Solar Ray USA - Solar Training Academy
At Solar Ray USA we train many students per season, many of them looking to break into the solar industry as a new career path. One question we get asked all the time is, how do I learn all details in a short period of time. The answer is, we can not teach you all in just a few hours, but ongoing training over some period of time will make you a solar pro and take you to the level of a professional solar salesman.
What is their motivation in going solar? Maybe they are in it for the environment, financial benefits, energy independence, or even a combination of all three. Knowing your clients’ limitations and motivations can help you best tailor a sales pitch to fit their needs.
It is imperative to know any limitations the utility might pose on photovoltaic (PV) systems or if there are any specific requirements in your local area that might impact the install (think building, zoning and permitting requirements). Additionally, how does the incentive program work for their utility, do they have net metering? Let your client know you aren’t just selling them solar, you’re also an expert resource on local policies and incentive programs.
Whether it’s developed in-house or by a subscription service, a salesperson should be able to provide a proposal with a preliminary design for the client quickly. While talking to the customer would be best to give a proposal, but aim for within 24 hours at least if that is not possible.
While talking to the customer, set the expectation for when they will hear from you next. Be sure to return calls, messages, and emails quickly, the more responsive you are the higher the chance of closing the sale.
You should be prepared to compare the details of your financial analysis to a competitor’s. It is important to keep in mind that different companies use different factors in a financial analysis and you should be able to justify your choices and explain why they’re the most accurate.