Closing Deals with Confidence
As many sales reps know, the final part of a deal can often be the hardest. One of the most common objections that you’ll hear from a homeowner is, “I need to get another quote and think about it.”
According to an EnergySage survey, 80% of homeowners get 2 or more quotes before making a decision.
Rather than pushing for the homeowner to make a decision on the spot, with a consultative selling approach it’s better to give the homeowner the time and space they need.
However, that doesn’t mean leaving and hoping they call us back.
Consultant/Closer
In fact, this is a great opportunity to position yourself as the “consultant” one final time.
Ashleigh Tatarcyk, Owner of Urban Sol Energy, explains this technique best:
“If people do need another quote, I respect and understand that. But then I would say something like, ‘Hey, I’m going to offer you my consulting services free of charge. After you’ve got all three of your quotes, we’re going to set up another time where I’ll go over all of your proposals for you, walk you through each one, and see which one might be the best. And I’ll be upfront with you and tell you if someone else’s proposal is better.’”
"I'll go over all your proposals with you... and see which one might be best."
Once again, we’re building transparency and credibility with the homeowner. If the homeowner brings a proposal to us from a competitor, we can, once again, adapt quickly.
Using Sales Mode’s sales proposal, we can make changes to the solar system design, cost, incentives, and financing in real-time.
The best part? Those changes are immediately reflected in the online sales proposal we’ve already given to the homeowner.
Adapt your proposal with the homeowners if they get other quotes.
In Sales Mode
These days, financing is a common with breaker. Make it a deal maker for you by showing multiple financing options in your sales presentation. In Sales Mode you can use custom pages to showcase financing, warranty information, and more.