According to salesman extraordinaire Jordan Belford, the real-life character portrayed by Leonardo Dicaprio in The Wolf of Wall Street, a well-composed telephone sales strategy that is void of smoke and mirrors will create amazing results. “A perfectly balanced, rhythmic, almost hypnotic sales script keeps you in control while still encouraging productive dialogue… turns skeptics into believers, and prospects into lifelong customers…”
Belford’s sales ideology is especially relevant if you are a solar panel contractor. Unlike social media and mainstream advertising that contribute to soft relationships – better suited for selling razor blades and power tools – telemarketing facilitates solid relationships that are the key to developing loyal, satisfied customers. With that in mind, here is a brief guide to creating the ideal telephone solar sales script.
Don’t overwhelm your prospect during the call
To sell solar you need to be quick and succinct. The longer the script, the more confused the prospect may become. So simply focus on the key points; avoid bombarding a prospect with too much info. If and when the homeowner expresses interest, that’s when you arrange for a face-to-face meeting.