Objection #5
“We Need Another Quote”
One of the most common objections that can stall a deal is the classic:
“This all sounds great, but I would be doing myself a disservice if I didn't get another quote, so I think we’ll hold off for now.”
This is perhaps the most common objection you’ll hear and there are essentially two ways to handle it:
- Accept that the customer is not interested in signing a contract during the present meeting
- Continue the conversation to better facilitate a sale
Knowing that many customers will request additional quotes, the three F’s can be deployed to:
- Empathize with how the customer feels
- Inform them that past customers have felt the same way
- Explain that others have found that their company was the best choice
According to our five solar sales experts, here are a few ways to handle this objection.
I encourage you to do all of the research and come up with all of your questions so that you’re 100% sure that solar is the best investment for you and your family.”
Lily Valdez co-founder of Women United by Solar
Solution #1
Respond with Empathy
As many sales reps can surely relate, empathy is the most important aspect of a successful solar sale. By putting yourself in the shoes of the homeowner, it’s easier to understand how they may feel when speaking with a salesperson.
Be a resource
“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 actually 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.'”
✨ Ashleigh Tatarcyk, Owner of Urban Sol Energy
Establish a timeline
“What we can do is get you qualified now. We’re not going to put this on your roof right away, it's going to be a 6-to-8-week process. And in that time I encourage you to do all of the research and come up with all of your questions so that you’re 100% sure that solar is the best investment for you and your family.”
💡 Lily Valdez, co-founder of Women United by Solar
Solution #2
Consider Pivoting to a Two-Touch Close
Encourage shopping around
“I’ll say, ‘You know what? I’m glad you’re taking this very seriously and you’re going to get three bids. That’s very smart of you. You know, a lot of my customers have done that and what they’ve found is that they still come back to me, but I can definitely review all of that information with you.’” 💡 Lily Valdez, co-founder of Women United by Solar
Aim for a two-touch close
“What I’ve noticed is that this objection has stopped almost completely for me now that I go with a two-touch close. This two-touch close will almost eliminate this objection because there is no pressure and no games. You’re just being an advisor helping the homeowner, letting them know all of the options out there, and letting them decide what’s best for them.” ☀️ “Solar Joe” Mousakheel, CRO of The Solar Academy
Solution #3
Every Company Says They’re “the Best”
Start a clear and honest conversation about options
“If we see this through the customer's eyes, we have to understand that every single company that they meet with is already telling them, ‘We’re the best company. We have the best service. You’re gonna love us the most. We’ll answer your call and will still be in business, etc.’ …
“I’ll acknowledge this and then say, “now that that’s out of the way, let’s look at everything you're getting. But, for me to truly do that, I need to know what these other quotes are. You get those quotes, then let me show you the things to look for, let me show you the things to ask, and then I’m going to come back at a later date when you have all of the quotes and I’ll go through those with you as well.” 🪄 James Ramos, Founder of Solar YOUniversity
