Course description
This course launches February 2023. Get $510 off available only for the first 50 registrations. Use the discount code - sales2023. We intend for the course to offer NABCEP accreditation hours, pending review by NABCEP
Solar clients are irrational! But that doesn't mean clients are unpredictable.
By understanding human nature, the psychology of decision making, and influence really works, anyone can reliably become better at selling solar.
The Psychology of Solar Sales shows you how to apply ten key principles from the the science of psychology to the solar sales process to generate more agreements and turn satisfied clients into your biggest marketing engines.
The course also covers technical information that you need to master to be able to succeed as a sales consultant, including how systems are designed and installed, as well as solar incentives and financial mechanisms and more. As the course covers these topics, it focuses on how to relate the technical to the personal. There's only one part of the sales process that will never change - human nature and human psychology.
How do you know what financing option you should recommend for a client based on their motivations and concerns? How do you educate a client about their utility bill without their eyes glazing over? How do you discover and build on your client's motivations for considering solar?
The evergreen skill of solar sales is actually very basic: how do you influence clients to go solar?
It’s simple, but somehow, most solar sales courses never answer this fundamental question.
The foundation of the course is teaching you ten experimentally validated principles of psychology - principles that have been verified through numerous scientific studies - and how they can impact the solar sales process. However, this isn’t just an academic or theoretical exercise. With every psychological principle, the course walks you through common, real world examples of how you can apply your newfound knowledge to improve client interactions. Once you understand these principles, you’ll see them in action everywhere in your everyday life, and you’ll be able to use them to help you overcome any roadblock you encounter in selling solar systems in your market.
Additional Topic Areas Covered:
The life cycle of a sale from start to finish, from an initial sales call to proposal to post-install referral call
Sample scripts for every type of client communication
Residential system design and construction, including all of the major components
How to explain what each component does for your client, and the advantages and disadvantages of different approaches
How to deep dive into utility bills, usage, and net metering
How to size a system that's right for your client
How solar systems are financed, sold, leased, or PPA'ed, including tax credits and incentive structures
The most commonly asked client questions and how to address them
You’ll leave this course with the technical background and communication skills you need to take advantage of every interaction with a client, close more deals, and create a referral network of happy clients.
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