Highlights from Ethical solar sales to earn maximum commissions

Building homeowner trust to outshine cheaper proposals and net more referrals
Author : 
August 22, 2023

How can ethical solar sales reps win over customers when they’re getting other proposals filled with promises that are completely unrealistic?  Bodhi and GoodLeap teamed up to answer this question and share practical sales tips from solar industry veterans.

The special event was moderated by Scott Nguyen, CEO of Bodhi.  Our panelists were:

Here’s one key takeaway from each panelist:

Gregg Fisher, GoodLeap —  “A common misconception for sales organizations becoming EPCs is that they think more sales equals more money.  That’s often not the case, and if you don’t understand your costs and unit economics, it’s really hard to see what puzzle pieces need to be put in place in order to have a profitable business.”

Pance Docimo, SurfClean —One of the worst sales practices is the 15-minute appointment. It sets up the homeowner for a poor customer experience because you’ve just shown them the numbers without any context.  Our sales reps’ average appointment time is 90 minutes, and in that time we explain everything from financing, to the equipment we’re using, to what happens after installation.  We even call our customer service department.  This has hands down been the best strategy for getting the sale and keeping the sale.”

Jon Camarda, Skyline Solar —If you’re an EPC, it’s important to learn how to say no to sales organizations.  Even though it can be hard to turn down a sale, you need to learn how to do it.  Sometimes a sale can cost an EPC more money than what they would earn off of it.  Understand your business model and what you’re good at and say no to everything else.”

Eddie Hernandez, Bodhi —I’ve often sold in regions where I’m one of the most expensive proposals.  I always told my prospects, if price is the main thing for you, I may not be the best person for you, but let’s connect after you install.  In one case, I had someone send me their referrals instead of the person they installed with because they knew I offered a better experience.  While I lost the initial sale, it was more lucrative for me because I didn't have to drop my price, and I eventually got a whole neighborhood out of it.”

To learn more, watch the recording of the panel below:

The tips you need to stand out

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