Solar At Scale - Solar Closer Mastery

3. Sales Philosophy

3 Cs of Sales

The 3 Cs you need to ensure you follow throughout your sales process to maximise success.

Certainty in YOURSELF

Certainty in yourself is about being certain of your value and what you bring to the table.

It’s not about being certain that you can sell to everyone or being certain that you know everything. It is about being certain in your ability to figure it out.

Conviction on the OFFER

This is about being convicted of the thing you’re selling. Conviction will close more deals for you than any sales training ever will. If you genuinely believe that the product you are selling is, in the words of Jordan Belfort (The Wolf of Wall Street), “the best thing since sliced bread”, it will be perceptible by the prospect, and you will be able to close deals even without following the script or any sales training.

CURIOSITY about the PROSPECT

Ten people may buy solar, but they will have ten different reasons. Once you master the art of asking skilled questions to help you understand the prospect’s reasons as to why they may want to buy what you are selling, you will close more deals than you ever thought possible.

The frame of the sales process should always be one of they should convince you that this is the right thing for them, that they want it and that they are willing to do what it takes to have it NOT the other way around.

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