Door Approach

Door Approach Process

Step 2

Step 1

Presenting Problem

Breaking preoccupation

6 Concepts

Door Approach

Step 3

Step 4

Pull Back

Present Solution

Step 5

Step 6

Button up

Transition to close

Door Script

Overcoming Objections

Lesson Instructions

Overcoming Objections

Now we will prepare you for the most common objections your homeowners will give you.

Practice is key here, ensure that you remain consistent in your practice sessions. Make sure to take practice 3 learning strategies as you take this lesson: Write it out/Read it out loud/Bring it to life.

Tactic: Bringing Down to Earth

Down to Earth

The sale really begins on the first "NO"!

Bringing someone down to earth is NOT overcoming an objection.

• It just puts you in a position to overcome an objection by getting them to think logically instead of being hesistant.

+WHY?

Step 1: Down to Earth

Key Points (3)

Delivery (2)

Pitch (1)

Step 2: Primary Objection

Key Points

Delivery

Pitch

Step 3: 2nd Smoke Screen

Key Points

Delivery

Pitch

Step 4: Close

Close

Revert back to where you recieved the objection and immediately start closing.

Your ability to be agile in overcoming this objection and the confidence you portray will help you smoothly transition back to closing.

Tactic 2 : A.R.M.

A.R.M Statement

Acknowledge, Respond, Move Forward

Overcoming objections is a skill that once you master it, you will be able to control any sale regardless of which direction it takes.

+WHY?

Common Rebuttals + ARM

Delivery:

• Start out empathetic and understanding. Have fun, give great energy when you speak about waking up and givign a high five. Literally high five yourself. This will get the homewners to laugh and release tension.

Hello, how are you today? Sorry to bother you. Just wanted to let you know that you're receiving the award for the best looking lawn! Man, this is by far the best lawn I have seen yet, this has to take you a couple hours a day to maintain, right? Well the reason for my visit...

Ok perfect, we have you and (significant others name) set for you on (DAY) at (Time): On the day of the appointment, I'll give you a call 2 hours before to confirm, matter of fact, you can save me in your phone now. Most importantly, you do not have to do this. If there is any reason at all that you would cancel this time we scheduled, please let me know now. There are a lot of meetings on my calendar so I just want to be sure (TIME, DAY) works for you both? Now I realize _______ (parnter) wasn’t here for all this, so please do me a favor and let them know the design and consultation is completely free with no obligation. Just a little bit about SmartRoof before I head out. We have been in business for 7 years with over 10,000 installations completed during that time. We have an A+ Rating with the BBB and 4.8 Stars on Google. We are one of the fastest growing home remodeling companies in the nation and the main goal is to make a positive impact on the communities we serve. When you have a moment, take a look at our website, you'll have it in the email we send you.We hope you will like what you see. So, what do you have planned for the rest of the day/weekend?

Script: (A) Dang! I’ll make sure no one else knocks your door from my company. (R) But we are a little different, we don’t have a pitch but just out here qualifying homes for the free custom savings reports and arming them with information. Many of the Homeowners out here called us due to the Utility rate Increases. (M) So to help with that, I’ll get you set up with your free custom savings report,

Not everyone is going to qualify, only a handful of you in this neighborhood will be a good fit for the program. I dont like to take too much of your time today, all I need to do is see if you WOULD qualify!

Script: (A) Ah, Gotcha, (R) your neighbor felt the same thing but they were thinking about the outdated blue/white grid panels. I personally wouldn’t put those on my house either. (M) What they found was that we use the sleek , modern, all black panels that really look like HDTVs on your roof. Let me set you up with your Free custom savings report to show what they look like on your house, (revert back to where to you left before the objection)"

"Keep in mind, it's JUST a free consultation."

Delivery:

• Very calm and nonchalant. Ease their mind with slight emphasis on just.

"Unfortunately, most people wait until they've lost a considerable amount of money. Thats why most of of your neighbors are taking advantage of the consultation now. That way they can plan ahead, instead of being on the utility companies terms.

Script: (A) I hear you. That’s exactly the reason, we have our badge, company business card, and someone to verify us real time (R) How often do you get knocked by solar companies? (Answer) IF yes, do you know why? You’re sitting on a gold mine! If not , okay got it, are you familiar with new programs? (M) What I’ll do is set you up with your free custom savings report so you can find out more about what our company is doing to help H.O. like yourself,

Script: (A) Come on now! You look younger than my parents! but I hear you. (R) Most of your neighbors had felt the same way but what they found was you can never be too old to save money. It’s a zero out of pocket cost and You are guaranteed to save money day 1! (M) What I’ll do is set you up with your free custom savings report so you can look for yourself, (revert back to where you left off before objection)

Have you been seeing what's going on with renewable energy and the utilities in your neighborhood? Okay cool, so basically a certain portion of our power in the area needs to come from a renewable source like solar...

Alright just to make sure I have all my information right, my name is___? What was your name? Nice to meet you! Okay, the zip code here is (state it) , city is ( state it), State, (state it), got it! Alright, street name is (state it), Address number ( state it), correct? Alright looks good! And what was your last name? Great, perfect. Email address is a gmail? And just so that we can address them right when we visit, what was your significant others name? Okay perfect! Thank you for confirming that! Just to let you know, the consultation is really easy. My engineers are going to take this info and build a design showing where the panels will go and what your new monthly electric cost will be. If everything makes sense we show you the next steps to going solar! I have availability ____day and ____day because I will be in the area. What time of day works for you and your significant other for me to stop by? morning or evening?”

Let's focus on the crucial step of securing the appointment and how to handle the inevitable second "No."

• Remember, this isn't a setback but rather an opportunity.

• It's essential to remain calm and exude confidence during this phase.

Understanding the difference between merely bringing someone down to earth and actually overcoming an objection is key. The former simply sets the stage for logical thinking, reducing resistance and paving the way for addressing the real objection. Here are some critical strategies: 1. Empathize with the Homeowner: Show that you understand their perspective. Empathy means putting yourself in their shoes, recognizing their concerns, and validating them. 2. Agreeing with the Homeowner: Normalize their objection. It’s not about winning an argument but about showing understanding and acknowledgment of their viewpoint. 3. Propose a New Perspective: Once you've shown empathy and agreement, it's time to gently guide them to a new way of seeing the estimate. Encourage them to view the situation through a different lens, helping them understand the benefits of the consultation. 4. Transform Objections into Motivation: Your goal is to convert their objections into reasons for them to proceed. By aligning with their feelings and offering a fresh perspective, you turn barriers into stepping stones towards securing the appointment.

• Remember, successful sales are not just about persuasion; they’re about understanding, empathizing, and guiding the homeowner to see the value in what we offer.

"No worries at all (Homeowner name)... I understand you(r) (reiterate their objection) but there will never be a day where you wake up and high five your (sig other) or (yourself) and say, I would love to get a solar consultation. That day will never come."

Let's focus on the crucial step of securing the appointment and how to handle the inevitable second "No."

• Remember, this isn't a setback but rather an opportunity.

• It's essential to remain calm and exude confidence during this phase.

Understanding the difference between merely bringing someone down to earth and actually overcoming an objection is key. The former simply sets the stage for logical thinking, reducing resistance and paving the way for addressing the real objection. Here are some critical strategies: 1. Empathize with the Homeowner: Show that you understand their perspective. Empathy means putting yourself in their shoes, recognizing their concerns, and validating them. 2. Agreeing with the Homeowner: Normalize their objection. It’s not about winning an argument but about showing understanding and acknowledgment of their viewpoint. 3. Propose a New Perspective: Once you've shown empathy and agreement, it's time to gently guide them to a new way of seeing the estimate. Encourage them to view the situation through a different lens, helping them understand the benefits of the consultation. 4. Transform Objections into Motivation: Your goal is to convert their objections into reasons for them to proceed. By aligning with their feelings and offering a fresh perspective, you turn barriers into stepping stones towards securing the appointment.

• Remember, successful sales are not just about persuasion; they’re about understanding, empathizing, and guiding the homeowner to see the value in what we offer.

Delivery:

• Speak matter of fact. This is 100% true and you need to have a concerned but serious tone and demeanor but don't be over the top.

Script: (A) Oh! Got it, Understood. (R) Which part were you not interested in? The look, or the cost? (they choose one) Ok, I see! (LOOK , refer to rebuttal 1) ( COST, refer to rebuttal 3) (M) Let me set you up with your Free custom savings report to address those questions for you.

My job is super simple, I'm like a scout...I get designs for everybody in the neighborhood and see who does and does not qualify. If you qualify, we put panels on your roof, you pay nothing out of pocket, and the only thing that changes for you is that your cost for electricity goes down. The reason it goes down is because of this....(show them picture of example bill). (Showing them example bill): Just like this customer in your neighborhood, you can see that they were not billed for any electric use from (mention electric company). That's because of a process called net metering, which allows you to create your own electricity with solar and sell it back to (mention electric company). So as you can see, they created 500 Kwh of their own clean energy. Pretty Cool, right!