Try to get them emotional
"What is it about these bills that worries you?"
What other issues does that cuase?
How will doing solar help fix that?
What if I want to remove the panels?
"If you wake up someday and want to remove them for no reason, as long as the company is abiding by the warranties and guarantees, monitoring, maintaining and insuring the system, there’s no reason to. But if they’re not abiding by them, you have a right to have them removed."
3 Question Close
1a. "Can you see how this will be a benefit to you and your family?"
1b. "Between these options, which one is the best fit?"
2. "Can you tell me why?"
3. "Can you see any reason why this wouldn’t work for you?"
Objection: I have to think about it
"Mmm, I have to think about it. I see. You know what?! Let’s think about it together. Yeah, let me pull up our notes here. So we went over a lot of benefits and questions here. It’s going to lower your rate of electricity from X cents to Y
cents and your payments from X in the winter, Y in the summer to Z all year around. Fixes it in so while Edison goes like this, yours is fixed in. We went over how it just transfers to the new owner should you sell and if they want to own it, they can. You just have an independent appraisal done on the system and add the value as a line item in escrow just like you would your refrigerator. You’re not taking out a loan and there’s no lien on the house. You had a few questions which we answered…now you say you’re 90% there 10% there or 90? Yeah, and most people that say they’re 90% there, they’re basically there. We’ve gone over all the info, answered all the questions and agree that it’s beneficial and it’s a good thing to do. Now, it is a long process, you’re not getting solar today, you have plenty of time to thing about it. What i recommend is we get the ball rolling because it IS a long process. What i find is that people that do need to think it over end up not finding the time to do it again because they think of it as a long process so they don’t need to think about it for a couple months and then they just forget or get busy. We’re here, we’re talking about it now and you have plenty of time to think about it so let’s just get the ball rolling."
3 Ways to Go Solar (not recommend for typical PPA type customers as there is no reason to unnecessarily give them options)
PURCHASE / CASH
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CASH 7-10 years to break even
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Expensive Long-term savings
LOAN
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5yr - 30yr loans
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No pre-payment penalty
LIEN
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Lien (problems with refi/sell)
PPA (Power Purchase Agreement)
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Fixed lower rate/payment
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No lien
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$1m liability insurance
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24/7 monitoring
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Production guarantee
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End of term options
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Hassle-free (monitor/maintain /insure/home sale assistance)