SolarEducatedSolarEducated

Solar Education Specialist Owner

Personal Narrative

What is your sells style?

Are you the more aggressive type? Determined to get that signature today? Offering clients a deal but it's for today only?

Are you more passive? Encouraging clients to shop around and offer follow up appointments?

What works best for you? What are your techniques for either?

Me? I take the time to educated my clients on all solar, as it's complicated, a very new thing and can be confusing. I encourage clients to shop around. Even offer to help them compare their quotes. Break them down line for line and comparing offered equipment. I have let some deals go because their was an offer in front of them that I could not match. I hate losing a contract but i gives me so much more. This usually works for me. I am really selling myself. Gaining trust and respect. The solar industry has been tainted with shady companies and salespeople, so integrity in solar is very unique. Sadly.

Let's hear you sales style and why it works for you!

👑 Sales Strategy

💆‍♂ Mindset

10

24 comments

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looper1010

Celebrated Contributor

4

Solutions Specialist

Introvert therapeutic type.

I'm not the life of the party, not an extrovert, I dread small talk (but I can do it), not attractive (like most people in sales), not popular, not sporty, not pushy, and certainly not the smartest.

I find my niche by being a great listener; Ppl tend to open up their life stories to me (client or not). I'm sensitive to people's feelings and I'll do whatever it takes to help them, even if it's not me.

Which segways to my next trait. I enjoy "matchmaking" prospects, clients, co-workers, friends, businesses, and such. If I find someone with a need, I'll know exactly who they should talk with and make the proper introductions. This goes beyond prospects/work; it includes helping out friends/clients with jobs, references, funding, etc. It's not easy and it involves a lot of dossiers to keep track of and share, so each party has the right information and prepped.

Whatever you sell, most products will have copycats. If you're easy to work with, you'll most likely win the deal.

TLDR: I'm easy to get along with and I make it easy for other people to get along.

SolarEducatedSolarEducated

Contributor

1

Solar Education Specialist Owner

Perfect!

Justatitle

Big Shot

4

Account Executive

I Merp em then I derp em

CuriousFox

WR Officer

1

🦊

👀🍿

SolarEducatedSolarEducated

Contributor

0

Solar Education Specialist Owner

?????

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

My deals are done over a long sales cycle, so an overly aggressive style won’t work well, and doesn’t suit me anyway. I ask lots of questions, have as many conversations as I can with stakeholders across the company to best understand what’s valuable to them, and continually qualify as I go. I generally enjoy working with people, so building solid relationships serves me well. Being honest, transparent, and thorough serve me very well.

SolarEducatedSolarEducated

Contributor

0

Solar Education Specialist Owner

Honesty is always the best policy

TennisandSales

Politicker

1

Head Of Sales

this seems like a solid approach for you.

if they sign a contract with someone else, they will probably remember you when their rate goes up and reach out again in the future.

for me, I sell a Saas solution that is used across multiple departments. deals are long and drawn out. being transparent and educational the whole way is the only way to get it done in my world.

many of these ppl have never purchased a software like this before, being pushing never helps anyone

SolarEducatedSolarEducated

Contributor

0

Solar Education Specialist Owner

Sounds like patience is the key for you!

NotCreativeEnough

Big Shot

1

Professional Day Ruiner

I don't have much of a sells style. My sales style has always been to ask open ended questions, shut up, and let the person talk about their problems. Be a consultant to help end pain, not someone who just pushes product on them.

SolarEducatedSolarEducated

Contributor

0

Solar Education Specialist Owner

Love this!

sketchysales

Politicker

1

Sales Manager

Consultative selling is the only way imo. Allows you to give a proper solution and you'll keep the client for life

SolarEducatedSolarEducated

Contributor

0

Solar Education Specialist Owner

Agreed!

AnchorPoint

Politicker

0

Business Coach

Style? Process is more important. Discovery is everything.

SolarEducatedSolarEducated

Contributor

1

Solar Education Specialist Owner

I agree that discovery is everything! Know your client and that will determine how you present your product to them

Notmyrealname

Politicker

0

AE

Process is over rated. I see a lot of people getting their process wrong and continually fucking up because they trust the process

TechSalesQueen

Executive

0

Sr. Enterprise Account Executive

I disagree. If you're not seeing success using a process it's probably because you haven't mastered it or taken it seriously. I've been the top rep at every single company I have ever worked. And without a process you're just punching in the dark.

TechSalesQueen

Executive

0

Sr. Enterprise Account Executive

I've met folks who could teach a phd level course on the sales process. all of the various ones we probably are familiar with. If they lack the ability to be human and forge real connection and trust with their prospects they're useless.

mitch_n_murray

Valued Contributor

0

Closer

I have Luca Brasi hold a gun to their head and assure them that either their brains or their signature will be on the purchase order.

SolarEducatedSolarEducated

Contributor

1

Solar Education Specialist Owner

Maybe a bit harsh!

TechSalesQueen

Executive

0

Sr. Enterprise Account Executive

Rewording this: Are you a used car salesman who uses fake deals to avoid having to learn how to sell using actual value connected to a verified pain from your prospect? Or are you a professional seller who knows the gimmicks and bullshit are for amateurs and what sets a SELLER apart from a used car salesman is that sellers, actually know how to sell. And the used car salesman technique is best reserved for a performance in the fucking circus.

SolarEducatedSolarEducated

Contributor

0

Solar Education Specialist Owner

I could not agree with you more! I am proud to say that I am the professional seller who is actually writing a book for homeowners. In my industry sadly there have so many bad apples that has tarnished the business that this is truly needed. It's to arm the homeowner on what they need to know when that "used car salesperson" comes knocking on their door. If I can't change the salesperson I will change the homeowner so they can protect themselves. Yes, I know this will piss off many "used car salespeople" in my business but I don't really care!

TheMamba

Contributor

0

Enterprise Account Executive

The Ben Franklin Close is always helpful when they are on the fence, or not agreeing over a price issue/sticker shock.

I have a 4-5 month deal cycle. Essentially, I will sit down with them, and have them write down ALL of the pros and cons we can think of together. It's important when they are writing pros, I am proactively adding more to the list for them to write, and when they are writing cons, I am quiet, listening, and not adding to this side of the argument.

The ideal ending point is to have 2-3 times more pros than cons on that side.

Also, when the client is negotiating, and the price is the issue, it's a good method to call out the price variance. if the product costs $40,000 and they are at $29,000, it's no longer a conversation about $40K, its a conversation around $11K, where I am just negotiating the gap.

How much value do these pros bring vs. the cons. That is what helps me out.

It does also come from a Challenger-style perspective. You need a bit of vision, and a very good analysis of their use case to handle this.

SolarEducatedSolarEducated

Contributor

0

Solar Education Specialist Owner

Love this!!! Thanks

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