Solar At Scale - Solar Closer Mastery

4. Strategy Session

Mindset of Closing

Principle 1: Cool, Calm & Collected

You’re very certain in yourself and not overly excited. Very composed in the way you carry yourself and speak, but still warm and able to connect with the prospect. Imagine a Therapist. That’s what you want to be like.

You have a very high Emotional Quotient (EQ). Meaning that you have very low reactivity (e.g. if someone starts to yell at you, you can maintain your composure instead of yelling back.) It also means you’re able to keep a poker pace when things are going your way as well, such as if the prospect says they want to go ahead instead of rushing the process, you still take the appropriate time, and you are still getting them to sell you, not the other way around.

Principle 2: WE are the prize

Top salespeople know that if you can position yourself in a way where the prospect is qualifying themselves to you. Be the BUYER not the SELLER so to speak.

Principle 3: Who you are speaks so loud that I cannot hear what you say

He who asks the questions is in control of the conversation

The Offer is a “No Brainer”

“I’m not selling anything”

The curiosity on whether the offer is suitable for this particular PROSPECT

“Good salespeople can sell. Great salespeople make people want to buy”

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