Ideas on how to sell solar
I have a couple of ideas that have been proven successful in
selling solar. First of all, you need to
find out what the customer needs in a solar system. Why they are considering it, what the goals
are. Most of us are good at guessing,
based on our own experiences and feelings.
That is not the way to decide how to present your solar solution, based
on your thoughts and ideas. The best way
is to find out what the customer would like to see, and present your solution
to meet those needs and wants. You have
heard of the golden rule: do onto others as you would have them do unto
you. There is a platinum rule: sell unto
others as they would want to be sold to.
None of us are wired exactly the same, so we must act
quickly to determine who we are talking to.
There are at least 4 personality styles, we discussed these in the solar
training you attended. There is the
Dominant type, the take charge person.
They only care about results: how much, when? There are the Influencers, the talkers, the
emotional types. We, I mean they, are
upbeat, positive, and care about relationships, what people think of them. We also have the Conscientious types, the
ones who want to know each and every detail.
They want to know how the product will be installed, how long it takes,
who will be there, when we can begin to use the sun to power our TV. We also have the Steady types, the ones who
are supportive, they remain in the background, getting the details done. They want assurances and guarantees that the
system will do what you said.
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So how do we sell each style?
The Dominant person wants to make
decisions. Don't ask him how the
vacation went, ask him when he would like to start using the sun to pay part of
his utility bill. The Influencer has a
hard time making a decision. They will
try to drift, they love to talk. Keep
them on target, stay focused. Let them
know the family and friends will love the fact they are helping to save the
planet. The Conscientious person needs
to see details spelled out. They want to
know what sort of training your employees have had, and if you have a license
and insurance to do this kind of work.
The Steady person realizes there are two reputations at risk, yours and
theirs. Before they recommend you to do
the work, they want to know you have done this type of project before, and have
a complete staff to be sure no problems will arise that can't be solved. Warranties and guarantees are also real
important.
Back to where we started.
Use the questioning process to determine what the customer wants and
needs. Now show how your company, the
products you are looking at, and your unique installation will do exactly what
you said they will do. Then show them
how easy it is to proceed. Ask a closing
question. This is not a closing question:
Well, what do ya think? That is not
going to move the customer into action.
They may respond with a snippy remark about health care. So ask something like this: When would you
like to start lowering your carbon footprint?
When would you like for the sun to take over the majority of your
electric bill? Questions that ask for
action, and an order. |
Thanks for listening.
Now, if you want more information and answers to almost any
questions on
sales, marketing, advertising, engineering, even business questions,
join the
Solar Roundtable www.serviceroundtable.com/SIP when
you come in under my name, you save half off the first month's fees. $25 instead of $50. No long
term commitment, month to month. A bargain.
--------------------------------------------------------------- JIM HINSHAW President Sales Improvement Professionals Inc. Phone: (602) 369-8097 Email: JimHinshaw@SipTraining.com Web: www.SipTraining.com
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