This installation tip was provided by Paul Grana, founder at Folsom Labs

Many salespeople like to show up to customer meetings prepared with information on the company, the value of solar and the array that is best for the customer’s home or business. It’s a great way to show that you have done your homework and that you are not going to waste the customer’s time.

However, this approach can actually work against the salesperson. By having the details of the system worked out in advance, you create an adversarial relationship between the salesperson and the customer. At some level, the salesperson is trying to convince the customer of the value of their company or of their design.

Alternatively, a salesperson can take a questions-first approach to the meeting. You first go deep, taking the time to understand the customer’s goals, concerns and even fears. Next, you can tailor the message about the benefits of solar and why they should choose your company for installation to the customer’s unique situation. Finally, you can design the solar array on the spot, right in front of the customer — highlighting how the array fits into their unique objectives and closing a truly collaborative sale.

This technique takes time and requires that you are experienced enough to build trust without the benefit of a binder with information. But when it’s done well, designing systems with the customer can be far more effective than using a standard sales pitch.