Pitches & Transitions

After you have their attention, explain why you are there.

• The goal of the script is to identify the main objections a customer may have.

• Get the objections out of the way and get the customer to agree with you and they will wait for you to present a solution.

  • Expensive

  • Leans

  • Problems with moving

  • Problems with power company

Solar when it is mentioned it is embedded with problems.

The problem with solar is... (no pauses with concerns)

• Each problem has a bunch of intensity behind it.

• Make sure you really get passionate about the problems with verbals and non verbals.

• Each problem you pause and give emotion, how it didn't make sense.

You have heard all of that before right (with head nod)?

Then present the solution

We are going to introduce the solutions

Come in with passion on how you solve the problems and how these solutions that has allowed everyone to go solar.

• New program allows customers go solar with no money out of pocket, as the home owner you don't have to pay any cash up front, we are not changing your budget and you are not investing in anything at all.

• Does not matter how long you live in your home.

Where we make our money is...  (Tell them where you make the money to gain trust.)

• • We are going to put you into a better position where you are already spending the money.

  • You are going to be paying a different company money instead of the utility company.

  • You are already spending money and now you can spend it better.  It is more guaranteed.  Better for you budget.  

When you are presenting them value you enter the salesperson category.

• Anytime you provide value you use a pullback to halt it.

• Now my job right now is just to set appointment to see which homes could qualify because not every home does.

• A lot of home owners are taking this option because it has solved their problems too.

• Lets pause and let me show you what the next steps are to see if this can even work for you.