Saturday 31 October 2015

My Useful solar sales tips

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 

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