Four Things That Will Help Your Business Improve Solar Sales

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September 6, 2016 | By RGR Marketing Blog

The Solar Panel Sales Game Has Changed

In the old days, the sales game was considerably simpler than it is today. Salespeople presented products and then led customers down a path toward the sale. In those days, success was dependent upon the salesperson’s ability to lead, or steer the customer. These days, your potential customers are less likely to sit through a traditional presentation, less likely to allow themselves to be pitched, and even less likely than that to be led toward the sale.

Today’s more sophisticated consumers are far more likely to respond to a sales presentation that is more like a conversation—a two-way interaction that feels like a real give and take. Customers want to be listened to, they do their homework, and they have real questions that they want addressed as a part of a collaborative sales process. They want a solution to their problem.

In the case of solar sales, their problem may be expressed as a need to do their part in the fight against climate change, or it may be expressed as a need for relief from unstable energy prices. Regardless, your solar sales team has to be prepared to close the deal: here are four ways that you can help them to do just that.

1 – Preparation, Preparation, Preparation

The sales process begins at the office. Whether we’re talking about qualifying prospects, building community around your brand as an installer through content marketing and social media, or just providing the sales team with the education they need in order to have an informed conversation with potential customers, the sales process doesn’t begin at the beginning of the pitch.

The sales process begins in the preparation, ensuring your sales team knows everything there is to know about solar power.

2 – Build Rapport With Potential Solar Customers

Once contact with the potential solar customer is made, the most important thing a salesperson can do is to build rapport through real two-way conversation with the potential customer. Without true rapport, the solar sales process cannot advance toward closing.

3 – Offer Solutions When It Comes to Solar Power

During the conversation with the potential customer, the successful salesperson will continually steer the conversation toward illuminating the consumers’ pain points, offering their solar services or products as the best, most immediate, or most cost-effective solution to their problems.

4 – Be Persistent and Patient

Lastly, understand that pushing for a close on the first visit may be undermining your ability to ever close the deal. For big decisions such as purchasing and installing a solar power generation system, customers will need time to think, research, and evaluate all aspects of their decision.

Follow up with them consistently but gently during this period. The point isn’t to pressure them, but instead to keep your company fresh in their minds when they’re ready to pull the trigger on a new solar power system.

They Have a Problem You Can Solve With Solar

These days, the value proposition behind solar is very simple, profound, and compelling. Unfortunately, poor salespeople from competing installers, and the first pass of the industry ten or more years ago may have left your potential customers with bad information, a bad taste in their mouth, or both.

Remember that they have a problem or problems (rising energy costs, climate change, etc.) that you can solve with solar. Be prepared to build rapport patiently, and the rest should fall into place.

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The Solar Panel Sales Game Has Changed

1 – Preparation, Preparation, Preparation

2 – Build Rapport With Potential Solar Customers

3 – Offer Solutions When It Comes to Solar Power

4 – Be Persistent and Patient

They Have a Problem You Can Solve With Solar

Start making more
money today!

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The Solar Panel Sales Game Has Changed

1 – Preparation, Preparation, Preparation

2 – Build Rapport With Potential Solar Customers

3 – Offer Solutions When It Comes to Solar Power

4 – Be Persistent and Patient

They Have a Problem You Can Solve With Solar

Start making more money today!

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