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12 Solar Sales Tips

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At the recent Solar Power International 2014 show in Las Vegas, Nevada, one company hosted a clever competition. Solar sales software developer OnGrid asked its booth visitors to share their best tip for how to sell more solar to happier customers. Here’s 12 of the best responses they received and the one that came out as winner.

12. Break it down

Break it down to the basics - this is not rocket science. Once they understand they'll buy! - Toby Mullen, Denali Solar

Break it down to the basics – this is not rocket science. Once they understand they’ll buy! – Toby Mullen, Denali Solar

11. Demonstrate integrity 

Integrity is everything -Eric Vaughn, Lenzi Solar

Integrity is everything -Eric Vaughn, Lenzi Solar

10. Know financial requirements

Know your customer's hurdle-rate! -Alex Kaffka, Allana Buick & Bers

Know your customer’s hurdle-rate! -Alex Kaffka, Allana Buick & Bers

9. Love people 

Love working with people and show it. -A.H. and R.P.

Love working with people and show it. -A.H. and R.P.

8. Follow the golden rule 

Do to others as you would unto yourself. -James Chun and CJ Lee, Solar N Power

Do to others as you would unto yourself. -James Chun and CJ Lee, Solar N Power

7. Be honest

Be honest. Solar sells itself. -Elizabeth Moats, Solar Holmes

Be honest. Solar sells itself. -Elizabeth Moats, Solar Holmes

6. Ask questions 

Never assume you know your customers' needs. Ask questions! -Jeff Croisetiere and Shannon Schmidt, Solar Tech Inc.

Never assume you know your customers’ needs. Ask questions! -Jeff Croisetiere and Shannon Schmidt, Solar Tech Inc.

5. Monitor and follow up 

ALWAYS include a good monitoring system on all your installations and schedule a follow-up call every month for the 1st year. -Carlos Lopez-Maisonave, PV Systems of PR

ALWAYS include a good monitoring system on all your installations and schedule a follow-up call every month for the 1st year. -Carlos Lopez-Maisonave, PV Systems of PR

4. Know solar

Don't talk the most. Know the most! -Kevin Holme, Solar Holmes

Don’t talk the most. Know the most! -Kevin Holme, Solar Holmes

3. Do due diligence 

Don’t guess on annual savings from solar. Get an accurate tool that does savings analysis for you. It will save time, standardize your sales system, and make you more sales! -Kevin Clements, KRC Enterprises

Don’t guess on annual savings from solar. Get an accurate tool that does savings analysis for you. It will save time, standardize your sales system, and make you more sales! -Kevin Clements, KRC Enterprises

2. Consider demand management 

Don’t underestimate the value of load (kW, not kWh) offset. -Tripp Hathaway, Hannah Solar

Don’t underestimate the value of load (kW, not kWh) offset. -Tripp Hathaway, Hannah Solar

and the winner is….

1. Have great install teams!

Customers remember the 3 days the installers are there more than they remember the sales process - Have great install teams = more referrals. -Dana Smith, SolarCraft

Customers remember the 3 days the installers are there more than they remember the sales process – Have great install teams = more referrals. -Dana Smith, SolarCraft

Smith won a free year of OnGrid software loaded on a tablet, a unique proposal design and 4 hours of training with an OnGrid solar sales professional. Congratulations!

Solar Power World


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