Pitches & Transitions
Build your own pitch and transition
Introduce the Problem
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
Delivering the Problem
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
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.
The Pullback
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.
Lead Generator Script
Below are examples on how to do an initial pitch.
Qualifying Questions
Are you the homeowner?
Breaking Preoccupation
Hi my name is ______________. I'm with VITL. Has anyone talked to you yet or have you see any of the projects going up?
The Problem
The problem with solar is that is made no sense. It was super expensive in the past. You had to put 10 or 20 thousand down. You had to stay in your house for over 20 years. Have a lien put on it, and a bunch of other ugly options. It didn't make sense for anyone. You've heard that, right?
The Solution
We have a new program where the homeowner doesn't pay anything up front. There is zero money out of pocket and you can move and sell whenever you want.
Where we make our money is we eliminate your utility bill that you ALREADY PAY and replace it with a sllar bill that NEVER goes up.