
like you're not you're not over hyping
it you're not throwing off their BS
meters if you're saying you're going to
say them a little bit versus saving them
a ton they're more likely to believe it
life is full of these little
contradictions and this is one of those
if you can tell a homeowner that they're
not going to save as much you know that
it's not going to you know it's not
going to cut your bill in half but it
might save you anywhere from 15 to 30
percent two things are going to be
accomplished one they're more likely to
believe you and two you're gonna be able
to sell that contract at a higher price
let's keep going
my job is simple with this graph I'm
going to create a design
and this will let me see I'll create a
design to be able to do 100 of this
power and and then we set up timing of
like 10 15 minutes I just show you hey
this is where the panels are going to go
this is what it looks like and if the
numbers make sense then you're really in
the driver's seat but if it's not
something that works out for you I text
you ahead of time and let you know like
hey this isn't something that works
gotcha so
we can either do it we can either do it
like Wednesday of this week or we're
gonna have to wait till
um
because like I said sdg needs getting
approved for a nine percent they just
got approved for a nine percent rate
hike gotcha and so that means the cost
of the solar cost is actually going to
go up as well okay okay
um so yeah let's let me see what I have
Wednesday uh
what time what time you typically done
with like work or uh I mean I'm
technically working right now so I mean
usually like the in the uh like early
afternoons is better because we have a
bunch of like our whole routine in the
morning
um but could we do I have a one o'clock
could we do like three o'clock on
Wednesday yeah yeah it's pretty quick it
takes like 10-15 minutes and I'll just
show you I'll be like hey look this is
where the panels are gonna go this is
what your new electric bill is like I
said if it ends up working out it's just
cheaper power so right right okay but
you guys you guys do have to qualify
so
pullbacks this one's crucial I see a lot
of reps lacking this in their pitch in a
very big way if you don't do some
pullbacks in your pitch the customer is
going to feel bulldozed so let's do a
quick review first thing you're going to
do is break preoccupation second thing
you're going to do is create the problem
and you really need to create the pain
there because if the pain isn't there
the solution isn't going to mean much
then when you come in with the solution
and they start to feel the alleviation
from that pain you're going to want to
then pull back and take it away
when you've alleviated a pain for
somebody and you start to take away the
source of their alleviation their
inclination is going to be to reach out
and take it back now if a homeowner is
reaching for your product or service and
they want it now it's a decision that
they may by their own conclusion so I'll
give you an example when Jake goes hey
the problem is you had a shortage of
power your power bill isn't high enough
we solve that problem by putting power
here on your roof and we cut your bill
down the only problem is is that it
doesn't work for most homes in a lot of
cases we actually can't help you and so
if your bill is too high if you know
your roof isn't in good condition
whatever it is then we're probably not
going to be able to help you and so
there are a few things that we do to
make sure that you can qualify for this
solution and the homeowner goes well how
do I qualify for the solution
when a homeowner says how do I qualify
or what are the steps how do I actually
solve this problem now they're openly
engaged in your product or service if
you're not pulling back regularly then
you're pushing down and if you push any
product on a person's throat you're
going to have so much more cancellations
I I see a lot of reps do this online
where they're going out there and
they're really bulldozing a product on a
person's throat and you don't really get
to see how few of those deals actually
make it to installation when I'm pulling
back the entire time going I don't know
if this will work I mean yeah the
problem sucks we may have a solution but
I don't know if this will work don't
shoot the messenger you're going to have
a huge success rate when it comes to
your installs and most importantly the
homeowner's going to feel like they have
to do something to get this product they
have to be involved The Human Condition
doesn't believe anything is for free if
you want to shoot yourself in the foot
start walking around in sales and saying
the word free I promise you're going to
throw up every red flag to every person
you ever speak to if somebody feels like
they have to be a team player they have
to be patient and there's going to be
some work involved in getting your
solution you're going to have a client
that you love a client that loves you
and is going to be helping you each step
of the way
okay
all right so how long have you been here
um six years oh yeah where you're
originally from Denver oh no way I used
to live in Denver yeah you saw my did
you see my place I got Colorado plates
oh nice yeah yeah I was born and raised
yeah yeah so I was in like the
Broomfield Westminster area oh do no way
yeah do you know where uh do you know I
was right down the street from uh do you
know what swans lake is yeah yeah I was
right I lived right on Swan's Lake yeah
right right down the street from the
Denver Stadium interesting so cool yeah
yeah oh cool all right well I got you on
the calendar for Wednesday we got
Wednesday at three o'clock
and it's pretty simple I'll just come
show you I'll show you the design so
I'll show you exactly where the panels
are going to go it's pretty sweet you
end up qualifying you we there's not a
pocket cost and you guys get the and you
get the power way cheaper gotcha okay
cool all right well I'll swing on by
Wednesday and uh if you have any
questions it's a pleasure to meet you
man yeah you too pleasure to meet you
good to know you guys
broken preoccupation we've created our
problem we've solved our problem and
we've taken it away and made the
customer reach out and try to take it
back now what's the next step tie downs
tie downs are very important you have to
now take all this information and all
this effort that we've put in and
hopefully you've done a good enough job
where they now want to find out hey how
do I get this solution handled so the
first question you're going to ask is
hey no is this normally a good time for
you is this time of day you normally
best for you if you say is this time of
day normally best for you you already
caught them at home during that time of
day the odds of them saying yes is
pretty high you'll also notice Jake
gives them a couple different options
you know is this time work okay for you
is there another time is the best number
to reach you at 619-818 if you give
people two options to choose between
like does this time or this time work or
is this number or this number the
correct number you're giving them two
options that both work in your direction
so it's very important now that you tie
down a solid appointment and you do it
while the person has all the information
if somebody gives you the objection of
oh well you don't need to think about
all this well then you need to loop back
go through the problems again build the
pain create the solution do the pullback
and then shoot for the tie down but if
you don't tie down and get an
appointment and bring all this
conversation back down to earth then
you're missing out on all the fruits of
your labor it's very important that you
do repeated tie downs so hey it's
normally time work best for you and also
another tip you want to have both both
spouses there all decision makers
present so if you can't tell if the
person's married or not you can say hey
so is it just you on title or I'm like
oh yeah my wife is also entitled and you
go Okay cool so is you and your wife are
they are New Years normally here this
time of day or is the evenings generally
better uh yeah you know evenings are
usually better it's not hey can we meet
tomorrow that's that's going to be a yes
or no never ask yes or no is it is this
time work better or this time work
better it is your number 818 or 619 or
whatever the you know the area codes are
in your area so keep those things in
mind tie downs are important pull it
down strong and then most importantly
tie it up with a really great conclusion
so okay I have you down for tomorrow at
6 00 p.m and I have your number at 619
blah blah blah blah blah blah now you
and your wife will be here you said okay
cool can I count on the both of you
being here if you say can I count on the
both of you being here you're going to
have a huge increase on your on your on
your sit rate if they go ah actually I
don't really know then you're like hey
so what's a better time you know set a
better time the last thing you want as a
rep is to go out to a deal go to a
homeowner talk to just the husband or
just the wife not have the spouse there
go through your two hour presentation
just to get the oh I need to talk to my
spouse that's the worst thing you can do
if you go over numbers and everything
you've just lost the deal so it's very
important that when you tie down you get
their number don't give them your number
okay don't give them a card I can
promise you that's a huge mistake it's a
very amateur mistake if you give the
person your phone number and your name
they're immediately going to text you
when it comes time for their appointment
maybe 10 minutes before the appointment
when their favorite Netflix show is on
and they're gonna say hey sorry the kids
had to go to the hospital the whole
family died and there was a horrible
tragedy that we're all suffering it's
amazing how many terrible afflictions
happen to a homeowner moments before the
appointment so it's important you don't
give them their your number if they ask
you for it tell them yeah sure I'll text
it over to you don't ever send it okay
that's a bad idea also with your tie
down it's very important that you set
that appointment within 48 hours it's
kind of like that TV show The First 48
where if you don't find somebody within
their first 48 hours that they go
missing you'll almost never find them so
it's so important that you set that
appointment within 48 hours because most
of the information that you've gone over
will be out of their minds by the time
day three happens and they won't even
remember why they set the appointment so
it's important that you capitalize on
the information while it's fresh in
their mind get the commitment of hey can
I count on you to be here and also maybe
set the expectation of I'm gonna need a
corner of your table to write up some
notes and get your guys's feedback on
and if they say well why does my wife
need to be there well she's on title I
need to explain these things to her too
so important tie down it's crucial that
your pitch evolves with the market if
you think using the same pitch that you
used three years ago is going to apply
to today your mistaken you're going to
sound like the same mediocre rep
repeating the same old lines as everyone
else and if you're a closer or even
worse a manager who isn't out regular
clearly knocking and it's really
important that you watch this video
right here above and see exactly why
you're making a big mistake it's you're
going to be out of touch with the market
and the advice you give could end up
hurting your reps also if your buddy
who's working in solar sales hasn't
responded back to your venmo request yet
he probably just hasn't seen this video
go ahead and send it to him remember the
hardest door to open is your car door
and sometimes you just need a little
extra skill to help you get out in the
territory make it happen and lastly if
you're tired of your manager just giving
you a clipboard and a motivational
speech and throwing you to the Wolves we
are hiring we're in currently in
California we're all over Florida soon
to be Arizona and Texas please apply
below we turn ordinary reps into
extraordinary ones once again thank you
so much for watching you clearly care
about your career if you made it all the
way to the end and we're going to see
you next week
foreign
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