Introduction to the Lesson:
The most important aspect of sales is to believe in the product you're selling and genuinely think it's a good product. Secondly, you must know your product inside out, so that you can articulate its features and benefits effortlessly. In this training, we'll cover the essentials of selling Power in a Box products, including how to identify qualified leads, present the products effectively, and overcome objections.
Summary of the Lesson:
- Believe in the product and know it thoroughly
- Identify qualified leads (name, surname, email, physical address, average electricity bill)
- Present the benefits of the product, not just the technical specifications
- Unique Selling Point (USP) of the Sun Sync 300 system
- Guaranteed savings of 100% or customized savings percentage
- Conversion kits for existing solar systems
- Rental properties and how solar systems can increase property value
- Power in a Box products (basic, mid-range, and high-end)
- Importance of solar panels for extended power outages
- Body corporate presentations for townhouse complexes
1. The Power of Belief and Knowledge
The most important thing in sales is to believe in your product and genuinely think it's a good product. If you don't believe in what you're selling, it will be very difficult to convince others. Secondly, you must know your product inside out. Read the product pamphlet over and over, even reading it aloud, until you can recite the features and benefits effortlessly. If someone wakes you up at 2 AM and asks about the product, the details should roll off your tongue.
2. Qualifying Leads
Your main job as a sales agent is to get leads. To qualify a lead, you need the prospect's name, surname, email address, physical address, and their average electricity bill amount in rands or units. This information allows us to accurately size the solar system for their needs. Once you have these details, send them to Neil via WhatsApp, and he will follow up to set an appointment and close the sale.
3. Selling the Benefits, Not the Specs
When presenting the product, focus on the benefits, not just the technical specifications like kilowatts. The important thing is conveying how the product will improve the customer's life through benefits like lowering or eliminating electricity costs. Design a system tailored to their specific home and needs.
4. The Unique Selling Point (USP)
The Sun Sync 300 system has a unique selling point – it's the only system in South Africa that provides a guaranteed 100% savings on electricity usage. If the system doesn't achieve 100% savings, we'll upgrade it with more panels, batteries, and inverters at no extra cost. We can also customize the guaranteed savings percentage based on the customer's preference.
5. Guaranteed Savings and Conversion Kits
For the Sun Sync 300, highlight the guaranteed savings of 100% on electricity usage, or a customized percentage. If the customer has an existing solar system but still pays for electricity, we offer affordable conversion kits starting from R4,900 to enhance their system and provide guaranteed savings.
6. Rental Properties and Increased Property Value
For landlords, solar systems increase property value and attract tenants by eliminating load shedding issues. Once the system is paid off, landlords can sell electricity to tenants, essentially having the tenants pay for the solar system over time while the landlord profits.
7. Power in a Box Product Range
The basic Power in a Box system (R5,900) is ideal for flats or townhouses, providing 120W power for 4 hours. The mid-range system (R12,900) runs a home for 8 hours at 300W for 4 hours or 150W for 8 hours. These systems are solar-ready to add panels later. The premium Sun Sync 300 system provides guaranteed savings and customized solutions.
8. The Importance of Solar Panels
While the Power in a Box systems work with grid power for charging, adding solar panels ensures power during extended outages. With panels, if the grid is down for days, the solar keeps charging the batteries. For complete energy independence, solar panels are essential.
9. Townhouse Complex Presentations
For townhouse complexes, work with the body corporate to evaluate installing a large solar array that can power all units with net metering. Each unit could have dedicated solar panels. Alternatively, present the standalone Power in a Box systems for individual units initially.
Key actions a sales agent should take to get sales leads for Power in a Box products:
1. Understand and Believe in the Product:
- Study the product pamphlets/leaflets thoroughly until you can explain the features and benefits confidently.
- Internalize the Unique Selling Points (USPs) like the 100% guaranteed savings on electricity bills for the Sun Sync 300 system.
- Truly believe in the value proposition of the products and their ability to eliminate load shedding and high electricity costs.
2. Identify Your Target Market:
- Homeowners struggling with high electricity bills and frequent load shedding are ideal prospects.
- Landlords and property owners looking to increase property value and attract tenants are also a valuable target market.
- Approach both individual homeowners and body corporates/homeowner associations for townhouse complexes.
3. Leverage the Provided Marketing Materials:
- Distribute the product pamphlets/leaflets door-to-door, making sure to place them prominently (e.g., at gates) for better visibility.
- When handing out the pamphlets, engage with potential customers by highlighting the key benefits and asking thought-provoking questions (e.g., "Would you like to say goodbye to Eskom?").
4. Gather Qualifying Information:
- For interested prospects, collect their full name, contact information (email and phone number), physical address, and current average electricity bill amount (in rands or units).
- This qualifying information is crucial for assessing their needs and appropriately sizing the solar system solution.
5. Follow Up and Set Appointments:
- Pass the qualified leads, along with the collected information, to the designated team member (e.g., Neil) for follow-up and appointment scheduling.
- Be prepared to provide any additional details or clarifications requested by the follow-up team.
6. Offer Free Power Assessments:
- As suggested in the leaflet, propose free power assessments conducted by the solar experts to further qualify and engage prospects.
- This can be an opportunity to gather more specific information about their power needs and pain points related to load shedding and high electricity costs.
7. Highlight the Conversion Kit for Existing Solar Users:
- For prospects who already have solar systems but are not achieving desired savings, emphasize the availability of the affordable 300 SLR Conversion Kit.
- Position the conversion kit as a solution to enhance their existing system and provide guaranteed savings from day one.
8. Stay Updated and Continuously Learn:
- Regularly communicate with the team to receive updates, tips, and best practices for effective lead generation.
- Continuously improve your product knowledge and sales techniques based on feedback and experiences from successful lead conversions.
By following these key actions diligently, sales agents can effectively identify potential customers, pique their interest in Power in a Box products, and generate qualified leads for the follow-up team to convert into sales.
Conclusion:
Selling Power in a Box products requires a deep understanding of the products, their benefits, and the unique selling propositions.
By following the guidelines outlined in this training, sales agents can effectively present the products, qualify leads, and ultimately, close sales.
Remember, the key to success is believing in the product, knowing it inside out, and focusing on the benefits that resonate with the customer's needs.
FAQ:
Q1: What is the most important thing in sales?
A: The most important thing in sales is to believe in your product and genuinely think it's a good product.
Q2: How can I ensure I know the product thoroughly?
A: Read the product pamphlet multiple times, even aloud, until you can recite the features and benefits effortlessly.
Q3: What constitutes a qualified lead?
A: A qualified lead includes the prospect's name, surname, email address, physical address, and average electricity bill in rands or units.
Q4: What is the Unique Selling Point (USP) of the Sun Sync 300 system?
A: The Sun Sync 300 system is the only system in South Africa that offers a guaranteed savings of 100% on electricity usage, or a customized savings percentage based on the customer's preference.
Q5: How can existing solar system owners benefit from Power in a Box?
A: Power in a Box offers conversion kits that can enhance existing solar systems and provide guaranteed savings, starting from as little as R4,900.
Q6: How can Power in a Box products benefit landlords?
A: Power in a Box solar systems can increase property value, attract tenants by eliminating load shedding issues, and enable landlords to sell electricity to tenants once the system is paid off.
Q7: What are the different Power in a Box product options?
A: The product range includes a basic system (R5,900) for flats or townhouses, a mid-range system (R12,900) for running a home for 8 hours, and the Sun Sync 300 system for guaranteed savings and customized solutions.