🔋 Solar Sales Decision Guide
Which platform to use for each purchase type
💵
Cash Purchase
Customer pays upfront in full
ENFIN
enfin.com
✅ Best for cash transactions
🏦
Financing
Customer finances the purchase
Go Green Financing
gogreenfinancing.com
✅ Enter zip code to find best rates
📋
PPA
Power Purchase Agreement
Axia Solar USA
axiasolarusa.com
✅ Remember: PPA ≠ Lease!
🔧 Equipment Recommendations
Solar Panels (Best to Good)
REC Alpha
#1 Premium
QCells
#2 Value
Tesla
#3 Brand
Battery Strategy
🎯 Default Choice
Solar Edge
High quality, go-to option
💰 Price Pressure
Enphase / EM4
When customer pushes on price
⚠️ AVOID These Financing Companies
PACE
SLICE
Rates are too high - use Go Green Financing instead
🧠 Sales Psychology & Customer Insights
Understanding your customer's mindset
👥 Customer Types
💰
Price Shoppers
Focus on getting the best deal
🏆
Brand Shoppers
Focus on quality and reputation
🎯 The 3 Core Customer Needs
What every customer wants
1
I don't want to pay too much
2
I don't want cheap equipment
3
I want a good warranty
💡 Key Sales Principles
Essential strategies for success
👨💼
You Are The Authority
Tell them what the top panels, batteries, and inverters are
🚗
Porsche Analogy
Want the Carrera but can't afford it? Get the standard Porsche - premium brand, budget model
🔧
Do Whatever It Takes
Cut price per watt, lower offset - your goal is to sell it
📚
Know The Difference
PPA ≠ Lease - understand the terms and benefits
🎯 Zero Escalator Closing Script
The powerful referral-based close
💡 What is an Escalator?
Usually $100 more for a zero escalator. Use this as your value-building close.
📝 The Script:
"If I can get you a zero escalator and get the price you want... and you get me referrals, that's how I stay in business. I make a lot less but I sell a lot more. I normally don't do these deals but I'll do it for referrals to stay in business. If I give you all this, will you give me referrals to stay in business?"
🧠 Why This Works:
🎉
Creates excitement about getting an amazing deal
🤝
Positions it as a fair exchange (great deal for referrals)
💼
Makes logical sense why you're offering such a good deal
⚡
Customer feels special getting something "you normally don't do"
📚 Quick Reference Tools
Lead Generation: app.gobrightreach.com