The Psychology of Solar Sales - How to Win Deals and Influence the Future
About this course
- Downloadable sample scripts with commentary on how the principles can be applied
- Video script walkthroughs with simulated client conversations
- How to sell (or sell against your competitors) when explaining roof attachments, racking, modules, and inverters
- The most common client objections and examples of how to address them
- Psychological strategies for converting your signed clients into long-term referral engines
Ready To Sign Up Today? Click Here to Enroll
Course outline
12 modules • 124 assignments • 19:11 hours of video lectures
Welcome • 2 assignments
Orientation Materials
- Set up email notifications and your student profile
- Introduce yourself on the discussion board
Module 1 • 6 assignments
Big Picture Introduction
- 1 Course Introduction and How to Learn Material Faster Using Psychology (49:11 minutes)
- 1 Course Intro Slide Deck
- 1 Psychology of Learning Quiz
- 1 Course Materials Quiz
- Optional: Provide Feedback on Lesson 1
- Connect on LinkedIn
Module 2 • 5 assignments
Introduction to Unit 2 - The Principle of Framing
By understanding the principle of framing, solar sales consultants can master the most foundational skill of influence - nudging clients toward greater understanding and better decision making with compelling stories, frames, and analogies.
- 2 How Storytellers Rule the World - Understanding the Principle of Framing (52:14 minutes)
- 2 Framing Slide Deck
- 2 Framing Quiz
- 2 Deliberate Practice: Connect to Client Pain Points with PVAS - Pain Value Action Significance
- Optional: Provide Feedback on the Framing Lesson
Module 3 • 17 assignments
From Pushy Salesperson to Trusted Expert - Connecting with your Client
- 3 The Principle of Liking: Why Influence Starts with Curiosity, Warmth, and Common Ground (39:03 minutes)
- 3 Liking Slide Deck
- 3 Liking Quiz
- 3 Deliberate Practice: Reversals
- 3 Deliberate Practice: Crafting Great Compliments
- Optional: Provide Feedback on the Liking Lesson
- 4 The Principle of Reciprocity - Climbing the Ladder of Client Trust (50:38 minutes)
- 4 Reciprocity Slide Deck
- 4 Reciprocity Lesson Quiz
- 4 Deliberate Practice: Framing a Favor
- 4 Deliberate Practice: Upfront Contract
- Optional: Provide Feedback on the Reciprocity Lesson
- 5 The Principle of Authority: How to Become Your Client's Solar Guide (43:44 minutes)
- 5 Authority Slide Deck
- 5 Authority Quiz
- 5 Deliberate Practice: Building Trustworthiness By Admitting a Lesson Learned or Weakness
- Optional: Provide Feedback on the Authority Lesson
Module 4 • 18 assignments
Client-Centered Sales - The Psychology of Listening
The end result is clients who feel heard, who know why solar is a good fit specifically for them, and who are much more likely to be spread the good word as long-term referral engines.
- 6 The Principle of Loss Aversion: The Counterintuitive Science of When 100 = 200 (48:58 minutes)
- 6 Loss Aversion Slide Deck
- 6 Loss Aversion
- 6 Deliberate Practice: Skillful Listening
- 6 Deliberate Practice: Uncover Client Anxieties
- 6 Deliberate Practice: Mitigate Risks and Redirect Anxiety
- Optional: Provide Feedback on the Loss Aversion Lesson
- 7 The Principle of Consistency: How Our Identity Makes Our Decisions for Us (44:25 minutes)
- 7 Consistency Slide Deck
- 7 Consistency Quiz
- 7 Deliberate Practice: "Pose a Hypothetical" & "Reference a Commitment"
- Optional: Provide Feedback on the Consistency Lesson
- 8 Cognitive Dissonance: And How to Change the Stubborn Mind (39:04 minutes)
- 8 Cognitive Dissonance Slide Deck
- 8 Cognitive Dissonance
- 8 Deliberate Practice: Validating a Problematic Belief
- 8 Deliberate Practice: Sidestep Method
- Optional: Provide Feedback on the Cognitive Dissonance Lesson
Module 5 • 24 assignments
Guiding a Client with Compelling Stories - The Psychology of Universal Motivators
- 9 The Principle of Social Proof: Calming Client Anxiety by Leveraging The Influence of Others (43:02 minutes)
- 9 Social Proof Slide Deck
- 9 Social Proof Quiz
- 9 Deliberate Practice: ISS Method (Identify Anxiety, Social Proof, and Similarity)
- 9 Deliberate Practice: Reduce Pressure
- Optional: Provide Feedback on the Social Proof Lesson
- 10 The Principle of Unity: Leveraging The Impact of Being “One of Us” (47:30 minutes)
- 10 Unity Slide Deck
- 10 Unity Quiz
- 10 Deliberate Practice: 4S Method for Unity
- Optional: Provide Feedback on the Unity Lesson
- 11 The Principle of Scarcity: Bringing the Future into the Present (46:00 minutes)
- 11 Scarcity Slide Deck
- 11 Scarcity Quiz
- 11 Deliberate Practice: Scarcity, Competition, and Insider Info Stack
- Optional: Provide Feedback on the Scarcity Lesson
- 12 Framing The Hero's Journey: Using Psychology to Awaken your Client’s Inner Hero (45:51 minutes)
- 12 Framing the Hero's Journey Quiz
- 12 Framing the Hero's Journey Slide Deck
- Optional: Provide Feedback on the Hero's Journey Lesson
- Unit 1 Deliberate Practice: Choose Your Method(s) for Handling Client Anxiety
- Unit 1 Deliberate Practice: Choose Your Method(s) for Building Client Motivation
- Unit 1 Deliberate Practice: Choose Your Method(s) for Guiding Your Client in a Competitive Scenario
- Unit 1 Deliberate Practice: Choose Your Method(s) for Building Referrals
Module 6 • 19 assignments
Unit 3: Solar Technical Operations and Great Technical Communication
- 13 Strategies for Technical Communication: How Great Teachers Close More Deals (49:35 minutes)
- 13 Strategies for Technical Communication Slide Deck
- 13 Strategies for Technical Communication Quiz
- 14 How Solar Electrical Works - And How to Explain it to Anyone (01:00:44 hours)
- 14 How Solar Electrical Works - And How to Explain it to Anyone Slide Deck
- 14 How Solar Electrical Works - Quiz
- 15 Roof Types, Roof Attachments, and Framing Risk (57:34 minutes)
- 15 - Roofs, Roof Attachments, and Framing Risk Slide Deck
- 15 - Roofs, Roof Attachments, and Framing Risk Quiz
- 16 Racking, Rails, and the Psychology of Aesthetics (21:59 minutes)
- 16 Racking, Rails, and the Psychology of Aesthetics Slide Deck
- 16 Racking, Rails, and the Psychology of Aesthetics Quiz
- 17 Solar Panels (aka Modules) - Production, and Winning Narrative Frames (51:04 minutes)
- 17 Solar Panels (aka Modules) - Production, and Winning Narrative Frames Slide Deck
- 17 Solar Panels, Production, and Winning Narrative Frames Quiz
- 18 The Great Inverter Debate - Microinverters vs. String Inverters vs. Optimizers and How to Sell Any of Them (54:34 minutes)
- 18 The Great Inverter Debate - Microinverters vs. String Inverters vs. Optimizers and How to Sell Any of Them Slide Deck
- 18 The Great Inverter Debate Quiz
- Module 6: Deliberate Practice - Use the "Question, Overview, Step-by-Step, and Examples" Outline
Module 7 • 10 assignments
Solar Financial - Utility Bills, Incentives, Financing, and The Psychology of Money
In this module, we give you the information you need to be confident guiding your client through these psychological landmines, by walking you through how utility bills work, the many financing options available, and the types of incentives that may be available in your area.
Through all of it, the lessons highlight common psychological baggage that your client may be bringing into the process, how to navigate their problematic narrative frames, and how to identify winning arguments that leverage the psychology of money.
- 19 Utility Bills, Savings, and The Psychology of Loss (56:55 minutes)
- 19 Utility Bills, Savings, and the Psychology of Loss Slide Deck
- 19 Utility Bills and Savings Quiz
- 20 Incentives, Home Value, and The Psychology of Opportunity (57:54 minutes)
- 20 Incentives, Home Value, and The Psychology of Opportunity
- 20 Incentives, Home Value, and The Psychology of Opportunity
- 21 Payments, Financing, and the Psychology of Choice (55:59 minutes)
- 21 Payments, Financing, and the Psychology of Choice
- 21 Payments, Financing, and the Psychology of Choice
- Module 7: Deliberate Practice - Incentive Scarcity
Module 8 • 6 assignments
Sales Process Overview and Common Objections
- 22 Intro to the Sales Cycle and Common Metrics (30:00 minutes)
- 22 Intro to The Solar Sales Cycle and Key Metrics Slide Deck
- 22 Intro the the Sales Cycle and Common Metrics Quiz
- 23 Top 5 Most Common Client Objections and How to Respond (13:28 minutes) Preview
- 23 Top 5 Most Common Objections Script (.docx)
- Module 8: Deliberate Practice - Respond to an Objection
Module 9 • 5 assignments
Qualifying Your Client (While Connecting, Listening, Educating, and Managing their Expectations)
- 24 Pre-qualification Script Walkthrough (12:36 minutes)
- 24 Pre-qualification Script (.docx)
- 25 Sales Qualification and Proposal Setting - Script Walkthrough (30:48 minutes)
- 25 Sales Qualification and Proposal Setting Script (.docx)
- Module 9: Deliberate Practice - Reflect and Improve on Client Qualification
Module 10 • 8 assignments
Closing the Deal and Creating a Referral Engine
- 26 Proposal Reminder Script Walkthrough (08:44 minutes)
- 26 Proposal Reminder Script (.docx)
- 27 Proposal Script Walkthrough + Contracting + First Referrals Walkthrough (29:33 minutes)
- 27 Proposal + First Referral Ask Script (.docx)
- 28 Bonus Lesson - Post-Install Referral Script Walkthrough (10:00 minutes)
- 28 Post Install Referral Script (.docx)
- Module 10: Deliberate Practice - Reflect and Improve on Client Proposal Process
- Course Conclusion Deliberate Practice: Practice Your 3 Key Takeaways
Conclusion • 4 assignments
Feedback and Additional Resources
- 1 Year of Access to Course Materials
- Feedback: 2-minute Exit Survey
- Consider Joining as a HeatSpring Member
- Certificate of Completion: Request a Certificate
Continuing Education Units
Approved for the following CEUs
- NABCEP RE Elective
- NABCEP Advanced Credit Hours
- NABCEP PV Associate Renewal
Approved NABCEP CEU Hours
NABCEP Credential | Advanced Hours for Exam | Recertification CEU Hours | NEC | JTA | RE Elective | Building or Fire Code |
---|---|---|---|---|---|---|
10 | 26 | 0 | 10 | 26 | 0 | |
0 | 26 | 0 | 0 | 0 | 0 | |
0 | 26 | 0 | 0 | 26 | 0 | |
0 | 26 | 0 | 0 | 26 | 0 | |
26 | 26 | 0 | 26 | 12 | 0 | |
0 | 26 | 0 | 0 | 26 | 0 |
NABCEP Registered Provider
This course counts towards the training requirements for taking NABCEP professional certification exams and CEUs for renewing all certifications.
Instructor
-
Taylor Jackson
Finial SolarTaylor Jackson is a clean energy executive and consultant, serial sustainable entrepreneur, and Fulbright scholar, based out of Asheville, North Carolina. He served as Chief Operating Officer at Joule Solar as it grew from a local residential installer in New Orleans to one of the top developers and EPCs in the country. In 2019, he left Joule to begin supporting top... Learn more