Closing Techniques For Successful Solar Sales Teams
Over the last couple of decades, the solar industry has witnessed tremendous growth alongside falling prices. Both homeowners and businesses are increasingly flocking towards solar energy as a renewable and climate-friendly alternative to meet their energy demands.
Due to this, the solar industry is fast becoming competitive, and solar sales teams are struggling for a share of the pie. Whether you are competing with rival solar companies or focusing on converting skeptical buyers, there are some tips and tricks that solar sales professionals can learn and execute to achieve success.
Read on to find out the top closing techniques that every successful solar sales team needs to adopt.
Tell Customers What They Want To Hear
First and foremost, you need to present your potential buyer with a compelling proposal. You can make use of a solar proposal template to highlight your company’s value proposition, product and services quotes, proposed timeline, and success stories. This is a great way to rope in a prospective customer through a compelling and comprehensive pitch.
Use the proposal to focus on building a case for installing solar panels by approaching each customer differently. As a sales rep, it will be your responsibility to gauge what the customer is looking for and ensure them that you and your company are the answer. Whether it’s cost concerns or quality doubts, you need to make an on-spot assessment of what the customer is most concerned about and address that first.
All this means that you have to have extensive knowledge so that you are ready to answer all their concerns in layperson terms. Initially, avoid dumping too much information and instead, focus on building your case step by step.
Highlight Unique Company Offerings
After making the case for solar energy and addressing topline concerns, you need to highlight how your company is different and better than its competitors. You will want to focus on the company’s reputation and experience in this field.
This is the part where you explain how your company will add value. From offering customizable options to special discounts, you need to make the client feel that they are gaining more benefit from the overall purchase of your solar energy product.
You should candidly ask them their budget and make them believe that you and your company want to accommodate them. Help them realize the various incentives they will receive by opting for your company, such as competitive pricing, innovative technology, warranties, and remarkable customer service.
Focus On The Big Picture
When making a successful sale, you need to follow the ABM principle, which refers to ‘always be closing’. This allows you to keep revisiting your main goal while disclosing vital information in a way that speaks to the buyer.
A great way to do this is by creating the need for solar power. Emphasize the many benefits of solar energy, such as an increase in property value, tax incentives, and low energy costs. You can also explain how it is environmentally friendly and a better option for the planet.
Another way to focus on the big picture to create a sense of urgency for installing solar power may involve offering special limited-time discounts that may incentivize prospective buyers to jump right in.
Build Trust
Since your customers are making a big investment, you need to establish trust between them and your company.
Allow them to be part of the design process, assure them of any potential complications, and offer solutions to any future problems. You may even build trust by offering a flexible payment plan if your customer is unable to make an upfront payment.
You can also present testimonials and offer them concrete numbers on how much money they will be saving and their overall return on investment.
Actively Listen To Customer Needs
Lastly, you want to make sure that you also listen to customer needs throughout the process. Ensure that you communicate honestly and answer their questions and concerns patiently and professionally. This is what will set you apart from many other sales teams.
The goal is to make the customer feel confident in your company and the product, which requires you to address any and all concerns they might have regarding solar power.
In Conclusion
For a successful closing, you need to constantly adapt to client needs and requirements. Avoid relying on a particular textbook closing method and build the ability to anticipate customer needs and engage proactively.
We hope these tips and tricks will help your solar sales team to build meaningful relationships with customers and boost sales and revenue for your company.
