| I got 99 problems but my pitch ain’t one. | Handling Objections | Welcome Call | Sunrun 101 | Know Your Co-Workers |
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Were you living here when they swapped out the meters or are you newer to the area?
This is how we break preoccupation.
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Agree, anecdote, transition.
These are the three essential components when overcoming an objection.
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Hi, we got the results back and they came back very favorable. I think you’re going to really like them. Do you have a spot where I can set this down on the table so I can cover them with you?
This is the proper way to greet the homeowner when you come back for the Welcome Call.
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Mary Powell
This is the current CEO of Sunrun.
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Daniel
This is Duff’s real name.
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Break preoccupation, problem, solution, transition.
These are the 4 essential components of the pitch.
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What is I’m not interested, Low bill, I’m moving, I am busy, need a new roof, is this solar, I don’t like the way it looks, I don’t want to be locked into any long contracts, I’m too old.
There are roughly 7 objections, these are 4 of them.
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What is: we are not out of the woods yet.
After explaining the highs and lows we say this well placed pull back.
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22 states
Sunrun, the number one residential solar provider in the US, operates in this many states.
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Dan Wills, 30 KW!
This rep has installed the largest KW system.
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Role play or give them to date/time options to choose from, then once agreed on a date/time “ how do you keep your appointments, on your phone or write them down?” Then tell them to put it in their calendar that their solar person X will be there at that time. Fingers crossed I will have good news for you.
This is the correct way to set a come back appointment.
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Role play. Must have agree, anecdote, transition components.
This is the correct way to overcome an objection of a low bill.
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Validate and agree, that’s a great question, I’m glad you asked.
This is what you say when the homeowner asks a question.
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$55.31
RUN stock price today
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Tim Clarkson - 8 boys!
This rep has the most kids in the office. Who is it, and how many.
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Tell them what you are going to do (review kw data, look and sun information…) and leave them with a pullback.
This is what you say when you are leaving an AC.
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Role play. Must have agree, anecdote, transition components.
This is how to overcome the objection “We are thinking of selling our house in a few years.”
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How does solar work, what happens if the power goes off, are we subject to feature rate increases with the utility.
These are the three questions that all homeowners have.
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$3.2 billion (stock deal)
Sunrun acquired Vivint Solar for this much money.
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Devin Arp
This rep lived in Singapore and speaks decent Spanish?
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Role play.
This is the pitch with all of the essential components.
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Role play. Must have agree, anecdote, transition components.
This is the correct way to overcome an objection of I don’t want to be locked into a long agreement, I’m too old.
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Role play. Run through the pitch again, throw the other spouse under the bus by saying what they gave you and what they liked, transition…
This is how to properly handle a one legger when the other spouse answers the door when you come back for Welcome Call.
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8,500
This is the number of people Sunrun employs.
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Diet Mountain Dew and Bourbon.
These are Duff’s and Big Joe’s favorite beverages.
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