By Katherine Burk Cheema, product marketing manager, Aurora Solar
How many times have you heard these responses?
- “I’ll get back to you at a better time.”
- “I’ll have to talk to my wife/husband/partner.”
- “We’ll have to think about it.”
- “…It’s just not a good time right now.”
“It’s just not a good time right now.” This all-too-common sales objection conjures up images of front doors slamming shut, phones clicking off, and chat windows closing out. Objections about timing certainly aren’t new, but if you’re working in sales today you may be hearing them now more than ever. As a sales person, you likely have your own specialized set of skills for responding to this objection, but you may not know how to respond during these uncertain times.
As a result of COVID-19, customers today are worried about their health, jobs and the economy. But there’s good news too. As homeowners spend more and more time at home, they may be paying greater attention to their growing utility bills, and be more open to a conversation about how solar could help control household expenses or support utility resilience. And, in many cases, both decision makers are at home now which could lead to a quicker sale.
The case for solar is as strong as ever, but to close a deal in the era of COVID-19, it’s critical to instill customer confidence.
Step 1: Get ahead of the objections
Try putting yourself in the shoes of your prospective customers and carefully consider why they might think that now is not a good time to install solar. Are there any external factors that might be weighing on your prospects (i.e. major layoffs in your area, school closures, etc.)?
Another way to prepare for potential objections is to consult your family and friends and ask why they would or wouldn’t go solar at this time.