5 Closing Methods to Help Your Solar Sales Team Succeed
The art of selling sits at the heart of every business. So, for your solar business, you want to ensure that your sales team is fully equipped for their task. As solar marketing experts, we take you through the 5 closing methods to help your sales team succeed. We also give you some bonus tips at the end to help you convert your commercial solar leads.
Sell Solar Panels on Power Not on Price
Competition is already stiff in the solar industry. It feels like a new solar installer enters the market every week. So, while it might be tempting to compete on prices, you might be playing a losing game. Solar prices are already falling, and there is no need to hasten their descent. Rather than battling with your competitors on price, focus on building value in your solar services. Train your sales team to provide value to your prospects instead of focusing solely on making sales. Train your staff on how to show their expertise to prospects and how they will take care of them after installation. Let your sales team know that consumers are not necessarily looking for the cheapest solar. They are looking for great quality value, and if they give them that, they will choose your solar company over the competition every time.
Create a Sense of Urgency
Going solar is already a sense of urgency for some solar customers. What is more urgent than a looming global threat of climate change anyway. However, even the most loyal green customers could use some encouragement and a little incentive to take immediate action. For instance, you can give your sales team the go-ahead to offer a small, limited-time discount. In the months of fall and winter, a sense of urgency can come from the fact that solar installation lead times are shorter. Who does not want a good deal? Tax incentives will expire, and net metering policies will change. If you train your sales team well, they will surely find a way to finely build a sense of urgency in their pitch, despite the timing.
Ask Questions, Then Ask for the Close
Many solar salespeople fail at closing the deal because they spend too much time talking and not enough time listening. Many customers hate the feeling of being sold and like buying. You will find that every customer has their objections and set of reasons for not going solar. Understand what your client desires to achieve by going solar, and show them how your solar will help them meet their needs. Overcome their objections by providing honest, simple answers that show the value of going solar. If you do all these things, closing the deal will be as easy as asking.
Get Smaller “Yesses” Before Going for the Big “Yes”
Let your sales team use the sales process to establish a common ground. Let them get a series of yesses. Yes, solar will help you save money. Yes, solar will add value to your home. Yes, climate change is a serious issue. Yes, fossil fuel prices will increase over the long term. Therefore, you want your sales team to try to get prospects in the habit of agreeing with them. This way, when the time comes to pop the big question, they will already be nodding their heads.
Attempt Multiple Trial Closes
Trial closes are the most important keys to sales success. However, many salespeople don’t understand how to use them effectively. Thus, your sales team needs to be aware of this technique. From the minute a sales meeting or call begins, the end goal is to close the deal. So, if the meeting is meant to be an hour long, do not wait until minute 55 to attempt a close. Trials closes should be attempted multiple times throughout the meeting. The goal of a trial close is partly to close the deal as quickly as possible – if possible- and also to identify all objections that the prospect has. This way, they can be addressed before the next trial close. Attempting multiple closes throughout the sales meeting helps ensure that by the time the meeting is winding down, there will be few objections to deal with. A final loss attempt will have the highest chance of success.
To make the closing process easier, your sales team can use modern sales technology like customer resource management tools. These tools will give your sales team a competitive edge when it comes to closing. Providing them with as much information as possible before a sales meeting. This means information on any objections left unmet and information on what kind of closing technique works in a similar situation or on a previous sale. This way, your salespeople will go into meetings fully informed.
Prequalify Your Leads
A faster way to qualify your codes is to prequalify your leads. Despite its newfound popularity, not everyone has warmed up to solar. So, it is important to do your due diligence as you would with any other product to find people who are more likely to entertain a conversation. If red flags come up, you can save yourself some time and move on to the next prospect. You can even use solar marketing experts like Solar Exclusive to get pre-qualified leads and preset appointments.
Ready to Take Your Solar Sales to The Next Level?
Following the above tips will take your solar sales through the roof. Training and empowering your sales team will ensure they deliver the best results. Do you want to make your solar sales team work easier? You can do so by getting them highly qualified, pre-qualified leads from Solar Exclusive. We are a solar marketing agency that focuses solely on solar and helps solar companies get commercial leads. So, you can bet we know the ins and outs of solar marketing. We know what works and what doesn’t. Talk to us today, and we will elevate your solar business.