What I'm about to explain to you is what any successful solar
residential or commercial people own and separates great professionals from the
merely average.
In order to uncover the buying motivation
behind a client we can frame solar to best suit their needs and that is the
ability to listen and answer the clients’ questions.
1) Ask questions and listen to prospects
answers like a Doctor does. We know they ask open-ended questions. You are the
Doctor and your prospect is your patient that you have to uncover and posses.
Diagnose what ails your patient, you have to draw him out so you can diagnose
what he wants and needs. The benefit of this is going beyond answers like 'Yes"
and "No" which go beyond simple answers. If you ask him the right way
and then listen to the prospect, he will tell you he's buying motivation
straight away. This will demonstrate how solar can meet the prospects needs so
the answer can come.
Examples of Open-Ended questions
1) What goals do you want to accomplish by
going solar?
2) How long have you been thinking of
going solar?
3) What prevented you from doing this
earlier?
4) What do you know of the cost of owning
a system?
5) What kind of return do you think solar
can provide for you?
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For more advice first subscribe, comment and email me at miko@solarstar.co.za
Excellent and helpful post… I am so glad to left comment on this.
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