The narrator shares a call recording to demonstrate how his team schedules solar appointments. He wants viewers to pay attention to the questions asked by the customer and how the appointment setter responds.
The appointment setter asks the customer, Sam, questions to determine his solar needs, including his current electricity costs (175), his plans to buy an electric vehicle which will increase costs, potential roof obstructions, roof type (shingle), utility provider, credit score (650+), and availability for a follow-up call.
Key details learned:
The narrator hopes viewers found this example call valuable for learning how to schedule their own solar appointments.
The narrator is making a live sales call trying to sell solar panels. He bought a list of 500,000 names and is cold calling them. He explains that he is located in Europe but selling to people in the US.
He states that the commissions for solar sales are very high, from $5,000 to $10,000 per sale on average. The purpose of solar panels is to replace expensive electric bills with cheaper solar payments every month.
On the call, the narrator speaks to a man named Zach. Zach says his electric bills started going up in July compared to last year, around $150 a month. The narrator warns Zach that rates will likely increase even more in 2024.
When asked if he has looked into solar panels before, Zach says no because he knows they are expensive. The narrator explains there is a government-backed program that can pay for the cost of solar panels for those who qualify. He asks to book a call with Zach on Sunday at 5pm to provide more information and check if Zach qualifies.
The narrator explains how the first 5-10 seconds of a sales call are critical for grabbing someone's attention and preventing them from hanging up. Most sales calls immediately launch into a sales pitch, which feels aggressive and causes people to tune out.
Instead, the narrator recommends starting the call by saying "Hey [name], sorry it took me so long to get back to you." This catches people's attention since they will be curious about who is calling. After a pause, the caller should introduce themselves, the company, and state they have information the prospect requested about solar rebates - noting they are not there to sell anything.
The narrator says to expect an objection after the introduction and to welcome it as an opportunity to build rapport. The goal is to get the prospect to invite you to pitch rather than aggressively pushing a sales agenda onto someone without their buy-in.
The narrator provides advice for new solar sales professionals. He emphasizes positioning oneself as a trusted advisor rather than a pushy salesperson. Key points:
The key is positioning yourself as an educated advisor focused on meeting customer needs, not just selling. Build trust through expertise and avoid pushy sales tactics.
Here is a condensed summary of the main points from the text:
The narrator provides strategies for dealing with quick "no thanks" rejections when canvassing door-to-door. He states that once someone says "no thanks," the chances of turning that into a sale are low, but salespeople shouldn't give up. Instead, they should use it as an opportunity to develop confidence.
The first strategy is to keep them talking by diverting the conversation to a compliment about their home or interests. This makes them feel guilty for being rude. The second is to inject humor by asking silly questions. The third is to plead your case for why they should be interested based on helping neighbors.
The narrator stresses the importance of embracing discomfort instead of avoiding it, because pushing past discomfort is key for personal and professional growth. He recommends sales teams role play for practice to build confidence. Mastering objection handling also builds confidence to close more sales.