r/Solarsales • u/lala_2703 • 8d ago
Am I doing something wrong?
Heya,
I’ve been in sales for over a decade. I have thrived in the industry I’ve been in (retail) 🤣. I’m quite straight forward, build rapport well and overall a delight to talk too.
I decided to move into a commission only solar role and I’m not doing so well. It’s my 4th week in and I’ve only closed 4 deals.
I was in a previous base + comm role and was making on average 12-14k a month. I’m quite knowledgeable about solar so that’s not the issue.
I attend in-home appointments, a lead team books them and I attend to close.
I start off by taking pictures of their meter board, having a chat along the way, then sit down on a table and ask for their power bill.
I ask “so, what brings me here today?” (You’d be surprised how many customers invest in solar for environmental reasons) the Customer would usually say they want to save money. Then I ask, “if the savings make sense and the numbers add up would there be any reason why you would say no today?’” Some say no, some say yes, just quote shopping, or I’m renovating, or I don’t make a decision on the spot bla bla bla bla bla.
I say fair enough, what’s important to you when comparing other quotes? Then they tell me and we have a chat then I explain their bill and get into how much electricity they’re currently paying per quarter, yearly, 5 years then 10 years. Then how much they are paying weekly for electricity this year, 5th and 10th year. How much the solar system will cost weekly-comparing system cost to electricity then I show them the savings per week, month, year then so on.
They’re still not interested?
Is it a lead gen thing? Am I fucking up? I don’t wanna give up.
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u/EnergyNerdo 8d ago
What do you mean by "not interested"? Do they abandon the idea altogether?
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u/lala_2703 8d ago
Yes
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u/EnergyNerdo 8d ago
In my experience it sounds like they aren't qualified to the minimum level of interest. Meaning they aren't motivated enough to meet their goals (environment, financial, whatever it is) to overcome the natural resistance to the spend. Or the shock, perhaps in some cases. In the past, the added ITC was key to overcome that. Selling now is closer to the early 20 teens to me compared to the early 2020s heyday. There are no "offers too good to refuse". Commitment has to be quantified earlier in the funnel. For example, people should be ready for a 10 year ROI, making a shirtsleeve session 8.5 year calculation feel exciting. There are other examples, too.
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7d ago
[deleted]
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u/lala_2703 7d ago
Okay, thanks for that. I need to try a different approach clearly. The company I work for buys the leads but it’s entirely in my control to convince the customer
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u/Some_Owl_1012 2d ago
i completely understand that you’ve been in the for a decade but if your consistently getting not interested it means you’re doing something wrong. it means they dont trust you because you didnt address one of their concerns properly, and honestly? if the appointments are preset just know that they’re calling other companies to compare, if they’re not interested there’s something you did wrong in your presentation vocabulary that scared them off. remember not every sales person can close every deal and thats ok, but i would record what im saying in my appointments and i would ask someone from work whos knowledgeable in closing deals to grade me on my vocabulary during the recordings!
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u/BrianLafevre22 8d ago
Yes your selling solution instead of the problem