Introduction
At this point, you know:
- What matters in solar decisions
- Who to speak to
Now you need to know what to do in the moment.
Your goal is not to sell.
Your goal is simple:
Move the client to a Precision Power Analysis.
The Structure of Every Conversation
Every conversation follows the same flow.
- Open
- Identify
- Reframe
- Transition
- Book
Do not skip steps.
Step 1: Open
Start with a simple, natural question.
“Are you happy with what you are currently paying for electricity?”
or
“Have you looked at solar, or are you already running a system?”
Let them respond.
Step 2: Identify
Listen carefully and place them into one of three categories:
- New Install
- Optimisation
- Upgrade / Conversion
Do not interrupt.
Do not rush.
Step 3: Reframe
Now bring in the decision framework from Lesson 1.
Say:
“Most systems are sold based on equipment, not what they actually produce every day.”
Pause.
Then ask:
“Has anyone shown you what your system will produce per day in writing?”
Let them answer.
Step 4: Transition
This is where you move them forward.
Say:
“We run a short Precision Power Analysis where we look at your actual usage and show you what a system should produce before you make any decision.”
Keep it simple.
Do not explain further.
Step 5: Book
Now secure the next step.
Ask:
“Would you be open to a quick 15–30 minute Zoom call to go through that?”
If yes:
- Confirm availability
- Tell them what is needed (electricity usage or bill)
- Capture full details
What to Say for Each Opportunity Type
New Install
“We will look at your usage and show you what a system needs to produce before anything is installed.”
Optimisation
“We will review your current system and show you where it is underperforming.”
Upgrade / Conversion
“We will assess your system and show you what needs to change for it to meet your actual usage.”
What to Avoid
Do not:
- Explain system sizes
- Talk about pricing
- Recommend solutions
- Try to close the sale
That is not your role.
Handling Simple Objections
If they say:
“I’m just looking”
Say:
“That’s exactly what the call is for, to give you clarity before making any decision.”
If they say:
“I already have a quote”
Say:
“Perfect, we can compare it to what your system actually needs to produce.”
If they say:
“I’m busy”
Say:
“It’s a short 15–30 minute call, we can schedule it at a time that suits you.”
What a Successful Conversation Looks Like
- The client understands there is a better way to evaluate solar
- They are open to a Precision Power Analysis
- You have captured complete details
- A next step is agreed
Summary
You are not selling.
You are guiding the client to a proper evaluation.
Every conversation should end with:
A booked Precision Power Analysis or a clear next step.