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Solar At Scale - Solar Closer Mastery
Solar At Scale - Solar Closer Mastery
1. Software Set-Up
Calendly
Close CRM
The Set Up
Adding Email Signature
Creating Phone Numbers
Statuses & Pipelines
Lead Statuses
Opportunity Pipeline
Custom Fields & Activities
Custom Fields
Custom Activities
Templates
Email Templates
SMS Templates
Reporting & Metrics
How To Guides
Leads and Contacts
How to create a lead
How to create a contact
How to merge leads
Calling & Auto Diallers
Making/Logging Calls
Automatic Diallers
Emails & SMS Messaging
Email/SMS Templates
How to Send Emails
Sending SMS messages
Workflows
Creating Tasks
2. Solar Product Knowledge
How Solar Works
Solar 101: A Guide To Buying Solar Power Systems
Why Solar is Different
Solar Batteries
Heat Pumps
Federal Govt Rebates (STCs)
Calculating STCs
Solar Victoria Rebate
Solar Panel (PV) Rebate
Solar for Renters Rebate
Solar Battery Loans
Hot Water Rebate
Approved Products
DNSPs
Grid -Connection Rules
3. Sales Philosophy
What is Sales?
The Basics
The 60/30/10 Rule
3 Cs of Sales
The Myth of Price and Money
Convincing vs Persuading
4. Strategy Session
Mindset of Closing
Product Training
Solar system size limits explained by state | Solar Choice
Consumption Monitoring
Switchboards
Solar Panel Brands
Solar Inverters
How to sell on OpenSolar
How to create the proposal & process finance
Proposal Request
Extra Charges
Financing Solar
Plenti
Humm
The Importance of Structure
The Intro
The Problem
The Solution
Future Pacing
Cost of Inaction
The Presentation
Gaining Commitment
Processing The Sale
RECORDINGS
LIVE EXAMPLE
5. Handling Objections
Logistical vs Fear-based Objections
Partner Objection
Money Objection
"Think About It" Objection
Negotiation
6. Completing the Sale
Applying for Rebates (VIC)
Solar Victoria Rebate
Solar Panel (PV) Rebate
Solar for Renters Rebate
Solar Battery Loans
Hot Water Rebate
Approved Products
Untitled page
3. Sales Philosophy
The Basics
The basics in this scenario are all about setting up a prospect correctly, presenting the offer correctly, and then gaining commitment to move ahead and process the sale.
Stage 1: Marketing / Outbound Call (Aged/Cold Leads)
Hook
Generated a lead or enquiry. This is about giving the prospect 1 - 3 key hooks about your product. For example:
Save 80-100% on your bills
Add an asset to your property
No net cost / Pays for itself - solar costs the same or less than what it saves them. (e.g save $100 per month, costs $100 per month)
Government Rebates / Government Funding
Renewable Energy - doing good for planet
Stage 2: Triage “The Problem Call”
Qualify / Disqualify
Qualifies and sets up the lead for the sales call.
Stage 3: Consultation “The Solution”
Close
Going deeper with the prospect and then getting a commitment on the right solution for them.
FKC: Friction Kills Conversion
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