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Listening skills are foundational when working with prospective solar customers. In Taylor Jackson's Psychology of Solar Sales course, learners build and practice an entire toolkit of skills and techniques based on research-backed psychology to elevate their sales process to better connect with clients, close more deals, and build a happy customer base that will enthusiastically refer more customers your way. If you're ready to take your sales teams to the next level, consider enrolling them in the Psychology of Solar Sales - https://lnkd.in/gKf8535c

Let's be blunt: most solar sales reps are doing it wrong. The stark contrast between a rookie solar salesperson and a veteran... 𝗜𝘀 𝘁𝗵𝗲 𝘁𝗶𝗺𝗶𝗻𝗴 𝗮𝗻𝗱 𝗮𝗽𝗽𝗿𝗼𝗮𝗰𝗵. While the novice rushes to pitch on Day 0. The skilled craftsman establishes trust by prioritizing education. Research unveils a game-changing truth: 𝗘𝗱𝘂𝗰𝗮𝘁𝗲 𝘆𝗼𝘂𝗿 𝗜𝗖𝗣 𝗮𝗯𝗼𝘂𝘁 𝘁𝗵𝗲 𝗲𝗽𝗶𝗰 𝘁𝗿𝗮𝗻𝘀𝗳𝗼𝗿𝗺𝗮𝘁𝗶𝗼𝗻 𝘁𝗵𝗲𝘆’𝗿𝗲 𝗮𝗹𝗿𝗲𝗮𝗱𝘆 𝗹𝗼𝗼𝗸𝗶𝗻𝗴 𝗳𝗼𝗿, 𝗕𝗲𝗳𝗼𝗿𝗲 𝗺𝗮𝗸𝗶𝗻𝗴 𝘆𝗼𝘂𝗿 𝗼𝗳𝗳𝗲𝗿. 𝗔𝗻𝗱 𝘁𝗵𝗲 𝗹𝗶𝗸𝗲𝗹𝗶𝗵𝗼𝗼𝗱 𝗼𝗳 𝘁𝗵𝗲𝗺 𝘀𝗮𝘆𝗶𝗻𝗴 “𝘆𝗲𝘀” 𝘄𝗶𝗹𝗹 𝗶𝗻𝗰𝗿𝗲𝗮𝘀𝗲 𝗲𝘅𝗽𝗼𝗻𝗲𝗻𝘁𝗶𝗮𝗹𝗹𝘆. So teach your ideal customer something about the result they desire first. And you'll watch their resistance melt away like ice in the Sahara. 𝗜𝘁'𝘀 𝗮 𝘀𝗹𝗼𝘄 𝘄𝗮𝘆 𝗼𝗳 𝘀𝗲𝗹𝗹𝗶𝗻𝗴—𝗯𝘂𝘁 𝗶𝘁'𝘀 𝘆𝗼𝘂𝗿 𝗲𝘅𝗽𝗿𝗲𝘀𝘀 𝗹𝗮𝗻𝗲 𝘁𝗼 𝗺𝗮𝘀𝘁𝗲𝗿𝘆. Build a relationship first by addressing your prospect's deepest desires. And soon you'll be harvesting a windfall of sales. Remember, in solar sales, knowledge isn't just power—it's profit.

Are you wondering whether to use solar-shared leads or generate your own exclusive solar leads? Here's some insight: The answer is simple: you should do both! However, if you don't have a system in place, your shared lead list will be a waste of time and money. Calling thousands of shared leads all day is not feasible, especially since these leads are often frustrated with cold calls from other solar reps who purchased the same leads from the same vendor. Instead, consider generating your own exclusive leads. These are real-time, warm leads who opted in because of your offer. These leads are much more likely to convert into sales. In conclusion, utilizing both shared and exclusive solar leads is the best approach. Just make sure you have a system in place to effectively manage your shared leads and prioritize your exclusive leads.

Solar sales- how do you know when it's the leads or the people? Easy. If your people are getting to sit for the appts- it's the people. Leads will blow your setting team off FAR before letting the appointment happen. If the appointment is happening, it's the sales processes failing.

How do solar companies tackle their referral programs? Members of our sales team and our CEO delved into the heart of Intersolar North America and Energy Storage North America to uncover the challenges faced by the industry. Landon Taylor, Cameron Deere, Davis Allen, and Chase Blazer chat about some of the common themes: 🔄 Overreliance on busy salespeople, leading to a cumbersome process. ⏳ Limited time and internal resources hindering effective program management. 🚫 Neglecting to collect or ask for referrals altogether, lacking prioritization. The good news? Snoball can alleviate all these referral pains. Snoball offers an automated referral process that simplifies the ask and nurtures referral prospects effortlessly. If you are ready to learn more, reach out to our dynamic sales team and explore how your company can seamlessly generate referrals 👉 https://lnkd.in/gA588rPi #SolarReferrals #Intersolar #AutomatedReferrals

Remote selling has forced us to rethink many aspects of the commercial solar sales process. But one thing that doesn't get enough attention is appointment setting. If you do it right, your calendar will be packed with meetings with high-quality leads. If you do it wrong, you'll be spinning your wheels and getting nowhere. Here are a few things I've learned over the years that can make a big difference: 👇

Are you tired of waiting months to close a sale in the solar industry? Here are the top strategies to help you close deals faster: 1. Know your customer inside out. Research your customer's needs, pain points, and motivations before the first meeting. This allows you to tailor your pitch to their specific situation. 2. Build relationships first. People buy from people they trust. Take time to build a rapport with your prospect before diving into the sale. Offer them value in the form of educational resources or industry insights. 3. Simplify the process. Don't bog your client down with unnecessary details or confusing jargon. Focus on the essentials, how your solar solution can help them, and the simple steps to get started. 4. Make it urgent. Create a sense of urgency by highlighting the cost savings, environmental impact, and incentive programs that are available. Also, provide a clear timeline of the project to show that time is of the essence. 5. Follow up effectively. Persistence is key to closing deals. Follow up promptly, and don't be afraid to ask for the sale. If your prospect says no, ask for specific feedback to improve your pitch. By following these tips, you can accelerate your sales cycle and close deals faster. #salestips #salessuccess #salesskills #salesstrategies #salessecrets Wish your money worked harder than you? 💸 Discover the key. 🔑 I'll show you. DM for more details. 💬

Did anyone catch the solar eclipse yesterday? The solar eclipse reminds me very much of a one-off sale. For those of you whom are unfamiliar with one-off sales, think of it as selling an offering once which cannot be replicated or sold again. A one-off sale can be large or small, but in its entirety, is it worth it? NO! The problem with one-off sales is not being able to take what you sold and replicate it again. In any saleperson's arsenal, the ability to take past performance of an offering, then use it as a trust-building and credibility tool for the next customer is helpful in closing net new business. Especially in enterprise sales where past performance can set you apart from the competition. You cannot do this with a one-off. Also, consider the time and effort put forth making a one-off sale. Typically, given one-offs cater to unique customer use cases, they are highly customized, requiring additional time and effort by your business, i.e. internal stakeholders, to make it happen. And this is not considering the entire sales cycle itself. In the short-term, one-offs seem appealing because it's revenue to your company and money in your pocket. However, as with any sale, it takes time and you want to think more long-term viability and success. You will not get either with a one-off. Sell intentionally! Sell with the knowledge of what you are selling can be replicated with multiple customers. And sell knowing what you have sold before can be used as a tool to help you close more sales with new customers. Happy Tuesday!

There are 8 words we use at Ipsun Solar that perfectly summarize our sales philosophy. Curious which ones? Find out below

I got a cold call from a solar salesperson yesterday, and it was bad. Me: "I'm not interested at this time. Thank you for the call." Him: "OH, what? You're not interested in saving money?" Me: 😐 His response to my objection was aggressive in tone, and made me feel like he was trying to make me feel dumb for objecting. Of course, I'm interested in saving money. That's not the root of my objection. After we hung up, I blocked his number. 😬 If you were his sales manager, what would you say to this guy? Here's the advice I'd give him: 1. Respecting the Prospect's Time: Instead of pressing forward after I expressed disinterest, the salesperson could have acknowledged my current situation and proposed scheduling a more convenient time to discuss further. 2. Addressing Objections Professionally: Rather than dismissing my objection, trying to guilt-trip me into continuing the conversation, or trying to make me feel ...stupid? I'm not sure why he asked that question that way. But it was off-putting. 3. Strategic Discovery Call: During the initial conversation, he could have aimed to uncover specific pain points or challenges that I was facing, which solar energy (specifically his product) could address. We get 310 days of sun and solar is something we're interested in down the road. We will not be using that company when it's time. ☀ #salescareers #salestips #sales #salescoaching